Agent training Program:
Psychology and the distressed borrower
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| Click here to view Module 1 of Psychology and the Distressed Borrower. |
This program is vital for real estate agents working with distressed borrowers in today’s challenging market. This unique training offers psychology based principals to assist agents struggling to communicate with an ever growing population of distressed borrowers in the process of losing their homes. Get on the right track by understanding the importance of weaving psychology throughout your business plan.
Psychology and the Distressed Borrower© was developed by Sherry Helgoe, MA LMFT, a practicing Licensed Marriage and Family Therapist in California and Professor at Pepperdine University’s Graduate School of Education and Psychology, teaching students how to work with therapy clients for the first time. In addition to working in the field of psychology since 1995, she has been working in the real estate and short sale industry since 2006 educating agents, brokers, real estate teams, loan officers and affiliate partners on how to meet the challenges facing homeowners and home buyers during the short sale process.
By sharing the knowledge she has from three different perspectives, agents will be given the unique opportunity of learning how to apply the best approach when working with distressed individuals, couples and their families.
Psychology and the Distressed Borrower© will give the real estate professional important tools to use when consulting emotional homeowners under extreme stress. You will be given useful tools to use immediately to convert client leads into a closed transaction by using psychology based consulting skills throughout the process.
The skills presented in this program are also relevant for a diverse population of buyers and sellers because it applies psychology based principals to assist agents in communicating with anyone from first time home buyers to probate transactions.
Click here to view Module 1 of the Psychology and the Distressed Borrower Training →
Why Add Psychology to Your Business Plan?
Are you dealing with overstressed and overwhelmed buyers and sellers? The economy has changed. The market has changed. Borrowers and sellers have changed. The real estate agent needs to navigate through this challenging market for continued success. This section will discuss why increasing stress and changes within the real estate industry requires a different approach.
Section 1: Meeting Borrowers Where They Are…
Have you ever wondered why you weren’t successful at converting a lead? Do you find it challenging to talk with different personality styles when they are under stress? This section will address the important concept of the distressed borrowers’ “Cycle of Distress” and how to communicate most effectively during the initial stages of meeting your clients.
You will learn how to conduct a quick personality assessment of four personality styles and then apply this knowledge to your advantage during the initial meeting with your clients. You will learn about how to use the distressed borrowers’ personality style strengths and how to minimize their “stressed out” response.
Section 2: Establishing a Working Alliance/Trusting Relationship
When working to establish a relationship with your new clients, the best approach is to make certain that you apply your knowledge of the four personality styles when communicating. This will let your clients know that you are interested in staying with them throughout the entire real estate transaction. This section will address the importance of establishing a working alliance because one of the biggest challenges for families facing a foreclosure alternative situation is that they do not know who to trust or where to go for help.
You will learn how to apply the knowledge from section one to communicate most effectively with each of the four personality styles. Successfully communicating to distressed borrowers who have different ways of responding to stress, anger, sadness and fear, will be the key to moving the transaction forward.
Section 3: Facilitating “Realistic” Decision Making
Why is the word “realistic” in quotation marks? How does stress affect the process of thinking and decision making? Do you know how to determine where the distressed borrowers are in the four steps of the decision making model? This section will address the four distinct steps that must be tackled during the decision making process in order for the real estate transaction to close successfully.
You will learn to take the skills from the first two modules and apply them to the decision making process. This section will discuss the four personality styles of distressed borrowers and what approach you can use to move them through the decision making process with greater ease.
Click here to view Module 1 of the Psychology and the Distressed Borrower Training →
This is a 3-hour program or a 6-hour workshop depending on your needs. For additional information and scheduling, please contact Brandy at 714-615-0853.