by Nick Miller of Clarity Advantage

In which we are reminded to prepare a plan to finish our sales processes.

“So, are we going ahead, then?”

This question asked of me by Kyle, a bank residential mortgage specialist. I had called him for information about his bank’s lending procedures, closing costs, time frames, etc. etc. etc. and rates. I’d called him, specifically, because (1) I use one product from his bank and (2) their rates are among the best in the market at this point. My other option was to apply for the loan with Bob, a specialist who has assisted me with multiple refinancings during the 30 years I’ve lived in Massachusetts. His rates and terms weren’t quite as good. I’d called Bob first, then Kyle.

“So, are we going ahead, then?”  Kyle had heard a pause – the slightest waffle in my voice as he finished sharing his information.  I was feeling the impact of some loyalty to Bob.  I was thinking, “I want to think about it.”