EP 8: Ed Bocchino Shares How to Handle Rate Shoppers, Credit Fears, and Buyer Objections

Описание: In this episode of The Buyer’s Box Podcast, host Andrew Burnett welcomes back Ed Bocchino of Revolution Mortgage for a deeper dive into the objections agents hear after buyers show interest.

This conversation focuses on rate shopping, timing hesitation, lender resistance, and pricing fears, and how agents can handle these moments with confidence instead of pressure.

This isn’t about selling rates.
This isn’t about arguing pricing.
This is about education, collaboration, and buyer confidence.

THIS EPISODE IS FOR AGENTS WHO STRUGGLE WITH:

✔️ Buyers wanting to shop rates endlessly
✔️ Buyers not ready to talk to a lender
✔️ Fear-based timing objections
✔️ “Waiting for rates to drop” conversations
✔️ Buyers afraid of overpaying
✔️ Losing momentum late in the buyer journey

YOU’LL LEARN HOW TO:

● Respond calmly when buyers want the “best rate”
● Explain why rates are nearly identical across lenders
● Lead with service, reputation, and experience
● Introduce lenders based on buyer timeline
● Use group chats to improve conversion and accountability
● Reframe timing objections using supply & demand
● Break down long-term value vs short-term fear
● Protect your time before showing homes

KEY TAKEAWAYS

Rate objections are trust objections
Buyers value service when they understand risk
Timing matters more than guessing rates
Confidence comes from preparation
Collaboration beats pressure
WHO THIS EPISODE IS FOR

• Buyer agents
• Agents working PPC and relocation leads
• Agents in second-home or retirement markets
• Teams focused on better lender alignment
• Anyone navigating rate-sensitive buyers

WHY YOU SHOULD LISTEN

Because the hardest objections don’t happen at the beginning —
they happen right before buyers commit.

This episode gives you the language, structure, and mindset to keep deals moving forward.