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Lenders: Working Through the Farmer-Lender Crisis
When you began your career in the lending profession, most of you did not think you would find yourself in a counseling role. You probably did not think you would have to deal with so many stresses and changes in your life as well as your clients’ lives.

This publication examines how you can fine tune the communication skills that many of you are already using —especially in the farmer-lender relationship. It also will help you understand your own feelings and frustrations and how you can express them appropriately. It will help you understand some of the feelings farmers are experiencing as a result of the economic crisis. Although most rural people are coping successfully with today’s stresses, information is presented here on the warning signs of suicide so you can deal with the potentially suicidal client or coworker. The final section gives you some suggestions for achieving balance in your life —especially during these changing times.

Fine Tuning Your Communication Skills
The communication process —how we send messages to others and how we listen to what other people say to us —is as important as what we say. It is an important part of building a trust relationship between lenders and farmers. Most of you already use good communication skills. Following are some tips that should help you fine tune your communication skills.

1. Focus on your client by maintaining eye contact using attentive body language, such as leaning forward, uncrossing arms and legs, facing the person. This gives the client the message that what he or she is saying is important to you.
2.	You will gather more information if you encourage your client to talk by using exploring skills.

•	Repeat back a portion of what the client has said.
•	Use a statement such as, “Tell me more.”
•	When asking questions, choose them carefully. Use open questions to probe and explore facts or feelings — “What,”  “How,”  “Could,”  “Why?”
3.	When you ask questions, listen not only to what your client is saying but try to be sensitive to how he or she is feeling.
4.	If you are unsure what your client is saying, be sure you get the meaning. Rephrasing what was said and then asking “Is this what I heard you say?” or “Is that it?” can be helpful.
5.	Allow your client sufficient time to talk without interruption.
6.	Avoid judging or blaming the person. This will end the communication process.
7.	Continue to explore all alternatives and options. Nothing will end the communication process more quickly than a statement like, “This is the way it has to be.”

Learning to Express Your Feelings
It is especially important during high-stress times for individuals to be in touch with their feelings. This includes identifying how they are feeling, experiencing it deeply, and being able to appropriately express a wide range of feelings.
Prepared by Ruth I. Harmelink,
Extension Family Environment Specialist,
Iowa State University
Purdue University • Cooperative Extension Service • West Lafayette, Indiana