The Tough Buyer, and Why I Built It

I've been in mortgages since 2003, and I'm President of Sunview Lending, Inc. After enough years on the phones, you can tell when practice is useful and when it's just theater.

A lot of sales role play is too easy. The buyer plays along. They don't hang up. They don't use the objections you actually hear on a real call. Then a loan officer gets on the phone with a real person who pushes back, and the practice didn't prepare them for that.

That's why I built The Tough Buyer. I wanted my team to practice against something that feels closer to a real tough buyer, not a friendly script that always says yes.

It's a sales trainer that can role play a sale and throw real objections. It only says yes when you earn it. If you push too hard, it hangs up. When the call is over, it scores you and gives you word for word rebuttals for the parts that went wrong.

I used it with my own mortgage team first. I have since made it free for anyone who wants to use it. You can try The Tough Buyer here.

If you run a shop, or you're on the phones yourself, write down the objections you hear most. Have the bot play a buyer who uses them. Do a short practice call. Then read the score and the rebuttals before you dial a real number.

I don't want this to sound like a claim with no source behind it. A third party site, AI Business Plays, wrote it up. They reported that it started in my mortgage shop, and that calls and production were up almost 25% in 2 weeks. Read the AI Business Plays write-up and see it for yourself.

Practice doesn't replace a real conversation with a borrower. And any rebuttal that comes out of a practice call should be checked before it goes out on a live loan call. That's just how a careful shop works.

If you want more of my work, start on my site at rolandsuncire.com.

Sunview Lending, Inc. NMLS 1408622. Roland Suncire NMLS 1196184.