Keynote or live workshop
Built to Buy
The money builds behind every homebuyer.
Some buyers lean in. Some look away. Some carry shame you will never see. Learn to spot which build is in front of you, and guide accordingly.
Loan officers, agents, and the coaches and managers who train them. Also works as a live session where the audience takes the quiz and sees the room's results on screen.
What they walk away with
- The four corners: anxious or calm, engaged or avoidant, and how each one shows up in a first call
- Why the buyer who has done all the research is often the least likely to walk in
- How to spot which build is in front of you from the first few sentences
- What each build wants from a professional: the bottom line, every number, or time to think
- Optional: the whole room takes the Built Like That quiz live, and the results become the talk
Abstract
Two lengths, ready to paste into a program.
Every buyer is built differently around money, and most of the friction in a deal comes from guiding them as if they were built the same. Built on Kristin Messerli's 2026 study of nearly 1,000 U.S. adults and the free Built Like That quiz, this session shows loan officers and agents how to read whether the person in front of them is anxious or calm, leaning in or looking away, and how to adjust the way they guide. Option: the audience takes the quiz live, and the room's results go on screen.
Half of the people a loan officer talks to this year are anxious about money. A third are avoiding the conversation entirely. Six in ten carry shame about where they are financially, at every income level. None of that shows up on an application, and all of it decides whether a buyer moves forward.
In 2026 Kristin Messerli's NextGen Research studied nearly 1,000 U.S. adults on how they are built around money: how money feels, whether they lean in or look away, the shame they carry, and how confident they are that they can reach a goal. The study became How You're Built to Buy, the 2026 NextGen Homebuyer Report edition, and the free Built Like That quiz, which gives anyone their build in three minutes.
This session puts that research in a professional's hands. Attendees learn to read the four corners, hear what each one wants from a professional, and leave with a guide to helping each build. As a live workshop, the whole room takes the quiz on their phones and the results become the talk.
The numbers behind it
“This was fantastic. Both of your presentations were chock full of helpful and tangible insights.”