A lot of brokers miss this in the discovery call.
Before you build the proposal and run the numbers, you need to set the expectation that you will ask for a commitment.
Not a signature. Not money upfront. Just their word once you have earned it.
When both decision makers agree early, it becomes much harder for them to walk away over a tiny rate difference later.
The key is simple. Tell them it is coming. Then earn the right to ask for it.
