A loan officer client writes:
I have another strategy session scheduled on Saturday. Wish me luck, should be interesting. The wife wants to move but the husband absolutely does not.
-- What am I, a marriage counselor?
Dear “What am I”:
When you have your strategy session, be sure to engage with the husband. Give him an opportunity to talk about his reservations about making a move, and listen sympathetically and acknowledge that you understand his concerns and that these are things they will definitely want to seriously consider and resolve before they move forward. Tell them that this is a decision they will want to make as a couple, and that you see your job as giving them objective, impartial information that they can then consider privately.
This way you won’t find yourself in the middle of a family fight! And the husband won’t be put on the defensive in your presence, and if the wife succeeds in convincing him to buy a new home, he won’t see you as the enemy.
Try not to be attached to the outcome; just focus on liking them and trying to help them get the information they need to make the right decision.