── ── Industry
Mortgage — Rate & Terms Anchoring (Defense + Framing)
The parent anchoring shows a first number silently biases all judgment. Borrowers anchor on advertised rates that hide points/credit assumptions. The LO's job is to re-anchor on total cost/APR honestly and defend against a misleading competitor anchor.
Run Mortgage — Rate & Terms Anchoring (Defense + Framing) on a real problem
Bring something you're actually deciding — free, in the browser.
How it works
- Detect the anchor: is the borrower's reference rate net of discount points / specific scenario? - Re-anchor on the apples-to-apples basis: same points, same lock, APR + total cost over expected tenure. - Defend: quantify what the teaser omits (points cost, credit assumptions, PMI). - Never counter-anchor with a number you can't deliver (bait-and-switch = compliance + trust failure).
When to use it
- a borrower anchors on a headline/teaser rate they saw
- presenting rate+points+APR trade-offs
- competitor 'lowball' quote
- 'why is your rate higher than the ad?'
When not to use it
simply disclosing final locked terms.
Worked example
Mortgage — Rate & Terms Anchoring (Defense + Framing)
The parent anchoring shows a first number silently biases all judgment. Borrowers anchor on advertised rates that hide points/credit assumptions. The LO's job is to re-anchor on total cost/APR honestly and defend against a misleading competitor anchor.
Install this skill (free, MIT)
npx skills add deciqAI/knowledge-skillsUseful? Star the repo — stars help other builders find it.
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