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).