Association president-elect explains how brokers can lead with expertise in a challenging housing market
When Kimber White entered the mortgage business nearly four decades ago, it wasn’t by design. “I was in pest control,” he said. “Then I developed an allergy to the chemicals. A friend of my accountant’s said, ‘You should try mortgages.’ I thought, no way – I failed math.”
Now, at 66, White serves as president-elect of the National Association of Mortgage Brokers (NAMB), a role he previously held in 2020. From grassroots advocacy to mentoring the next generation of brokers, White remains energized. “It’s not a job. It’s not even a career. It’s a passion,” he said.
Mortgage advocacy in an affordability crisis
White is blunt about the housing market’s current challenges. “Affordability is the number one issue,” he said. “Homeownership used to be the pathway to wealth. But today, the average working-class American can’t afford a home – especially in places like Florida where 80% of the area median income still isn’t enough.”
He said policy must evolve to reflect the reality buyers face. “We need downpayment assistance, closing cost support, and programs that help not just the 80% AMI group but also those slightly above it – people who are working hard but getting priced out.”
White added that generational wealth-building is breaking down. “In Europe, it’s common for parents to help their kids buy homes. We used to do that in the U.S., but most people don’t have that cushion anymore.”
Brokers as educators and advisors
White believes today’s brokers must be more than order-takers. “We came out of 2019 and 2020 where it was all about fast money,” he said. “But that won’t sustain you now. You have to know your stuff.”
He emphasized that brokers must educate themselves – and their clients. “Be active in your trade associations. Attend webinars. Understand what programs are available locally. And help people manage expectations. That $500,000 dream home might need to wait.”
He added that listening is more important than ever. “You’re not just there to write the loan. You’re there to guide them into the best mortgage for their situation.”
Building trust in a tech-driven future
Technology is changing the profession, but White sees it as an opportunity - not a threat. “AI will replace you - if you let it,” he said. “But if you use it as a tool, it can enhance what you do.”
He said brokers must invest in systems that keep them connected to clients long after closing. “You need a CRM. You need up-to-date software. And you need a strategy to stay top of mind. That’s how you get referral business and build long-term relationships.”
Reflecting on the industry’s digital pivot since 2020, he said adaptation is non - negotiable. “Five years ago, we weren’t using Zoom. Now look at us. Brokers have to evolve just as quickly. And we have.”
Leading with policy and purpose
White is preparing to take the helm of NAMB again with a clear focus: closing the homeownership gap. “NAMB’s been advocating since 1973. We’re continuing that work - especially for underserved communities,” he said.
Current efforts include pushing legislation around trigger leads and working with regulators at FHFA and FHA. “We’re bringing ideas directly to them. But advocacy alone isn’t enough. We also have to equip loan originators with the tools and training to make a difference.”
He said NAMB’s educational programming remains central. “From FHA to VA to first-time buyer webinars, we’re making sure brokers have what they need to serve all clients - not just the easy ones.”
And why, after all these years, does he still care so deeply? “Because I love this industry,” he said. “If I can help one person get into a home - or one broker find their footing - then it’s worth it.”
