After more than four decades in the mortgage industry, I’m still amazed by the questions people ask when buying or refinancing a home—and, more importantly, by where they get their answers. Too often, borrowers rely on a “friend in the business,” or worse, on online clickbait disguised as expert advice. What passes for research these days is frequently an advertisement with an agenda, not an education built on facts and experience.
This misplaced trust can cost borrowers thousands of dollars and, at times, the home of their dreams.
The Real Source of Good Advice
If you’re a first-time homebuyer, it’s essential to do your homework—but from reliable sources. Start with your realtor. A seasoned realtor has navigated both buyer’s and seller’s markets, understands the nuances of lending trends, and knows which lenders deliver results instead of excuses. Their recommendations aren’t random—they’ve watched their lending partners perform under pressure, often after hours and under tight deadlines.
Yet time and again, buyers turn to a friend or coworker who bought a home five, ten, or fifteen years ago—as if that experience translates into today’s market. Mortgage programs, lending laws, and underwriting standards change constantly. A friend who closed on a 3% rate in 2021 can’t tell you what today’s 6.5% market really means. Even worse, that “helpful” friend may end up parroting something they just Googled—without context or accuracy.
What You Should Be Asking
The smartest homebuyers don’t just ask, “What’s your rate?” They ask,
- “Who will answer my call on a Saturday night when I’m ready to make an offer?”
- “Who will ensure my pre-approval letter lands on the seller’s desk before someone else gets the house?”
- “Who will educate me on which loan structure fits my long-term goals—not just my monthly payment?”
That’s the real difference between a discount lender and a professional loan officer. The discount lender works 9 to 5, Monday through Friday, closed on holidays—and unavailable precisely when you need them. The professional, the one your realtor trusts, often answers the phone until 9 p.m., seven days a week. They’re not just quoting rates; they’re solving problems and guiding families through one of the largest financial commitments of their lives.
The Value of Professionalism
Before you choose your lender, do your due diligence:
- Check Google reviews.
- Learn how long they’ve been in the business.
- Ask where they studied and whether their background is rooted in finance, economics, or business.
- Most importantly, ask about availability and communication.
This isn’t just about getting the “lowest rate.” It’s about getting to the closing table—on time, with confidence, and with a lender who answers when it matters most.
Final Thought
In an age where anyone can sound like an expert online, experience and availability remain the true differentiators. Don’t trust your largest financial decision to a website or a well-meaning friend. Trust the professionals—the ones who have weathered every market, guided thousands of families, and still pick up the phone after hours.
Because when it comes to getting a mortgage, maybe we’ve been asking the wrong questions all along.
DC Aiken is Senior Vice President of Lending for CrossCountry Mortgage, NMLS # 658790. For more insights, you can subscribe to his newsletter at dcaiken.com.
The opinions expressed within this article may not reflect the opinions or views of CrossCountry Mortgage, LLC or its affiliates.