Commentators stated that litigators, when interviewing witnesses on the stand, never ask a question for which they don’t already know the answer. Using the Socratic method of questioning, attorneys can actually use carefully worded questions to lead to a particular train of thought.
While I ain’t no Socrates (or Plato, rather), this is certainly a very convenient method to use when speaking with bank employees about short sales. Instead of alienating and bullying, see the conversation with the bank employee as a method of obtaining answers—perhaps the ones that you want to hear.
Use Leading Questions
Short Sale Listing Agent: Thanks for ordering the BPO (Broker Price Opinion). How long should it be until I hear from the agent?
Bank Employee: You should hear something in less than 7 days.
Short Sale Listing Agent: What happens if I do not get a call from the BPO agent?
Bank Employee: Let me know and I will see what I can do.
Short Sale Listing Agent: Sometimes it’s hard to get ahold of you because you are so busy. Is there a better way to reach you?
Bank Employee: Well, if I don’t get back to you in 48 hours, you can call my manager.
Short Sale Listing Agent: While I have you on the phone, can I get your manager’s name and contact information?
Of course, I always want the contact information for the negotiator’s supervisor at the very beginning. And, often times, that information is not easy to come by. But, with a little help from Plato and a few prominent attorneys, that information can be freely provided in a sweet, innocent conversation. Hey, I guess there may be something to that philosophy stuff, after all.
Photo: flickr creative commons by Avia Venefica
agentknowhow
November 15, 2011 at 10:53 am
I have your email address as ___________ is that the best way to contact you? I find that when working with short sales, it is more about figuring out which questions to ask the negotiator and ask plenty. Getting the right person on the phone can take up to 45 minutes in some cases.