Getting Practice Talking to the Banks
Training with Janet & Saprina
1

Putting our Bankers into Context
• Banks / Loss Mit / Secondary Marketing / Capital
Markets
• This is 1 approach to talking to “bankers”
• Volume of buyers is increasing – opportunity is
growing – you need to Stand Out
2

Objectives for this Session
1. Give you examples of “scripts” (friendly, persuasive,
firm)
2. Tips and pointers on what to say and what not to say
3. Give you the chance to practice talking to bankers
(learn from others)
4. Make you more comfortable in dealing with Bankers
3

Agenda
Part 1: 2 sample calls – 1 “easy”, 1 “hard”
Part 2: Q&A – Pointers / Tips on “Surviving the Call”
Part 3: Sample calls with you (don’t sit back, practice
makes perfect). Debriefs to help you learn how to
improve
4

Introduction to our Guests
• Saprina – former senior loss mitigation rep at a Top
10 National Bank, now specializing in collections for a
large collection company (primarily medical debt)
• Janet – former senior loss mitigation rep at a large
Regional Bank – managed note sales – with a brief
stint at a Lehman subsidiary
5

Closing Comments
• “First impressions last”
• Polite Persistence
• Volume of buyers is increasing – opportunity is
growing – you need to Stand Out
• You owe it to yourself to:
• Learn the “lingo”
• Explain how you work, from A to Z (e.g. acquisition
to disposition)
• Know what’s expected to “Close” a deal
• www.NoteBuyingProfits.com/preorder.html
6

Next Session March 25th
Hot Seat(s)
• Your opportunity to have YOUR deal(s)
reviewed
Q&A on the Bailout, Housing & Bankruptcy Bills
Trickle-down relationships: succeeding in the
Note Market
7