One of the first lessons I ever learned as an originator is that people will ask you the toughest questions at the most unexpected times. It could be in a casual conversation at a networking event or right when you think you’re about to wrap up a loan consult. Suddenly, someone says, “So, where are interest rates heading?” or “Is now really a good time to buy?”

If you don’t have a confident, well-informed answer, you risk stumbling—and losing their trust. But if you do have a clear, concise explanation, you immediately position yourself as the expert they want guiding them.

Knowing the Market Matters

Back in my loan origination days, I’d sometimes feel intimidated meeting with high-earning clients—people who made five times my salary, had decades of financial savvy, and wanted to grill me on everything from the Fed to bond yields. At first, I’d freeze up. But then I realized: if I wanted them to choose me to lead them through the mortgage process, I had to become a real student of the market.

This meant daily learning. Consistency. Commitment. You don’t need a finance degree—but you do need a routine that builds your knowledge base so you never worry about being cornered by a “gotcha” question again.

Start Your Day With Market Updates

Here’s one piece of advice I can’t emphasize enough: carve out 20–30 minutes each morning to focus on the financial markets. If you need to get up half an hour earlier to make it happen, do it. Turn this into a daily habit.

I recently had Dan Habib from MBS Highway on The 360 Experience Podcast, and he put it simply: “It’s about becoming a student of the market, not a master.” The market can move in surprising directions, but regular reading and observation helps you spot trends and explain them to your clients.

Some practical actions:

• Subscribe to a trusted mortgage market update service. I’m a big fan of Barry and Dan Habib’s analyses they share daily inside MBS Highway. They distill complicated data into simple insights.
• Scan financial headlines (e.g., CNBC, MarketWatch) for major economic events.
• Glance at the day’s economic calendar. Know if there’s a CPI (inflation) report, a Fed announcement, or a jobs report—these can all move rates quickly.

Understand Key Economic Indicators

Getting a handle on mortgage rates might seem impossible, but it really comes down to a few big drivers:

1. Inflation Data (CPI, PCE)
   Inflation influences interest rates in a big way. If inflation goes up unexpectedly, rates typically rise. If inflation cools off, rates often improve.
2. Labor Market (Unemployment Rate, Job Creation)
   A strong job market can push rates higher, while signs of weakening employment can bring rates down.
3. The Federal Reserve
   The Fed’s decisions on rate hikes or cuts can have ripple effects on mortgage rates. While the Fed doesn’t directly set mortgage rates, their policies heavily influence investor behavior.

Knowing these reports—and being able to explain them in plain language—builds an enormous amount of trust. You become the go-to person for real estate agents, financial advisors, and borrowers who say, “Hey, what’s the real story behind today’s rate movement?”

Practice Your Scripts

When I was originating, I’d rehearse short “explainers” so I didn’t get tongue-tied. For example, if someone asked, “Where do you see rates going?” I never wanted to just shrug and say, “Well, if I really knew, I’d be on a beach drinking piña coladas!” That might get a chuckle, but it wastes an opportunity to build credibility.

Instead, I’d say something like:

“Rates often move with inflation and labor reports. We’ve seen signs that inflation is cooling, which should bring long-term rates down—but because these trends don’t happen overnight, I’m watching each monthly CPI report closely. My job is to stay on top of these shifts so you don’t have to. When the numbers look favorable, I’ll let you know right away.”

That short response says: “I’m knowledgeable, I’m proactive, and I’ve got your back.” You’d be surprised how many clients will hear that and immediately be confident you’re the advisor they want to work with.

It’s easy to forget how powerful knowledge can be. When you teach your clients—even just one helpful tidbit—they walk away thinking, “Wow, I’m smarter than I was before this conversation.” Your expertise becomes a magnet.

Let the Morning Routine Drive Your Day

One of the best tips I can share is to create a morning “Market Prep Checklist.” Keep it simple:

1. Wake up early enough that your phone isn’t ringing off the hook yet.
2. Check your favorite market update, like MBS Highway’s daily video.
3. Read a summary of top financial headlines.
4. Note any economic releases scheduled for that day or week.
5. Think about what those numbers mean for your current and potential clients.

From there, you can step into your day with a clearer picture—and a proactive mind. You’ll be able to talk confidently with realtors about why it’s still a good time to buy, or prepare your refinance clients if you see rates trending in a favorable direction.

Final Thoughts: Keep Learning, Keep Leading

Remember, you don’t have to become an economist. But you do need to be a committed student of the market. That small shift—from passively quoting rates to actively understanding them—makes all the difference in your conversions and your confidence.

• Embrace daily practice: 20–30 minutes in the morning can be life-changing for your mortgage career.
• Master key indicators: Focus on inflation, employment, and the Fed.
• Speak with clarity: Simple, confident explanations build authority.

When you show up as the professional who understands what’s really going on—and can articulate it in a calm, friendly way—clients, referral partners, and even total strangers will be drawn to work with you.

Pick your go-to market sources, set your alarm a bit earlier, and make this the year you truly become a “student of the market.” Over time, you’ll see how a little daily devotion can set you apart in a big way.

Tim Braheem, Founder and Chief Content Officer at The Loan Atlas