Quick Reference Scripts

You're on the phone with a lender. They just said something that sounds reasonable but feels like pressure. You know there's a response you learned, but in the moment, you can't remember the exact words.

This is your reference guide. These scripts are organized by situation so you can find what you need quickly. Bookmark this page. Keep it open during lender calls. Use it when you need the right words in the moment.

➡ The Universal Script

When in doubt, use this. It works for almost any objection:

"I'm comparing written Loan Estimates from multiple lenders. Can you send me yours?"

That's it. No explanation needed. No justification. Just a clear request for written documentation.

Variations for Common Situations

When they push for information first: "I'd like to see your written Loan Estimate first, then I'll provide additional information to the lenders I'm most interested in."

When they apply time pressure: "I understand rates change, but I need to compare written offers before making any decisions."

When they question your approach: "I'm comparing total costs to make sure I get the best deal. Can you provide me with yours?"

When they make you feel guilty: "I appreciate your time, and I'm considering all my options carefully."

➡ Specific Objection Responses

Shopping & Comparison Objections

"Call me back with your best offer" → "I'd prefer to get written Loan Estimates from all lenders first, then compare them fairly."

"I'm just shopping around" / "Why are you shopping?" → "I'm comparing written offers to make sure I get the best deal. Can you send me yours?"

"You can't just compare rates" → "That's why I'm requesting written Loan Estimates—so I can compare total costs, not just rates."

"Other lenders won't be honest with you" → "That's exactly why I want everything in writing from everyone, including you."

Information & Credit Pull Objections

"I need more information first" → "I'd like to see your written Loan Estimate first, then I'll provide additional information to lenders I'm most interested in."

"I can't give you a quote without pulling your credit" → "Can you give me a rate quote based on my credit score range first? I'd like to see if we're in the same ballpark."

"I need to ask you some questions" → "I'm happy to answer questions after I see your written Loan Estimate."

Pressure & Urgency Objections

"Rates are going up tomorrow" → "I understand rates change, but I need to compare written offers before making any decisions."

"This offer expires soon" → "If it's a legitimate offer, can you put it in writing? I'll include it in my comparison."

"We only have a few spots left" → "I appreciate the opportunity, but I'd like to see this offer in writing first."

"I need your decision today" → "I'm making my decision based on written Loan Estimates, not on anyone's timeline."

Match & Beat Objections

"I can beat any offer you have" → "I'd prefer to get your best written offer first, then I'll compare all the Loan Estimates I receive."

"Just tell me what rate you're looking for" → "I'm comparing total costs from all lenders. Can you provide me with your best written offer?"

"Can you send me your other quotes?" → "I'm comparing offers privately. Can you send me your written Loan Estimate?"

Relationship & Guilt Objections

"I've spent a lot of time on your file" → "I appreciate your time, and I'm considering all my options carefully."

"Don't you trust me?" → "I do want to make the right decision, which is why I'm comparing written quotes from everyone."

"Your agent recommended me" → "I appreciate the referral, and I'd like to compare your offer to others. Can you send me a written Loan Estimate?"

"We have a special relationship with your agent" → "I'm comparing written offers to make sure I get the best deal. Can you provide me with yours?"

➡ Situation-Based Responses

When You Need to End a Conversation

Polite exit: "I appreciate your time, but I need to go. Can you send me a written Loan Estimate so I can include you in my comparison?"

Firm exit: "I'm not comfortable with this level of pressure. Please send me a written Loan Estimate, and I'll review it with my other options."

Final exit: "I need to step back and review all the information I've received. I'll get back to you if I'm interested."

When You're Ready to Decide

Moving forward: "Based on the written Loan Estimates I've received, I'd like to move forward with your offer. What are the next steps?"

Need more time: "I'm still comparing offers and will make my decision within [timeframe]. I'll let you know when I'm ready."

Declining: "Thank you for your time and the information. I've decided to go with another lender."

When They Won't Provide Written Documentation

First request: "I prefer to have everything in writing so I can compare offers fairly. Can you provide me with a written Loan Estimate?"

Second request: "If you can't provide a written Loan Estimate, I won't be able to include you in my comparison."

Final statement: "I only work with lenders who provide written documentation. Thank you for your time."

➡ Key Principles

Always Remember

Your power comes from three things:

Demanding written documentation - "Can you send me a written Loan Estimate?"
Maintaining your timeline - "I'll make my decision based on my process, not yours."
Being willing to walk away - "If you can't provide that, I'll move on to other lenders."

Never Say

Avoid phrases that create obligation or imply commitment:

"I'll think about it" (too vague)
"Maybe" (gives false hope)
"I'll call you back" (creates obligation)
"That sounds good" (implies commitment)
"Let me talk to my spouse" (creates follow-up opportunity)

Adapt to Your Style

These scripts are templates, not scripts you must read word-for-word. The key elements to keep:

Acknowledge what they said (briefly)
State what you need (written Loan Estimate)
Stay calm and professional

Say it in your own words, but keep those three elements.

➡ Using This Reference

During calls: Keep this page open. When a lender says something that feels like pressure, scan the headings to find the matching objection, then use that response.

Before calls: Review the Universal Script and the Key Principles. If you remember nothing else, remember: "I'm comparing written Loan Estimates from multiple lenders. Can you send me yours?"

After difficult calls: Come back to this page and find the objection you struggled with. Practice the response out loud so you're ready next time.

The more you use these responses, the more natural they'll become. Eventually, you won't need this reference—the mindset will be automatic.