In this episode of Level Up with Kelly and Jay, they break down why your scripted approach is costing you clients and reveal the conversational framework that builds trust and closes deals in challenging markets. Forget the scripts and loan officer monologues—Kelly and Jay share how to have real, high-trust conversations that uncover your clients' true motivations. From navigating buyer fatigue to combating misinformation about rates and timing, they show you how to help clients get past the noise and focus on their actual goals. Learn how to use tools like Mortgage Coach to educate (not just quote), when to bring in down payment assistance programs, and how to ask the one question that stops "I'll wait and save" objections in their tracks. Plus, hear a real success story of a client who was told to wait a year but closed right after Christmas instead.