By:  Robert Penaloza, Vice President, Business Development

In the beginning of any prospective new business relationship, the importance of asking the customer the “right”, and often times, “tough” questions, is crucial. Listening to the answers to those questions takes experience, skill and the ability to really “listen”.

Improving listening skills is beneficial to everyone, not just those involved in new business development activities.  In the sales arena, good listeners will be seen as a collaborative partner in the discovery process, and the speaker is more apt to listen to your spoken word.

There are hundreds of books and classes on the ‘art of listening’.  Don’t have the time to read a book or take a class?  Here are some quick tried and true reminders:

• Give the speaker your undivided attention
• Recognize what is not said
• Demonstrate your attention to the speaker using the right body language
• Provide feedback by asking & clarifying questions
• Don’t interrupt the speaker. Listening is not a race.  Interrupting frustrates the speaker and can limit the listeners full understanding
• Silence is golden.  Give the speaker time to tell you everything they have to say. 

If you need someone to help solve a mobility challenge within your organization, Capital Relocation Services creates unique and valuable relocation solutions using our proprietary Low Stress Relocation Process ™.   Yes, we will ask you some tough questions that you may not know the answers to, but don’t worry, our experienced and skilled staff know exactly what to listen for.

by: Melissa Gabriel, Closing/Reconciliation Specialist

Every Capital Relocation team member provides crucial support to our clients and their relocating employees.  Capital’s financial services area operates as the “critical care unit of the company”.

As Capital’s Closer/Reconciliation Specialist, I manage the financial parts of each transaction from acquisition of the property through closing. This includes:

• Ordering of property insurance
• Acquisition billing
• Mortgage set-up/payoff
• Prompt payment of funds to our transferee
• Reviewing and approving all closing documents and cancellation of property insurance, among others

It is critical that we prepare and manage our responsibilities to insure equities and mortgage payments are processed in a timely manner. Capital’s clients and their relocating employees rightly expect accuracy and efficiency which Capital delivers.  To meet these demands:

• Capital’s finance team performs regular quality control reviews as a key function in ensuring that all transactions are satisfactorily completed and reconciled.
• Capital’s finance team examines the system data base (CAPITAL VIEWS™) for data integrity which ensures accurate reporting, reconciling and closing of the file.

These are just a few of the fundamental functions of Capital’s Finance Group. All of which are very vital in our daily operation. The goal of this department is to sustain life – and we are the ultimate life support system.

Learn more about Capital Relocation Services by visiting us at www.caprelo.com and get details of their Low-Stress Relocation Process™ .