What if the biggest thing standing between your client and homeownership is you? There are over 2,600 down payment programs available, but most buyers never hear about them. And it’s not because they don’t qualify. It’s because agents don’t bring it up. That’s not a knowledge problem. That’s an ego problem.
In this episode of Real Estate Insiders Unfiltered, Rob Chrane, CEO of Down Payment Resource, and Mosi Gatling, SVP at New American Funding, discuss one of the most overlooked problems in real estate: why agents aren’t talking about down payment programs.
From myths about “assistance” to the reality that many of these programs benefit six-figure earners, this conversation challenges how agents think about affordability, fiduciary responsibility and what it really means to serve a client.
If you want to help more buyers and close more deals, this episode is a wake-up call.
Highlights
Here’s the reality: Most buyers don’t know these programs exist, and many agents don’t bring them up because they assume: It will complicate the deal, it weakens the offer, it’s only for “low-income” buyers.
All of that is wrong.
This conversation dives into:
- Why over programs go unused every day
- The biggest myths agents believe about down payment programs
- Why these programs aren’t just for first-time buyers
- How buyers can use funds to lower rates or keep cash in their pocket
- How to integrate these programs into every buyer conversation
Gatling also shares real-world strategies for presenting these options without creating friction and why the best agents don’t wait for clients to ask.
Because if you say you’re a fiduciary, you have to act like one.
If you want to win more business, serve your clients better, and stop leaving money on the table, this episode is a must.
Connect with Rob Chrane on LinkedIn. Learn more about Down Payment Resources on Facebook and online at downpaymentresource.com.
Connect with Mosi Gatling on LinkedIn or Instagram.
Real Estate Insiders Unfiltered is now exclusively on Inman. Tune in for agent- and team-focused content on Mondays and leadership interviews on Wednesdays each week. Listen on Apple or Spotify.
James Dwiggins is the Co-CEO of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
Keith Robinson is the Co-CEO of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
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