Buyer Consultation script for relocating buyers financing across two states

When To Use This Use this script when a buyer is planning to move from one state to another and needs financing that may involve different state lending rules, tax implications, or loan programs. It is not for buyers staying within the same state or for cash purchasers who do not need a mortgage.

The Opener

"Hi [Name], thanks for taking a few minutes to chat. I’m Edi Shek, a licensed mortgage loan originator, and I specialize in helping relocating buyers navigate financing across state lines so they can focus on finding their new home."

The Qualifying Questions

1. Which state are you moving from and which state are you moving to? – tells me the jurisdictions involved and any state‑specific loan program differences.
2. Have you already identified a property or are you still in the house‑hunting phase? – helps me gauge timing and whether we need a pre‑approval now or later.
3. What is your target price range and desired down‑payment amount? – reveals budget constraints and informs which loan products may fit.
4. Are you aware of any differences in property taxes, homestead exemptions, or closing cost expectations between the two states? – surfaces knowledge gaps I can address.
5. Do you have any concerns about credit scores, debt‑to‑income ratios, or employment verification that might vary by state? – uncovers potential underwriting hurdles.
6. Have you worked with a lender in either state before, or is this your first cross‑state financing experience? – indicates level of familiarity and education needed.

Handling The Three Objections

Objection: "I’m worried that getting a loan in the new state will be more complicated or expensive than staying with my current lender."

"I understand that concern, [Name]. Each state has its own rules, but many loan programs—like conventional, FHA, VA, and USDA—are offered nationwide, and I can compare the exact costs, fees, and timelines for you so you see a clear, side‑by‑side picture." Why it works: It validates the worry, reframes the complexity as manageable, and offers a concrete comparison.

Objection: "I don’t know if I’ll qualify for the same loan amount I have now because my income might change after the move."

"That’s a smart point to consider. Let’s review your current income, any anticipated changes, and the debt‑to‑income limits that apply in the destination state; we can run a quick pre‑qualification to see what amount you’d likely qualify for before you commit to a home." Why it works: It turns anxiety into actionable steps and shows you’ll provide a personalized pre‑qualification.

Objection: "I’ve heard closing costs can be wildly different between states, and I’m afraid of surprise fees."

"Closing costs do vary, but I’ll provide a detailed Loan Estimate that breaks down every fee—origination, appraisal, title, taxes, and any state‑specific charges—so you know exactly what to expect and can budget accordingly." Why it works: It promises transparency and eliminates fear of hidden costs by committing to a standardized disclosure.

The Close

"Based on what we’ve discussed, would you like me to start a cross‑state pre‑approval package for you today so you can shop with confidence?" If they say not yet: "No problem at all. I’ll send you a summary of the key differences between the two states and a checklist of documents we’ll need; you can review it and reach out when you’re ready to move forward."

Delivery Notes

• Speak clearly and pause after each question to let the buyer think.
• Keep a friendly, consultative tone; avoid sounding like a sales pitch.
• Do not promise specific rates, approval timelines, or guarantee loan amounts.
• Refrain from comparing yourself negatively to other lenders or agents.
• Use the buyer’s name frequently to build rapport.
• Stay within Fair Housing guidelines; avoid any language that could be construed as discriminatory.

Compliance Reminders

• Never quote an interest rate or guarantee a loan approval; discuss only general loan programs and processes.
• Ensure all statements about loan eligibility are neutral and do not favor any protected class.
• Provide a Loan Estimate or comparable disclosure before requesting any fees or commitment.