Please Stop Obsessing Over Rates. It's Not Healthy.
A message from Dr. Bruce, CEO at Accountable
I’ve attended more mortgage conferences than I can count. And at nearly every one, an economist promises “better days ahead.” But here’s the truth: those predictions often keep both borrowers and lenders stuck—waiting on a magic rate that may never come.
I can’t stay silent anymore. What I’ve seen over the past few years just isn’t healthy. Loan officers are waking up every day glued to the news, watching rates, and hoping for change. But obsessing over something out of your control is mentally exhausting—and it’s not helping your clients either.
Why Timing the Market Is a Myth
Waiting for the “perfect” rate might feel smart—but it usually backfires. When rates drop, buyer demand spikes and home prices rise. That increase often cancels out the benefit of the lower rate. In many cases, clients end up in the same financial position they’d be in if they bought today.
What to Say When Clients Ask: “Is Now a Good Time to Buy?”
The best thing you can do is educate your clients and your database. Be the steady, trusted advisor they rely on for real answers—not hype.
Here’s exactly what to say:
“Rates are holding fairly steady right now. Over the past 50+ years, rates have dropped below 5.5% only a few times—during things like the housing crash or COVID. If you can afford to buy now, it’s likely the best move. You’ll lock in today’s pricing before demand pushes it higher. And if rates go down later, refinancing is always an option. What matters most is owning a home at today’s value—not chasing an ideal that may not come.”
This should be your daily mindset—not just your message.
Let the Data Speak
80% of homebuyers are waiting for rates to drop before buying in 2025 (U.S. News & World Report).
47% of current homeowners won’t consider moving until rates fall below 5% (Bankrate).
This “wait-and-see” approach often leads to regret.
Back in 2020, with rates at just 2.9%, nearly 40% of Americans believed it was a bad time to buy. Since then, home prices have risen 47%. That’s a clear reminder:
The best time to buy a home is never “right now.” It’s always “five years ago.”
4 Key Talking Points for Your Clients
When discussing rates, reinforce these truths:
Context matters: Rates below 3% were a historical exception during COVID, not the norm.
Waiting can cost more: Prices may rise even if rates fall.
Refinancing is an option: Lower rates later? Refinance.
It’s about readiness: Focus on what the client can afford now—not just what they wish rates were.
Be the Local Expert
You don’t need to be a national economist. You need to be the local expert people trust. Speak to what matters most in your community. Help buyers navigate their real options—not media headlines.
Final Thought: Stop Waiting. Start Leading.
It’s time to shift the conversation from rate watching to wealth building.
Be the voice of reason. Be the advisor who empowers people to make smart, timely decisions. The best time to buy is when your client is financially and emotionally ready—not when the news says so.
📣 Call to Action
Create your own version of this message. Turn it into:
A short video
A social post
An email to your database
And if you need help marketing or managing your mortgage business, email us at [email protected].
Disclaimer
This article is not meant to be insensitive to those who are genuinely priced out of the market due to affordability issues. We fully recognize the challenges many face in being able to purchase a home. Rather, this is directed at those who can afford to buy but continue to try and game the market or wait on rates, often missing out on homeownership opportunities in the process.