Mortgage delay objections clustering — root cause: new lender criteria. 7 fall-throughs in 14 days share root cause. Three lenders updated affordability checks last month.

Suggested — update objection-handling playbook for both Progressors + Negotiators (cross-team).

New pattern · last 14 days

Vendor communication frequency below 2/week on 3 reps (Dan, Will, Greg). Vendors going dark for 5+ days. Withdrawal risk multiplies after day 7.

Suggested — standardise weekly vendor check-in cadence. Mark to add to Monday accountability.

Stable trend · 3 reps affected

Aisha's completion turnaround under 9 weeks (industry avg 12). Process tighter than peers. Document her checklist.

Suggested — ask Aisha to share her checklist in Friday team meeting.

Sustained · scalable across team