Hey {{first_name}},
You've probably heard (or said) some version of this before.
"RESPA requires us to give buyers multiple options."
Or: "My broker says we have to offer three lenders."
There's truth in that. But there's something else happening too.
What the list actually signals
When a realtor truly trusts their lender, the list quietly disappears.
The introduction gets simpler. More direct. More confident.
The three-name list usually shows up when there's uncertainty in the relationship. Not necessarily distrust -- just the absence of real confidence.
And that's worth thinking about.
What it does to your buyer
Three lenders means three different conversations.
Three different explanations of the same scenario. Three different opinions about what they qualify for and how to get there.
For a buyer who's already nervous, three opinions don't necessarily help. They create noise.
What confidence looks like
When a realtor is locked in with their lender the conversation sounds different.
"You can choose whoever you want. But this is who I use."
That's it. No list needed. That kind of confidence transfers directly to your buyer.
One thing worth sitting with this week
The next time a buyer asks if you have a lender to recommend, pay attention to what happens in your body before you answer.
That hesitation -- or the lack thereof -- will tell you everything.
EJ
— a note from the trenches
**if you want to talk through a scenario, just hit reply
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