Here’s what happens every December.
Your phone rings. You start your pitch. And boom, the holiday objection hits you like a frozen snowball to the face.
“This is a terrible time of year…”
“Let’s talk after the holidays…”
“I’m too busy with Christmas stuff…”
Most mortgage pros fight this. They push harder. They explain why NOW is actually the perfect time.
Big mistake.
Stop Fighting. Start Agreeing.
What if you didn’t fight the objection? What if you made it worse?
Here’s the thing about human psychology: We hate being boxed into decisions we didn’t choose. When you push, we pull back. When you pull back, we lean in.
It’s basic human nature. And during the holidays? It’s even stronger.
The Holiday Pattern Interrupt That Works
Try this next time someone picks up the phone. Use a calm, slow voice (think late-night radio DJ):
“Hey, real quick, this is probably a terrible time of year for you. Between the holidays, family stuff, end-of-year chaos… you’re probably not interested in talking about saving money or mortgage stuff until January anyway, right?”
Then shut up. Let the silence do the work.
What Happens Next (Almost Every Time)
They’ll say one of these:
• “Well… I mean, I’ve got a minute.”
• “What did you want to show me?”
• “Actually, what’s this about?”
• “Yeah, it’s crazy, but what are you seeing?”
Boom. They leaned back in.
You didn’t chase. You didn’t beg. You didn’t pitch.
You created curiosity by agreeing with them.
Version 2: The Indirect Approach
“This might sound backwards, but I almost didn’t call. Most people tell me December is the worst time to look at anything financial. So I figured I’d leave you alone… unless you had two minutes and wanted to see something that could actually make January easier.”
Pause. Wait for them to respond.
Notice what you did:
- You agreed with their expected objection
- You removed all pressure
- You offered a tiny next step
Version 3: Mortgage-Specific
“You’re probably thinking, ‘Last thing I need is another mortgage conversation before the holidays.’ And honestly, that’s probably smart. Unless… saving a few hundred bucks a month going into the new year would help. Would it be a bad idea to at least look?”
See the pattern?
- Agree
- Remove pressure
- Tiny next step
The Sarcastic Version (Use Carefully)
“Let me guess, terrible timing. Holidays, spending money like a drunken sailor, zero interest in talking mortgages until January 15th… sound about right?”
They laugh. Laughter = lowered defenses.
But only use this if you can deliver it with a smile in your voice. Sarcasm without warmth = hanging up.
Why This Actually Works
People feel busy, stressed, broke, distracted.
They expect you to push through their objections.
When you pull away instead, curiosity kicks in.
Saying “no” feels safe, so they re-engage.
You’re not trying to close on the first call. You’re trying to get permission to have a real conversation.
The Science Behind It
This taps into something called “reactance theory.” When people feel their freedom is being threatened, they push back harder.
But when you give them complete permission to say no? When you make it their choice?
They choose to engage.
It’s the same reason telling a teenager “don’t slam that door” guarantees a slammed door. But saying “you know what, slam it if you want” usually results in a gently closed door.
Humans are weird. Use it to your advantage.
How to Teach This to Your Team
Call it the “Holiday Reverse Psychology Open.”
Rules:
- Say it slow
- Mean it
- Don’t rush to fill silence
- Be genuinely OK if they say no
That last one is the secret sauce. You have to actually be fine with them saying no. If you’re desperate underneath, they’ll hear it.
When to Use This Approach
• Holiday season (obviously)
• End of month when people are “broke”
• End of year when they’re “busy”
• Anytime someone sounds resistant early
• Anytime you feel like you’re chasing
The key is reading the room. Some people are genuinely interested and don’t need reverse psychology. Don’t fix what ain’t broken.
The Bigger Picture
This isn’t just about holiday objections. It’s about creating certainty and control in your conversations.
When prospects feel in control, they don’t push back. They push forward.
When they feel pressured or cornered, even the best rates and terms won’t matter. They’re already mentally checked out.
Common Mistakes to Avoid
Don’t oversell it. One “this is probably terrible timing” is enough. Beat it to death and it sounds fake.
Don’t follow up with a hard pitch. If they lean in, start with questions. “What’s got you thinking about this?” or “What would need to happen for this to make sense?”
Don’t use it on every call. Some people are ready to talk business. Read the situation.
Practice Makes Perfect
Try this script with three prospects this week. See what happens.
Don’t worry about being perfect. Worry about being different from every other mortgage pro calling them.
Most of your competition is pushing harder during the holidays. You’re pulling back.
Most are fighting objections. You’re agreeing with them.
Most are chasing. You’re creating space.
The Bottom Line
People don’t want to be sold during the holidays. They want to be understood.
This approach says, “I get it. You’re stressed. This might not be the right time.”
And paradoxically, that understanding creates the opening for a real conversation.
It’s not manipulation. It’s empathy with a strategy attached.
Try it. See what happens. Let the silence do the work.
Your December pipeline will thank you.
Want more sales pointers like this? Join the Mortgage Broker Builder community at themortbrokerbuilder.com and get weekly strategies that actually work in the real world.