Learn how to help your clients find the most affordable mortgage for their needs and budget, by comparing different types of loans, features, and offers.

As a licensed loan originator for over 20 years, I would have to say much of this segment is inaccurate. First of all, conventional mortgages do not require higher down payments because first time homebuyers are only required to put 3% down instead of 3.5% which is required by FHA loans. However, FHA rates are normally lower than conventional rates, not higher. FHA loans do offer more flexibility than conventional mortgages, not more. My real suggestion is don't listen to a Realtor when it comes to mortgages but rather ask for a mortgage broker referral. Realtors are licensed to sell real estate, not to provide lending advice.

The title of the article is totally misleading. In the Chicago market, I have three very experienced mortgage lenders that I refer to my buyers. I am an expert on real estate, not mortgages. Plus, I do not want to know all the details of my clients financial picture.

How do you choose the most affordable mortgage for your clients?

As a real estate agent, you know that working with first-time home buyers can be both rewarding and challenging. One of the most important aspects of your job is to help them find the most affordable mortgage for their needs and budget. But how do you do that? Here are some tips to guide you and your clients through the process of choosing the best mortgage option.

1 Understand the basics

Before you start comparing different mortgage products, you need to make sure that your clients understand the basic terms and concepts of home financing. Explain to them what interest rates, loan terms, down payments, closing costs, and monthly payments are, and how they affect the total cost of the loan. Use simple examples and scenarios to illustrate how different factors can change the amount and duration of the loan.

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Amy Morro

Baird & Warner Real Estate Professional
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The title of the article is totally misleading. In the Chicago market, I have three very experienced mortgage lenders that I refer to my buyers. I am an expert on real estate, not mortgages. Plus, I do not want to know all the details of my clients financial picture.

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Jodi McNeil-Tuttle

Account Executive at Gold Prairie Distribution
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In my experience, it's been incredibly beneficial to write out and print explanations for various terms and acronyms. With so many jargon-filled concepts to navigate, providing handouts to clients has proven to be a valuable practice. This approach helps to alleviate the overwhelming nature of the process and provides clients with key takeaways for better understanding.

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Michael Friedman

Private Money | Mortgage Banking | Real Estate Brokerage | Property Management,
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They should begin by securing a preapproval. As a mortgage provider, I'll evaluate their financial well-being, including credit score, income, and DTI ratios. I'll also explain the various mortgage options: Conventional, FHA, USDA, & VA, along with Down Payment Assistance programs. It's crucial to compare down payment options since lower Loan-to-Value (LTV) ratios often lead to more favorable terms. Shop around, as rates and property values are on the rise. If the property aligns with your needs, seize the opportunity! Disclose associated costs; closing fees, prepaid interest, taxes, insurance, PMI, & ongoing property maintenance. This upfront knowledge will streamline your home buying journey, saving you time & potential headaches.

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2 Compare different types of loans

There are many types of mortgage loans available, such as conventional, FHA, VA, USDA, and jumbo loans. Each one has its own advantages and disadvantages, depending on the borrower's situation and preferences. For example, conventional loans typically require higher credit scores and down payments, but offer lower interest rates and more flexibility. FHA loans are easier to qualify for, but have higher upfront and ongoing fees. VA and USDA loans are designed for specific groups of borrowers, such as veterans and rural residents, and offer low or no down payments, but may have limited availability and eligibility criteria. Jumbo loans are for expensive properties that exceed the conforming loan limits, and have stricter requirements and higher interest rates.

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Richard Woodward

Branch Manager, Loan Officer | Debt Advisor | Mortgages Made Easy
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As a licensed loan originator for over 20 years, I would have to say much of this segment is inaccurate. First of all, conventional mortgages do not require higher down payments because first time homebuyers are only required to put 3% down instead of 3.5% which is required by FHA loans. However, FHA rates are normally lower than conventional rates, not higher. FHA loans do offer more flexibility than conventional mortgages, not more. My real suggestion is don't listen to a Realtor when it comes to mortgages but rather ask for a mortgage broker referral. Realtors are licensed to sell real estate, not to provide lending advice.

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3 Evaluate the loan features

Once you have narrowed down the types of loans that your clients are eligible for and interested in, you need to evaluate the specific features and terms of each loan option. When comparing loan options, consider the difference between fixed-rate and adjustable-rate loans. Fixed-rate loans have a constant interest rate and monthly payment for the entire term of the loan, while adjustable-rate loans have a variable interest rate and monthly payment that can change over time. Additionally, look at the loan term, which is the length of time that the borrower has to repay the loan. Shorter loan terms usually have lower interest rates, but higher monthly payments, while longer loan terms have higher interest rates, but lower monthly payments. Lastly, consider points and fees; paying more points and fees upfront can lower the interest rate and the monthly payment of the loan, but it also increases the amount of cash that the borrower needs at closing.

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4 Shop around and negotiate

The final step in choosing the most affordable mortgage for your clients is to shop around and compare different lenders and loan offers. You can help your clients by providing them with referrals, resources, and tools to find and compare reputable lenders and loan products. You can also help them by reviewing and explaining the loan estimates that they receive from different lenders, and highlighting the differences and similarities in the interest rates, points, fees, and other terms and conditions. You can also help them by negotiating with the lenders on their behalf, and asking for discounts, waivers, or concessions on the points, fees, or other charges. By shopping around and negotiating, you can help your clients save money and get the best deal possible on their mortgage.

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you choose the most affordable mortgage for your clients?

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1 Understand the basics

2 Compare different types of loans

3 Evaluate the loan features

4 Shop around and negotiate

5 Here’s what else to consider

Working with First-Time Home Buyers

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