I also use a perspective of a claim. Say there was a flood, the building washed away. the FEMA rep says "we can pay an emergency claim today, will $20K cover the loss" to which the borrower may reply, "Yes" or "No, how about $30K." Alternatively the same flood sweeps the building away. Neighbors are getting checks. Your borrower says, "my bank said I didn't need flood insurance, what's the name of a good lawyer."
_________________________
AndyZ CRCM
My opinions are not necessarily my employers.
R+R-R=R+R
Rules and Regs minus Relationships equals Resentment and Rebellion. John Maxwell