Real Estate Financing...

I have recently added to my network of marketing associates a loan officer at Wachovia or "Watch over ya" as I like to put it:)  I've gotten about 3 referrals in a short period of time from her and I've found one common denominator or customer rebuttal with these deals, settlement costs.  You see, when they originally applied with this young lady, it was for a home equity loan.  The costs of a home equity loan are obviously much less, very minimal indeed compared to a full fledged cash-out refinance of a mortgage.  Each of these individuals didn't qualify for a home equity loan through the bank or me the broker for that matter and came to me to consolidate $100,000+ in credit card debt along with their mortgage.  For those of you in the industry, these loans were all 100% LTV, stated income loans because the significant other in each case whom also earns money had the credit in shambles to such an extent as to not be able to be on the loan.  I priced them at par as far as rate and charged a point on the front.....done.  Their concern was not my point in fees, it was the settlement costs in general which are standard on first mortgage cash-out refinances (title, pre-pays, lender fee, etc).  Regardless of saving $1000.00 and more a month, they balked because of the costs of a conventional mortgage.  Has anyone else experienced what I thought was a no-brainer of a deal for the customer that turns into trying to pull teeth from a rabid wolverine?  It takes some educating the client & persistence to deal with these particular clients.   You know, the ones that fall just outside the realms of conforming, high LTV, credit card debt out the keister, feeling the flames of financial woe touching their lives with a faster rather than a slower burn.  Then, they balk, they stagnate, don't return calls.  I gave them the best deal I possibly could on price, but something is missing with these 3 deals.  Something I didn't necessarily do wrong, yet maybe didn't do as well as I could of in hindsight.  Did I inform?  Did I educate?  Did I explain?  Did I address concerns and deflect rebuttals before they became concerns & rebuttals?  I thought I did.  I might ponder this awhile though, something is steering them clear of putting themselves in a better financial situation (saving a lot of money monthly, getting rid of revolving credit card debt, restoring their credit).  That something I do need to ponder because those loans aren't in my active pipeline, more like carrots dangling in the distance.  On every call, every deal, a sale is made.  Either you sell your clients on why this gets done everything they want to accomplish and more, or they sell you on why they should wait or look for something better.  They didn't sell me on the latter and I have yet to sell them on the former.  I'll ponder as to why, persist until I figure out how, poise myself to pull some teeth.