My realtor recommended a lender: mortgage sales
The short answer
Do not compete with the agent. Say the agent's lender may be a good choice, then ask whether the buyer has a loan estimate from them yet. Offer to compare the two sheets line by line and to close on the contract date. If their lender wins, say so. The buyer keeps the agent either way.
Take this call against an AI buyerWhy buyers say it
The agent found the house and the buyer trusts them. The agent wants a lender who closes on time, because a late close hurts the agent too. The buyer fears that choosing someone else will upset the agent or slow the deal. They are not judging your loan. They are protecting a relationship.
How reps lose the deal on it
- They hint that the agent has a side deal with the lender. The buyer hears an attack on the person who found them a house, and the rep sounds bitter.
- They lead with a lower rate before seeing an estimate. The buyer has a number from someone they trust and a guess from a stranger.
- They say "you can use any lender you want" and stop. True, but the buyer already knew that, and nobody showed them why they should.
Stronger lines to say
- “That’s a reasonable choice. Your agent wants this to close on time, and so do I. Do you have a loan estimate from them yet?”
- “Send me their estimate and I’ll put mine next to it, line by line. If theirs is better, I’ll tell you, and your agent never hears a word from me.”
- “I close on the date in your contract and I’ll keep your agent updated the whole way. Would it help if I introduced myself to them so they know who I am?”
Questions reps ask about it
Should I contact the buyer's agent directly?
Only with the buyer's permission. Ask whether they would like you to introduce yourself to the agent and send updates during the loan. Agents trust lenders who communicate, and a clean experience on this file can make you the next recommendation. Never go around the buyer.
How do I compete with a lender the agent has used for years?
On the estimate and on communication. Put the two sheets side by side, show the total cost over the years the buyer plans to keep the loan, and say when you will update the buyer and the agent each week. Never promise a faster close than you can deliver.
Is it true that buyers must use the lender their agent suggests?
No. The buyer chooses the lender. Say that plainly and without heat, then move to the comparison. Keep any talk of referral arrangements out of the conversation. If the buyer asks about it, suggest they ask the agent directly.
Related objections
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