Welcome to Lending Leadership: The Mortgage Pros, your go-to podcast for mastering the mortgage industry and developing leadership skills. In this episode, we're talking about the art of overcoming objections in the mortgage business.

We're excited to have a detailed discussion about how to handle objections like a pro—whether they come from buyers or realtors—and turn a "no" into a "let's talk." Hosts Robert Fillyaw, Dave Holland, and Tom Mills explore common objections faced by mortgage professionals and provide strategies to effectively overcome them.

We cover that particularly well-known hurdle: "I already have a preferred lender." Understanding the psychology behind these objections can help us skillfully navigate these conversations and convert skepticism into potential partnerships.

Turning to client objections, we focused on rate-based concerns and the misconceptions surrounding them. We emphasized the importance of understanding the buyer's long-term goals and providing advisory support to align their mortgage decisions with their financial plans.

5 Key Takeaways:

1. Understanding Objection Foundations: Every objection has an underlying concern. Discovering and addressing this foundation can transform objections into opportunities for relationship-building and gaining trust.
2. Strategic Realtor Engagement: It's crucial to develop a strategic approach when engaging with realtors, especially those who may initially resist due to existing relationships. Building trust and showcasing unique value propositions are key to overcoming this barrier.
3. Customer Education on Rates: Buyers often fixate on rates, unaware of the broader impact of their mortgage decisions. Educating clients on the comprehensive benefits and aligning with their goals is essential for overcoming rate-based objections.
4. Listening as a Sales Tool: Truly listening to clients and realtors can help mortgage professionals identify the real concerns behind objections, allowing for informed and empathetic responses.
5. Embrace Objections as Opportunities: Objections should not deter mortgage professionals. Instead, they serve as valuable opportunities to present additional information, address concerns, and showcase value—ultimately leading to successful conversions.

And the trivia answer is: According to NerdWallet's 2025 Home Buyer Report, 62% of Americans say that a 20% down payment is required to buy a home.

If you have feedback, stories to share, or specific objection-handling techniques that work for you, reach out to us! We'd love to incorporate your insights into future episodes. Don't forget to like, subscribe, and share our podcast with your network. Until next time, thank you for joining us on Lending Leadership: The Mortgage Pros.

Robert, Tom, and Dave