656: Why Giving Your Clients More Choice Is Killing Your Sales

What if offering more options is actually hurting your conversions?

In this episode, I dive into the psychology of choice overload—and how it’s quietly costing mortgage brokers deals every week.

We love to say we offer clients choice. But when people are overwhelmed, they freeze. I’ll walk through the science behind it, plus three ways this shows up in your business (and how to fix it). If you’ve ever lost a client who seemed “interested but unsure,” this is probably why.

We’ll cover:

• Too Many Options, No Decisions – Why clients don’t want a menu—they want a clear recommendation.
• Creating Choices Where None Exist – How to reframe hard conversations so clients feel empowered, not confused.
• Clarity in Communication – Why having too many contact channels leads to dropped balls and frustrated clients.
• The Power of a Smart Discovery Call – How asking the right questions early prevents lost deals later.
• Set Expectations, Own the Process – How to guide your client through a decision—without overwhelming them.

Your job isn’t to offer every option—it’s to narrow choices, guide decisions, and create clarity. Less confusion = more conversions.

 

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To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca.