Clients walk into discovery calls telling you what they want, not what’s actually best for them.
They’re repeating what the bank proposed or what they think you want to hear.
That’s where your job starts.
By presenting different angles — cash flow, debt swaps, investing redirected payments, net worth over time, you move the conversation away from price and product.
When clients see what their money could be doing instead, the rate stops being the focus.
Everything powerful that comes later starts with that first conversation and your ability to think outside the box for them.
