Educate to Overcome the Wait! with Owen Lee
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In this episode of the Loan Officer Breakfast Club, Owen Lee breaks down what’s really happening in the market and gives loan officers a stronger, more confident story to tell borrowers and real estate partners. Even though recent rate movement has felt frustrating, Owen points out that applications are still up year-over-year, refis are gaining momentum, and today’s market fundamentals are better than many people realize.
One of the biggest highlights came when Owen answered the question every loan officer is hearing right now: “Should I just wait for rates to come down?” Owen’s advice was simple but powerful: educate them beyond the rate. Waiting for a slightly lower rate may not actually help if home prices rise, inventory tightens, or competition increases. A borrower could end up needing to borrow more later and gain no real benefit from waiting. That’s why Owen encouraged loan officers to shift the conversation toward the bigger picture: purchase price, inventory, loan amount, affordability, and the borrower’s long-term goals.
Owen also reminded LOs that this is where real value is created. Instead of becoming a commodity by leading with speed, apps, and pricing alone, loan officers need to bring back the consultative conversation. Ask better questions, understand the borrower’s goals, and help them choose the mortgage strategy that actually fits their life. In a rate-focused market, education is the edge.
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