I don’t sell anymore.

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Not the way I used to, at least.

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No impersonal scripts. 

No pushy closes. 

No chasing.

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What I do instead?

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I ask, ask, ask and then suggest. 

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Because the best LOs today aren’t just rate-quoters.

They’re rate shopper spotters.

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They’re rate shopper reducers. 

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And let’s face it:

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Almost every preapproved and searching homebuyer is hyper focused on the rate. 

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Your borrower doesn’t want a salesperson.

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They want a strategic partner.

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Here’s part of the framework I use:

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🎯 Build rapid rapport through “area code love”

🎯 Establish  the “triangle of trust” early

🎯 Determine the “transfer of trust” next 

🎯 Conduct a quick rate shopper “sniff test”

🎯 Ask questions that reveal the why behind the purchase

🎯 Map out scenarios that show options, not ultimatums

🎯 Recommend the right product like you’re protecting their family’s future (because you are)

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When you establish this type of groundwork at the onset, trust rises, tension reduces. 

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You’re not just closing a deal.

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You’re helping them make one of the biggest financial decisions of their life.

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That requires:

✅ Clarity

✅ Confidence

✅ Compassion

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Selling is about YOU.

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Guiding is about THEM

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And when people feel guided -- not pressured -- 

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They will work with you (prospect to customer)

Even if you don’t have the lowest rate. 

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And if you stay connected with them after the close - not disappear -

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They become clients (customer to raving fan)

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So yeah… 

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I stopped selling (years ago). 

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Be the guide. 

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Build the trust. 

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Watch your pipeline grow.

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If you want the exact framework I follow to guide my clients, reply “GUIDE” and I’ll send it to you. 

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Let’s go,

Amir

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