Most note holders initially ask for a full purchase. Many of them have just discovered the fact that they have the ability to sell their note and have no idea that alternate purchase options are possible or are even available. As a result, many note brokers only focus on full purchases the majority of the … Read more…
This is a true story. It was an average Tuesday morning. I was sipping on my Monster Ultra White while checking emails when my first call of the day came in. I answered the phone enthusiastically. However, what I heard turned my stomach. “Listen, I don’t want a bunch of B/S. I would just like … Read more…
Is “yes” really always “yes”? “No” is protection. “Yes” is commitment. “No” instantly makes people feel safe while “yes” makes them worry about what they’ve committed themselves to. Nearly every “yes” at best is a conditional “yes”, and often is a counterfeit “yes”, especially from note holders. On the other hand, “No” is always “no”. … Read more…
Although there are many note holders who are open to talking when you demonstrate empathy and relevancy, there are also some emotionally charged jerks that seem intent on hurting you and making it personal. The pandemic has changed some things. It’s added new stress, challenges, and hurdles to our plates. This might be a news … Read more…
A great deal of our time, money, and personal effort go into marketing our expertise and qualities to note holders. Once we’ve done a great job for them, repeat business, and referrals may follow. But first, we have to do business with them (buy their note). Marketing featuring the skills and qualities they value will … Read more…
No one ever said that working in the note business was easy. However, it is crucial that note professionals have a passion for helping people and possess the skills and personality traits to keep note holders happy. Otherwise, you risk alienating note holders when they receive poor customer service. In this era, when anyone can … Read more…
Master negotiators say the negotiation doesn’t truly begin until the parties reach an impasse. Back at the beginning of my note business and my real negotiation career, this made as much sense to me as AP Physics in high school. Twenty-eight years later after closing over 2200 individual note transactions, speaking to over 100,000 note … Read more…
Note holders’ impressions of us are very important and we should work hard to make sure that FIRST impression is a great one. I have always said that I can get your phone to ring but I can’t be there when you answer the phone. Last month I shared some tips for making a great … Read more…
They say you can’t judge a book by its cover but how many of us judge people by the way they talk, or even by the way they answer the telephone? We form opinions about people the first time we see or hear them. We even form opinions about people we have never met! A … Read more…
A Simple Negotiating Tactic That Will Make You More Money In the Note Industry, negotiation is commonplace. When you’re on the Note Broker side, you have to negotiate prices and options with note holders, and if you’re on the Note Investor side, you have to negotiate the best yield(s) for your business. Negotiating is also … Read more…