Interest rates still suck.. here’s how I talk about them with clients >>>

Let’s be honest:

Interest rate fluctuations really impact market dynamics.

They influence everything from buyer enthusiasm to loan product appeal. 

So right now, it’s normal to jump on a call with a prospective client and be met with some serious hopelessness and concern. 

Here’s how I navigate that and get them to feel as good as possible about all of this:

1. Education: the more you know, the better you can advise - always stay ahead of current trends and shifts.

Gone are the days of just winging these important point-of-sale conversations. But consuming relevant educational content daily, in the mornings, will give you more confidence and that of your prospects that you know what you’re doing. 

2. Digestibility: break down everything for prospecs in plain English, not jargon only you would understand.

Think “crayons” over “spreadsheets” 

Showing a candle stick chart on market movements to most people is not effective communication. 

Doing that doesn’t make you look smarter or more educated, it just ends up intimidating your client - believe me.

3. Adaptability: shift the conversation towards the long-term benefits of homeownership or the potential for refinancing. 

At this point, people are looking for that silver lining. 

Give it to them, and tools like Mortgage Coach will help you do this. 

4. Refine Your Strategy: use interest rates to guide your advice on loan types, terms, and timing. 

Tailor your recommendations to align with both the current rate environment and your client's financial situation. Loans are not a ‘one-size fits all’ type of thing. 

And if you want to stay one step ahead, there are apps and services that alert you to rate changes in real-time. 

My personal favorite is MBS Highway. 

Time block an hour every early morning to consume and to fill your mind with relevant industry information.  

And this isn’t only about keeping informed; it’s about being able to act swiftly on behalf of your clients.

Today, I want you to go into your calendar for the week and time block an hour somewhere to review the latest interest rate news…

And then another hour to think about how this impacts your client base. 

Draft a simple, informative update to send to your clients, keeping them in the loop and reinforcing your role as their trusted advisor.

In our world, knowledge isn’t just power—it’s profit. 

And during the pandemic boom: profits masked problems.

The most committed and serious Modern Loan Advisors will shine.

I know, because I am closing 21 loans in March.

I have 20+ GO! Students that will cross $25M in YTD production by April 1st (and that’s no joke). 

By mastering the ins and outs of interest rates, you position yourself not just as a loan officer, but as an indispensable financial guide.

Keep learning, keep leading.

Until next time,

Amir

P.S. Tackle that quick win and feel free to share the response you get. It's all about adding value and staying relevant.

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