44: Availability Bias - Why Your Clients Get Stuck on Rate and What to Do About It
Sep 15, 2021•9 min
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Summary
Scott Peckford discusses availability bias, a mental shortcut where recent, frequent, or vivid information unduly influences decision-making, often leading mortgage clients to solely focus on interest rates. He provides actionable strategies for brokers, including avoiding rate sheets and implementing education-based marketing to shift client focus from rates to comprehensive solutions. The episode emphasizes leveraging this bias ethically to help clients make informed decisions.Episode description
In this episode, I share how you can combat availability bias (something recent, frequent, or vivd) to help your clients make the best decisions.
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If you have any questions you want me to answer, send me an email at scott@ilovemortgagebrokering.com
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