REFRAME THE RATE CONVERSATION The rate objection usually signals one of three things:
1.The investor does not yet understand the leverage strategy 2.They are comparing it to a conventional structure 3.They are calculating return without context
Your goal is not to lower the rate, but to expand the framework.
Reframing examples:
SAY: “The rate reflects flexibility. You’re qualifying on asset performance, not personal income limitations.”
INSTEAD OF: “The rate is higher because it’s non-QM.”
SAY: “This structure keeps your personal borrowing capacity intact so you can keep acquiring.”
INSTEAD OF: “This is what DSCR pricing looks like.”
SAY: “Conventional pricing comes with income limits. DSCR pricing comes with flexibility and scalability. It’s structured for investors who plan to keep acquiring.” SAY: “If the property performs and covers its payment, the structure works. The goal is sustainable cash flow and growth, not just a lower headline rate.”
INSTEAD OF: “DSCR rates are just higher than conventional.”
INSTEAD OF: “If the rate were lower, the deal would look better.”
When DSCR is framed as an investor tool instead of an alternative loan, pricing becomes contextual and predictable.
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