I don't sell rate, but sometimes it sells itself:
Phone convo with client… October 2019
Client: “Hello, how’s my favorite loan officer?”
Me: “Hey, great, I think we will have everything with your refinance buttoned up by the 29th of November”
Client: “That’s my BIRTHDAY, what are you going to get me?”
Me: “Hang on, let’s see…(pause) $143,200”.
Client: “Huh?”
Me: “Yes, $143,200”
Client: “I don’t know what you mean”.
ME: “By going from a 30 year to a 15 year, you are shaving off 10 years as you are 5 years into your current loan. I am dropping your rate to 3.125%, down from 4.125% and with the shorter term, you are knocking off 10 years of interest payments, all while keeping your payment the same. That equals $143,200… hello?”
Client: “I’ll have this place paid off before I’m eligible to retire”.
Me: “Ain’t that sweet?!”
Client: “You are TRULY my favorite loan officer”
Me: “I’ll take that 😊”