Negotiating the Short Sale – Part II

In the first part of this series, we discussed the preliminary considerations prior to entering into a short sale negotiation. Next, I want you to consider the other side. Who are you dealing with? Well, you are not dealing with a mortgage company; you will be dealing with a representative of the mortgage company who will have two agendas. First they will have the mortgage company’s agenda to follow. We all know what that is, to make sure the file is complete with all the relevant information.

The second agenda is the person’s own agenda. Yes, they are acting as a representative of the company, but they also have their own personal agenda which may include dreams of a raise or the corner office down the hall. At this point, you may be laughing. Well, never discount the personal agenda, because if you do, you may very well be missing a critical part of the puzzle. I am sure we all know what it is like to work for hours on a puzzle only to find out that the last piece is missing. Imagine seeing a deal die on the vine because you failed to think about the negotiators agenda. If only you had played that trump card when you had the opportunity!

I always want to know as much as possible about the person I’m negotiating with. Do they have a spouse, kids, interests, hobbies, etc.? I find out these things by throwing out hints and waiting for their responses. Any and all information they convey can be used at a critical juncture for a tactical advantage.

DELLUTRI LAW GROUP
CARMEN DELLUTRI, ESQ.
KMarshall@DellutriLawGroup.com
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Phone: 239.939.0900
Fax: 239.939.0588
1436 Royal Palm Square Boulevard
Fort Myers, Florida 33919