Recently, I was at the beach with my husband. As a Florida resident, this is a very regular occurrence. He turned to me and said, “You have not even scratched the surface.” I was in the midst of flipping through Town and Country, daydreaming about what being a Pilates wife would be like when he let me know I had missed something.
“What are you talking about?” I asked.
“Jen, you funded what? 260 million last year? “
“Yes….” (proceeds to flip through the magazine, irritated that he has ruined my daydream of shopping at Chopard without understanding math)
“Jen, did you know that in 2024, over 1.5 TRILLION in loans funded in the United States and over 5 million mortgages. Jen, the opportunity is endless. You have not even scratched the surface. “
My husband then proceeded to calculate everyone I knew’s ownership of the mortgage industry to demonstrate to me the vastness of the opportunity. Here is the thing: My husband was a former fixed-income trader back in the day and has spent the last 10+ years building a successful fintech venture capital firm. When the man says an opportunity is being missed, it is key to pay attention.
I am now sharing that opportunity with you because there is more than enough for everyone. Seizing this opportunity will benefit millions of Americans by making their dreams come true.
(Author’s note: If you are an unethical lender who likes to rip off consumers, you have zero opportunity. More on that next month)
Worst year in history, and over 5 million mortgages were closed in the US. This, my friends, is an endless opportunity. Keep in mind that right now, Americans are told every single day by the mainstream media and housing crash bros that they will never be able to afford a house, all housing is overpriced, rates are too high, and they should wait. We are at an all-time low for consumer sentiment on housing; over 1.5 trillion and 5 million mortgages still occurred.
What if we as an industry fought the negative news and social media gaslighting Americans to a future of renter nation and showed them the path home? I know how to get them there, and if you are reading this, you likely do as well. What if we, as an industry, started highlighting how easy it is to buy a house? What if we showed how so much of the negative housing news is just plain wrong because that is the truth. The housing news is always dire, which is not the world I know.
Here is the world I see. The American dream is not dead. Every day I help people across the country buy homes. I help first-time home buyers with 3% down, Veterans doing zero down and mom and pop investors buying their 2nd or third property. I help people plan to buy 2-5 years from now. I have tough talks about finances and get to celebrate when a client has done their homework, comes back, and is ready to be a homeowner. I get to share the joy of when a client plants their first garden, marks their child’s height into the wall and throws that first family Thanksgiving where they host. I help parents plan with their children for their first home. That is something I am doing with my son now, and I have to say, as a Mom, the minute he gets those keys, that smile he will have on his face is something I will never forget. It will be one of the proudest moments of my life. Think about those moments and how they make you feel.
Like the mainstream media, the mortgage industry has been stuck in a gloom cycle for the last few years, and it is time to knock it off. It is time to remember what buying a home actually does for someone’s life and to focus on the fact that homeownership is the #1 builder of wealth for the average American. Our job as lenders is to help people find the path home. We know how to do it.
Need some inspiration? Recently, I saw Rocket’s new ad campaign, and I have to tell you, I am in love. I love their marketing so much because it is not marketing as much as it is reminding people that “Everyone should have the opportunity to buy a house.” The ‘Take Me Home Rocket’ campaign is beautiful and a reminder of what Americans really want. A roof over their head— that they own — food on the table, and time to enjoy family and loved ones. It also reminds me of my favorite campaign of all time that Guaranteed Rate executed. It was “The believe you will” campaign. Sometimes, people just need to know that, yes, they can buy a house. Time for you to show them how. The opportunity is endless.
Jennifer Beeston has been a top 1% loan originator for over 7 years and is currently ranked as the #1 VA Loan Officer in America.
This column does not necessarily reflect the opinion of HousingWire’s editorial department and its owners. To contact the editor responsible for this piece: zeb@hwmedia.com.
