“I think that we have to be prepared as mortgage professionals to be an advisor to our clients,” Mozley said. “While we don’t have all the answers, you have to be empathetic to the situations that people are in and the questions that they’re naturally going to have.”
Kirk Todd of Choice Mortgage Group shares why broker relationships can outshine all-cash offers — even in competitive markets.https://t.co/qZEhDPcKk2
— Mortgage Professional America Magazine (@MPAMagazineUS) September 8, 2025
Mozley remembers when he bought his first house. It was appraised for less than what they hoped, but they were just happy to be in a home. His story is relevant now, as home prices have stalled in some markets, meaning buyers who put down limited down payments might find themselves with little to no equity in the short-term.
“We loved the home and it was fully upgraded and remodeled,” he said. “But two years after buying that home, we were underwater on that house because values had dropped. But you need a place to live. In the long term, your home is going to appreciate, and that devaluation of our property for two or three years was just a little bump in the road.
“You have to think about real estate for the long term. Real estate is a fantastic hedge against inflation. I try to talk to clients like, ‘You can’t time it perfectly on the market, but in the long haul, you’re going to be better off than you know.”
In the end, by getting to know your potential client, you will be able to craft a plan for them that makes backing out of deals a little less likely.
