The originator's playbook: Competing and growing in a shifting market

"As interest rates continue to ease and borrower confidence rebuilds, originators are operating in a market that demands both adaptability and creativity. To better understand how mortgage professionals are approaching today's environment, I asked four experienced originators to share how they're guiding clients, leveraging non-qualified mortgage (non-QM) solutions, and refining their playbooks to stay competitive. What emerged was a shared message of optimism and resilience, as well as a renewed focus on client education and relationships, two cornerstones of long-term success in our business."

"Two 25-basis-point rate cuts this fall, plus a broadly held expectation of at least one more through early 2026, have sparked optimism among both lenders and borrowers. First-time homebuyers are finally seeing rates dip into the 6% range, which feels more comfortable now than it did even a few months ago. For existing homeowners seeking ways to lower their monthly payments or consolidate higher-interest debt, the shift has reopened the door to refinancing conversations."

"People now are starting to adjust. They're feeling comfortable in the sixes, and FHA loans are in the fives. I have been busy; my volume has increased probably 30% to 40% in the past 60 days. I think the market is picking back up. More now than ever, whether it's non-QM or conventional, we're seeing great opportunities. If the rates hover around six and a quarter, we're going to be fine."

Easing interest rates and expectations of additional cuts have restored borrower optimism and increased market activity. First-time buyers are responding as rates dip into the 6% range, and homeowners are reexamining refinance options to lower payments or consolidate debt. Rates remain above 2020–2021 lows but are sufficiently lower to revive momentum. Originators are leveraging non-QM and conventional products, adapting playbooks, and prioritizing client education and relationship-building to stay competitive. Volume increases and renewed lender-borrower confidence are producing tangible opportunities across purchase and refinance channels. Borrower realism about rates encourages practical decision-making rather than chasing historic lows.

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