How to Handle Rate Shoppers

Step 1: Establish Expectations

Find this content in the video at :20

Communicate to your client what your value proposition is. If rate and fees are the main focus, that's the only thing they will be concerned about and ultimately, they will continue searching for rates and fees lower than what you're offering. 

Step 2: Find out What's Important to the Client

Find this content in the video at 3:15

Ask them what their top priorities are so that you can further set expectations. Most of the time, the answer will be getting the lowest rate. It's important to dig in deeper and find out why their priorities are what they are. 

Step 3: Ask for Commitment 

Find this content in the video at 13:12

First, establish that the client will be ready to shop in the next 30 days. Communicate that you're not rushing them, but simply making sure the timeline makes sense for a pre-approval. 

Next, ask for commitment to use your team for their Mortgage. If they have any hesitation, welcome them to talk with you about it and see what their concerns are. This is your chance to be a true advisor and help them through the process of finding the best Mortgage Professional for them; You should be confident enough that it's you. 

Step 4: If They Aren't Yet Committed; Help Them Shop! 

Find this content in the video at 15:50

If you're truly confident in your value as a Mortgage Professional, use this opportunity to help them shop for the best professional for them. Provide the questions talked about in the full video above to empower them to talk to other lenders. They will quickly realize, no one else is asking these questions or providing this level of value.

If you don't feel confident in your value proposition as a Mortgage Professional, talk to our team to find out how Art of Homeownership can set you apart.