Live Borrower Transfers
Primary objective
The goal of the first call is to:
1. Establish trust immediately.
2. Confirm what the buyer wants to improve.
3. Gather enough information to discuss an accurate rate range.
4. Identify contract deadlines and urgency.
5. Send the questionnaire and document request while you are still on the phone.
Because these borrowers are already in contract, speed and certainty are just as important as rate.
Live Transfer Opening Script
Hi, this is Kurt Kessler with Barrett Financial. Is this [First Name]?
Great. Free Rate Update connected us because you’re currently under contract on a home and would like to review your mortgage options. Is that correct?
Excellent! First, congratulations on getting into contract.
Let me quickly introduce myself. I’m a Senior Mortgage Broker with Barrett Financial Group, and I’ve been helping clients with mortgage financing for more than 20 years.
Barrett Financial has been in business for over 20 years and is the largest independent mortgage brokerage in the country.
As broker, I work for you, not for one particular lender. So when we talk about rate, it's not about "our rate."
It’s about what I have found for your situation out of the more than 200 lenders we are approved with.
More importantly, my job is to make sure you understand the complete loan, including the interest rate, monthly payment, closing costs, and cash needed to close.
Before we get into the numbers, tell me what you’re hoping to accomplish. Are you primarily looking for a lower interest rate, a lower payment, reduced closing costs, or the best overall loan structure?
[Let them answer.]
Absolutely. I can help you evaluate that.
Because rates are based on the borrower, property, loan structure, and contract timeline, let me confirm a few details.
That will allow me to give you accurate information instead of throwing out a rate that may not actually apply to your situation.
It should only take a few minutes. Is that okay?
Property and contract
Let’s start with the property.
What is the property address?
What is the purchase price?
Is it a single family home, condo, townhouse, or another type of property?
Will this be your primary residence, a second home, or an investment property?
When was your offer accepted?
What is your scheduled closing date?
Do you have any financing, appraisal, or loan contingency deadlines coming up?
Are there any seller credits or concessions in the contract?
Objections and Rebuttals
My current lender already pulled my credit.
That’s completely understandable. We can begin by reviewing your Loan Estimate and the information you provide.
If the initial comparison shows a meaningful opportunity, we can discuss the credit authorization before moving forward. I won’t pull your credit without your permission.
Can you beat this rate?
Possibly, but I want to verify what is attached to that rate.
What rate were you quoted, and how many points are being charged?
If you send me the Loan Estimate, I can compare the rate, points, lender fees, credits, and cash to close. That will tell us whether it is truly a better offer or simply a lower advertised rate with higher costs.
I don’t want to start the process over
I understand, especially when you’re already in contract.
The first step is only a comparison. I’ll review the existing loan and your closing timeline before recommending any change. If the savings do not justify the effort or the timing creates unnecessary risk, I’ll tell you.
If moving forward does make sense, my team will make the transition as simple as possible.
Just email me your rates
I can certainly email you information, but I don’t want to send a generic rate that may not apply to your loan.
Give me two minutes to confirm the property type, loan amount, down payment, credit range, and closing date. Then the information I send will be relevant to your actual purchase.