Most discovery calls are trying to do too much in too little time.
You are building trust, explaining value, handling objections, and then asking someone to spend hours sending apps and documents.
That is a big ask, especially when the client barely knows you.
The fall off usually happens right there.
It gets even harder when the strategy is unfamiliar, like Manulife One.
Now you are not just asking for documents.
You are asking them to rethink how they have always done mortgages.
Too many things have to click in one conversation.
When the process relies on convincing instead of guiding, momentum dies fast.
