Some people come in hot.
All they want is the rate.
So you give them a range, that’s it.
There isn’t one sentence, one clever line, or one magic script that suddenly makes someone stop caring about rate.
It doesn’t work like that.
They’re coming in with tunnel vision.
And you don’t change tunnel vision in a single phone call.
This is a process.
Asking better questions.
Showing, not telling.
Getting them to think differently about their mortgage over time.
All I’m trying to do on that first call is earn a fighting chance to show them something they haven’t seen yet.
That’s real sales.
