When you can't win on rate, what are you leading with instead?
We work with a lot of LOs at TrustEngine, and almost all of them are fighting the same fight right now. Scenario: A borrower Googled a lower number, and now you're defending a rate sheet you don't control.
One LO we know uses the rate the client found online as option one, then lays out two other strategies next to it, so the conversation shifts to tradeoffs.
That only goes so far, though. A quarter point off is still a quarter point off, and some borrowers will walk over an eighth no matter what you show them.
We're curious what's working for other LOs when a borrower says "I found it cheaper." And where do you draw the line?
u/TrustEngine-Official — 10 days ago