deciqAI Mortgage — Rate & Terms Anchoring (Defense + Framing)
Industry front door for anchoring. 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 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.
Part of deciqAI Knowledge Skills — 237 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.
Agents: latest version & machine-readable metadata → https://www.deciqai.com/s/mortgage-rate-negotiation-anchoring.json