By Brennan O'Connell, Director of Data Solutions, Optimal Blue
As seen in HousingWire's Lending Life newsletter
This is part 1 of a three-part series on how originators can use data to win more business at every stage of the borrower relationship.
Mortgage conversations almost always begin with the same question: “What’s the rate?” But today’s borrowers aren’t just curious – they’re cautious, well-researched, and often comparing multiple lenders before even filling out an application. For originators, the ability to respond confidently, accurately, and in context is critical.
Unfortunately, too many originators still rely on stale national averages that don’t align with what’s actually happening in their market right now. When rate quotes don’t reflect reality, it creates credibility gaps that are hard to repair.
The most successful originators solve this by using real-time benchmarks based on current rate lock activity and/or offered rates by other lenders in the markets they serve. This gives them an up-to-date view of how borrowers with similar credit profiles and loan types are locking today, in their markets. A dramatic improvement from quoting yesterday’s average, at best, or more often simply guessing based on market anecdotes.
Armed with this insight, an LO can also explain price positioning – why a quote sits near the market’s bell curve, what tradeoffs points versus no points create, or how a 15-year option compares with a 30-year. Families weigh these decisions differently depending on life stage, and illustrating scenarios with real data helps borrowers feel both informed and understood.
That kind of positioning builds trust. It shifts the conversation from “who’s cheaper” to “who understands the market and my goals.” It also strengthens relationships with referral partners, who see you providing transparent insight instead of vague promises.
At the end of the day, reliable local intelligence turns the rate question from a risk into an advantage. For originators, quoting with confidence is the first step toward building trust that endures beyond a single transaction.
Subscribe to HousingWire's Lending Life newsletter for parts 2 and 3.
The views and opinions expressed in this piece are those of the author and do not necessarily reflect the views or positions of Optimal Blue, LLC.