Another lender will waive all my fees

You mention that another lender offered to waive all fees. The current lender responds: "Are you sure they're really waiving all fees, or are they just rolling them into your loan amount or increasing your interest rate? Nothing in this business is truly free."

But, here's what's really happening...

Now that you understand the tactic, let's look at the three most common angles lenders use to create doubt about competitor fee waivers.

➡ Three Ways Lenders Create Doubt About Fee Waivers

Angle 1: Hidden Cost Doubt

Lender says: "Are you sure they're really waiving all fees, or are they just rolling them into your loan amount or increasing your interest rate? Nothing in this business is truly free—someone has to pay for those fees."

Most people respond: "You're right, there's probably a catch. Maybe I shouldn't trust their fee waiver."

Don't do that. This lender is suggesting the fee waiver is illusory without evidence. By law, Loan Estimates must show ALL costs in standardized format. If fees are rolled into the loan amount, that shows as a higher loan amount. If fees are offset by a higher rate, that shows as a higher interest rate. The "nothing is free" principle is correct—but it doesn't make the competitor's offer bad if the total cost is still competitive when you compare Loan Estimates.

Angle 2: Documentation Doubt

Lender says: "Did they give you a written Loan Estimate that shows those fees being waived? If they're not willing to put it in writing, they might not be serious about waiving those fees."

Most people respond: "It was verbal. Maybe you're right that I shouldn't trust it."

Don't do that. This lender is using the absence of written documentation as evidence the competitor is unreliable—while also not providing THEIR OWN written Loan Estimate showing competitive total costs. The lack of documentation is a valid concern that applies to ALL lenders equally. Demand written Loan Estimates from everyone, not just from the lender being criticized.

Angle 3: Honesty Doubt

Lender says: "If they're really waiving all fees, they're either making it up somewhere else in the loan or they're not being honest about the total cost. Can I show you what we can offer?"

Most people respond: "You're right, they must be hiding something. Let me see your offer instead."

Don't do that. This lender is framing the fee waiver as evidence of dishonesty without any specific allegation about what's being hidden. Loan Estimates are designed by federal law to prevent hidden costs—if the competitor is hiding costs, they'll show up on the Loan Estimate. By dismissing the competitor's offer without comparing written Loan Estimates, you've let this lender avoid competing on total cost.

The Pattern

Notice that in all three scenarios, the lender successfully avoided competing on total cost by questioning the competitor's fee waiver. Compare total costs using standardized Loan Estimates—not lenders' opinions about each other's offers.

➡ What You Should Say Instead

Regardless of which doubt-creation angle the lender uses, your response remains the same:

I appreciate your perspective on fee waivers, and I understand that fees may be offset in other ways. I'd like to get written Loan Estimates from all lenders showing total costs—interest rate, loan amount, and all fees—so I can compare the complete cost of each loan. Can you provide me with a written Loan Estimate?

Here's why this response works for all three angles:

• For Angle 1 (Hidden Cost Doubt): Acknowledges fees may be offset while demanding transparent comparison using Loan Estimates
• For Angle 2 (Documentation Doubt): Requests written documentation from ALL lenders equally
• For Angle 3 (Honesty Doubt): Focuses on standardized federal documents designed to prevent hidden costs

The script treats fee waivers as one component of total loan cost that should be compared using standardized Loan Estimates—not dismissed based on competitor skepticism.

➡ Key Takeaway

Fee waivers are legitimate offers that show up clearly on standardized Loan Estimates. Compare total costs across all lenders using written Loan Estimates—don't dismiss fee waiver offers based on competitor doubt-creation.