Community/How do you handle a borrower who keeps changing the deal?
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Trish Connellybroker
Mar 28, 2026 at 8:00 AM
How do you handle a borrower who keeps changing the deal?
I have a borrower who has changed the deal 4 times in 3 weeks. First it was a fix and flip, then they wanted to hold it as a rental, then they wanted to add a second property, now they're asking about a cash-out refi on a property they already own. I've submitted to 2 lenders already and had to pull both submissions. How do you handle borrowers like this?
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about 1 month ago
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4 Replies
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Jennifer CastillobrokerMar 28, 2026 at 10:00 AM
Trish, this borrower doesn't know what they want yet. You have two options:
1. Slow down and have a strategy session with them before submitting anything else. Ask: "What is your end goal? What does success look like in 12 months?" Get clarity before you do more work.
2. Set a clear expectation: "I can submit this deal one more time. If you change the parameters again, I'll need to charge a $500 retainer to continue working together." This filters out tire-kickers.
The borrower isn't being malicious — they're just not ready. Your job is to help them get clear, not to keep submitting moving targets.
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Trish ConnellybrokerMar 28, 2026 at 11:00 AM
Jennifer — the strategy session idea is exactly what I needed to hear. I've been so focused on the transactions that I never asked about the big picture goal. Scheduling a call with them today.
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James ThorntonbrokerMar 28, 2026 at 12:00 PM
Charge a retainer. Immediately. Uncommitted borrowers waste your time.
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Denise ArcherbrokerMar 28, 2026 at 1:00 PM
i had a borrower like this for 2 months. finally had to let them go. some people are just not ready to do a deal and no amount of patience changes that