You need to get good at explaining the strategy behind the calculator.
I start simple.
This is your mortgage.
A portion of it will eventually flow here.
How much? We’ll decide later.
That’s the foot in the door.
Once they understand why the strategy exists, they’re engaged and then the questions come naturally.
It’s the same way we explain closing costs or bridge loans.
You don’t teach every nook and cranny on day one.
You keep it high level.
Clear.
And easy to digest.
