06/12/2026
The mortgage industry isn’t all victory laps and championship trophies 🏆 Some days… you lose one 🤷♂️
I’d been working with this family for about a month. They already had an agent and had been talking with that agent’s preferred lender. They reached out to me for a rate quote too, just to make sure they were getting a great deal.
Both I and the other lender knew we were competing. Not being the preferred lender meant I was playing at a slight disadvantage. But that’s the business.
Then the day came: they went under contract on the perfect home in the perfect neighborhood.They sent me the other lender’s quote, and honestly, it was a pretty good deal.
I asked, “If I can match or beat the payment or cost of this loan, and you feel confident in our ability to execute, are you comfortable moving forward with me today?”
I could hear the hesitation. I didn’t have their commitment.
Now that they were under contract, with deadlines to hit and a cross‑country move to plan, they didn’t need another rate quote. They needed help making a decision.
I told them that going back and forth between two lenders at this stage — asking “Who can do better?” — wasn’t a valuable use of their time. Not when the differences were $20 to $50 a month and a couple hundred dollars in cost.
I still offered to send over what we could provide. They agreed, and we hung up. Before I could hit send, they called me back. They decided to stay with their agent’s preferred lender. They thanked me for my time, complimented my service, and wished me well.
Could I have kept the loan with a more silver tongue? Maybe.
Did I advise them with my highest level of clarity and expertise? 💯 YES.
Being a true advisor means helping people reach a confident decision,even if that decision isn’t you. They walked away with peace of mind knowing they were getting a great deal for their family.
Onward and upward, my friends. On to the next family to serve.👉☎️
