How to Reassure Your Real Estate Client About the Underwriting Process

"Prepare Your Clients for Underwriting Challenges Before They Happen"

- Dan Rochon

Episode Summary

How Setting Expectations Upfront Can Strengthen Client Trust and Your Reputation

Every single thing we do here at CPI is common practice across the country. The key to success? Handling things upfront. When you set the right expectations with your clients, you position yourself as a professional, and when challenges arise, they see you as a trusted guide rather than a source of frustration.

How to Reassure Your Clients About Underwriting Challenges

One of the biggest obstacles home buyers face is underwriting. Even the most well-qualified buyers, a week before closing, might receive a request from the underwriter for additional documents—sometimes ones they've already provided. It can feel redundant and frustrating for them, but the truth is, it's just part of the process.

So, how do you manage this situation like a pro? You tell them ahead of time.

Before they even get to this stage, explain to them:

• "Even great, well-qualified buyers like you may have the underwriter come back a week before closing asking for additional documents. It’s nothing to worry about—it’s just how the process works. When it happens, we’ll simply provide the documents again and keep moving forward."

This simple script changes everything. If you don’t prepare them, that same conversation a week before closing might make you look clueless. But when you do prepare them, they’ll think, Oh, my agent told me this might happen. They may still be frustrated, but that frustration won’t be directed at you—it'll be directed at the process. And more importantly, they'll see you as a true professional who had the foresight to prepare them.

Why This Works

Setting expectations upfront isn’t just about easing the client’s frustration—it also strengthens your reputation. When clients trust you, they’re more likely to refer you to others. And trust starts with transparency.

At CPI, we don’t just react to problems; we anticipate them. That’s what separates a transactional agent from a true professional.

Final Thoughts

Every challenge in real estate has a solution, and most of them can be addressed before they ever become an issue. By having these conversations early, you’re ensuring your clients feel confident and informed throughout the process. And that’s how you build a business with no broke months.

Do you doubt yourself? 

If yes, then I invite you to borrow our belief. You are unstoppable, and with CPI, you will achieve your goals!

You just need to find YOUR Way. 

I wrote Real Estate Evolution - The Ten Step Guide to Consistent and Predictable Income to help you discover YOUR Way and offer it as a gift for free. 

The book is a step-by-step manual that will guide you to understand how I have had No Broke Months (with an average of 10 monthly sales) since 2008 - and it will show you how you can do the same moving forward.

You can Claim Your Copy HERE.

Imagine that you are successful as an agent in six months, have figured out how to do the business and have monthly closings, and are reaching your potential, which means you will have the courage to stick to selling and make more money. 

Others will admire and value you. 

And don’t forget to join the Facebook group to network with the top agents:

https://www.facebook.com/TheCPICommunity