When a candidate pushes back on pricing or comp, they're rarely asking about math. They're asking if your model is worth believing in. In this episode of Recruiting Conversations, I walk through the mindset, scripting, and strategic timing for leading high-trust conversations around pricing and compensation.

This isn't about defending numbers. It's about reframing the value of your system and building belief that shifts the conversation from fear to vision.

Episode Breakdown

[00:00] The Real Question – Pricing and comp objections aren't about spreadsheets. They're about trust and perceived value [01:00] Step 1: Reframe the Mindset – Don't debate. Reframe. Pricing is emotional, not just logical [02:00] Step 2: Acknowledge the Emotion – "It makes sense that pricing matters. You want to protect your pipeline." Validation opens the door [02:30] Step 3: Ask Performance-Based Questions –

• How often are you being shopped?

• What's your lock pull-through rate?

• Do you feel like you're chasing rate, or controlling the conversation? [03:30] Step 4: Offer a Vision of Relief – "What if you didn't have to win on rate? What if trust, process, and speed helped you win instead?" [04:00] Step 5: Shift the Comp Conversation – "Let's walk through how your comp translates to actual support, systems, and scale." [05:00] Step 6: Move From Numbers to Outcomes –

• What would two more loans per month mean?

• What's the impact of three extra hours per week?

• What happens when your team actually helps you scale?

[06:00] Step 7: Sell Alignment, Not Comp – Culture, coaching, leadership, and belief win long-term loyalty [06:30] Step 8: Use Stories, Not Stats – Real before-and-after stories build more belief than spreadsheets [07:00] Step 9: Invite Skepticism, Don't Resist It – "What do you need to feel confident? What are you comparing this to?" Curiosity disarms fear [08:00] Step 10: Anticipate Objections With Tools –

• Pricing overview

• Comp comparison

• Cost of delay analysis

• Follow-up story sequences

[08:30] Final Challenge – Create your comp narrative. Document three stories. Re-engage three recruits who stalled on price

Key Takeaways

• Objections Around Price Are Really About Belief – Your job is to shift the conversation to value and alignment

• Recruits Don't Just Want Numbers. They Want Outcomes – Clarity, support, and vision create more loyalty than a higher comp

• Use Empathy, Then Lead With Questions – Start by validating their concern. Then help them see a bigger picture

• Stories Win More Than Spreadsheets – Share real-world before-and-after examples of people who made the move

• Be Proactive With Tools – Don't wait for objections. Anticipate them with documents, stories, and confident messaging

Recruits don't stay because of comp. They stay because of coaching, clarity, culture, and belief. Your job isn't to outbid. It's to out-value.