How brokers can help guide customers who might be worried about making a big purchase
While there have been some signs of good news in the housing market heading into the fall homebuying season, some macroeconomic issues are continuing to linger in the minds of potential buyers.
While rates have declined, and home price growth has slowed, underlying concerns about the economy as a whole are causing buyers to have second thoughts about closing on a new home.
Brian Mozley (pictured top), chief growth officer at Choice Mortgage Group, said the uncertainty has made things challenging for both buyers and sellers.
“I think it's really challenging to forecast where we're headed,” Mozley told Mortgage Professional America. “I also think what's happened is it's created a lot of uncertainty for buyers. What I have noticed is that buyers are a lot more on the fence. If they get into a contract on a home, they are a lot more likely to back out than maybe they would have been in the past.”
He said having an easy process for buyers as they look to get into the market is going to be critical for brokers and loan originators, because any bump in the road might be the thing that has them put on the brakes.
“There’s a lot of uncertainty in the market today, and what really benefits us is having more control over the process—through technology, people, and effective communication—to make things smoother for the buyer,” Mozley said. “When hiccups happen along the way, buyers can be easily thrown off, but being able to work quickly with an internal team allows us to gain buyers’ confidence so we can move forward.”
Buyer and seller disconnect
Another issue that Mozley is noticing is that there is still a disconnect between buyers and sellers about the condition of the housing market. In some markets, sellers still have the advantage due to limited inventory. In other markets with plenty of inventory, buyers are getting seller concessions to get homes sold.
The problem becomes when each side thinks the market still leans in their favor. Mozley said that’s when deals can get derailed.
“Many sellers still expect their homes to command higher prices based on past appreciation rather than current market conditions, and that creates a disconnect with buyers,” he said. “At the same time, buyers are often already stretched to the top of their budgets. So, when a home inspection reveals unexpected repairs, many buyers feel caught off guard and ultimately walk away from the deal.”
Again, Mozley stressed that having as easy a process as possible removes one of those potential pain points that could cause a buyer to back out.
“There's just a lot of these little tools that make it a smoother process and quicker experience for the buyer,” he said. “When you can remove any of that uncertainty, it just helps the client along the way.”
No cookie-cutter option
While there are always going to be buyers who back out of a deal, Mozley said the most important thing for brokers and loan originators is to build a good relationship with that buyer. Even if they back out, they’re more likely to stay with you when they’re finally ready to move forward.
“I think that we have to be prepared as mortgage professionals to be an advisor to our clients,” Mozley said. “While we don't have all the answers, you have to be empathetic to the situations that people are in and the questions that they're naturally going to have.”
Kirk Todd of Choice Mortgage Group shares why broker relationships can outshine all-cash offers — even in competitive markets.https://t.co/qZEhDPcKk2
— Mortgage Professional America Magazine (@MPAMagazineUS) September 8, 2025
Mozley remembers when he bought his first house. It was appraised for less than what they hoped, but they were just happy to be in a home. His story is relevant now, as home prices have stalled in some markets, meaning buyers who put down limited down payments might find themselves with little to no equity in the short-term.
“We loved the home—it was fully upgraded and remodeled,” he said. “But two years after buying, we were underwater because values had dropped. What we realized, and what buyers today should keep in mind, is that over the long term our home was going to appreciate. That short period of devaluation—two or three years—was just a bump in the road.
“You have to think about real estate for the long term. Real estate is a fantastic hedge against inflation. I try to talk to clients like, ‘You can't time it perfectly on the market, but in the long haul, you're going to be better off than you know.”
In the end, by getting to know your potential client, you will be able to craft a plan for them that makes backing out of deals a little less likely.
“Every situation is unique, and there’s no one-size-fits-all solution,” Mozley said. “The key is to understand each client’s goals and then help them achieve them.”
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