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Professional playbook

Handling a rate-shopping borrower.

The cleanest response is not pressure. It is a comparison structure that makes hidden assumptions visible.

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Scenario

The borrower sends a lower rate from another lender and wants to know why your number is different.

What they are really asking

They want to know if they are being overcharged or if the two quotes are actually built on different assumptions.

Borrower-safe talk track

I am happy to compare it with you. Let us line up the product, points or credits, lock period, cash to close, and payment assumptions first so we know we are looking at the same structure.

What to avoid

  • Dismissing the other lender immediately.
  • Competing on rate alone.
  • Matching a number you do not actually understand.

Where this sits in the learning path

Branch pathLO Pro > LO Pro playbooks > Pricing and LLPA reality
Topic roledeepener topic
Recommended format8-cut
Next likely questionLO playbook: how do I explain cash-to-close without overwhelming the borrower?Continue the topic path.If this gets more complicatedWhat is the cleanest way to read a rate sheet and quote a borrower without burning trust?Open the deeper branch.Room viewLO ProStep back into the professional room.