I always had my calculator open during discovery calls.
While I’m asking the questions, I’m already running scenarios in the background.
Mortgage balance.
What I’m up against.
Four or five key data points, that’s it.
I’ll even tell them straight up:
“Give me 30 seconds. I’m just crunching some numbers.”
Then I come back with something that makes them lean in.
“What I’m seeing is there’s potential to pay this off in 11 years.. not 22.”
Maybe we double investments.
Maybe we increase the tax refund by $1,000 a year.
Nothing final.
Just enough to show what’s possible.
If you can do that well, getting apps and docs becomes a lot easier.
Because now the conversation isn’t about rate anymore.
It’s about opportunity.
