Posted by Brian Powers(MI) on July 08, 2003 at 18:58:41:
if they call and you start grilling them w/ your 30 questions you are going to sound like a time life operator.
people don’t want to be asked by someone they don’t know from adam things like " how much is your mortgage balance", “what are your payments” etc.
dangle a carrot out there to get them talking about their situation, then zip your lips and listen.
you should be more interested in their “situation” and less in loan balances, payments, etc. at the onset.
in the initial contact the less you talk and the more they talk, the better.