---
name: mortgage-rate-negotiation-anchoring
description: "Activate when: a borrower anchors on a headline/teaser rate they saw; presenting rate+points+APR trade-offs; competitor 'lowball' quote; 'why is your rate higher than the ad?'. Do NOT activate when: simply disclosing final locked terms."
---

# Mortgage — Rate & Terms Anchoring (Defense + Framing)

> **Industry front door for [anchoring](../anchoring/SKILL.md).** Adds domain triggers, example, packs only. Parent Process unchanged.
> **Not legal advice.** Follow fair-lending and LO-comp rules; do not use framing to steer for your own benefit.

**Activate when:** a borrower anchors on a headline/teaser rate they saw; presenting rate+points+APR trade-offs; competitor "lowball" quote; "why is your rate higher than the ad?"
**Do NOT activate when:** simply disclosing final locked terms.

## Why this variant
The parent [anchoring](../anchoring/SKILL.md) shows a first number silently biases all judgment. Borrowers anchor on advertised rates that hide points/credit assumptions. The LO's job is to **re-anchor on total cost/APR** honestly and defend against a misleading competitor anchor.

## Domain inputs → parent's Process
- Detect the anchor: is the borrower's reference rate net of discount points / specific scenario?
- Re-anchor on the **apples-to-apples** basis: same points, same lock, APR + total cost over expected tenure.
- Defend: quantify what the teaser omits (points cost, credit assumptions, PMI).
- Never counter-anchor with a number you can't deliver (bait-and-switch = compliance + trust failure).

## Worked example
Borrower: "Bank X advertised 0.5% lower."
→ Re-anchor: that quote assumes 2 discount points and a 45-day lock. On equal points and lock, compare APR and 5-year total cost. Honest re-framing wins without a misleading counter-anchor.

## Compliance anchors
- Truthful advertising (Reg N/MAP Rule); fair-lending consistency; LO compensation rule (don't vary comp by terms).

## Packs
- **Solo LO:** apples-to-apples comparison sheet (points/lock normalized).
- **Brokerage:** competitor-quote decode guide.

## Red flags
- Countering with a rate you can't lock (bait-and-switch).
- Comparing rate without normalizing points/lock.
- Framing that steers to higher-comp terms.

## Verification
- [ ] Borrower's anchor decomposed (points/lock/assumptions)
- [ ] Re-anchored on APR + total cost, equal terms
- [ ] No undeliverable counter-anchor used
- [ ] Fair-lending / LO-comp consistency held

---
Part of **deciqAI Knowledge Skills**. Core method: [anchoring](../anchoring/SKILL.md).

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*Part of **deciqAI Knowledge Skills** — 225 open-source thinking skills that make rigor executable for AI agents. The same skills power every deciqAI agent, which runs them autonomously to operate your company. **See it run → https://www.deciqai.com/s/mortgage-rate-negotiation-anchoring** · Built by deciqAI · github.com/deciqAI · Contributions welcome.*