New NAMB growth officer offers advice to brokers frustrated with the high-rate environment
As interest rates remain elevated, mortgage brokers are exploring different ways to connect with homebuyers and existing homeowners who may be interested in refinancing. One executive believes that leaning into homeownership and less into mortgage rates will lead to more success.
Ginger Bell (pictured top), a mortgage industry veteran who was recently named growth officer at the National Association of Mortgage Brokers (NAMB), understands that it’s a challenging time for both brokers and customers.
“It’s an interesting spot that we are right now in the industry overall,” Bell told Mortgage Professional America. “We came from an amazing time in 2021 and 2022, and then quickly the rate environment changed that, along with the compounded effect of lack of inventory.”
She stresses that brokers must emphasize home ownership in their local areas as a way to overcome the challenging market.
“It’s the originators that lean into being in that local market, which our broker community very much does,” Bell said. “And lean into homeownership, and not rates, and stay focused on that. We know that homeownership is one of the most powerful and positive things that consumers can have. Having those conversations is important.”
The power of community
When times are tough in the industry, Bell believes brokers will come together and support one another. This allows brokers to maintain a positive mindset when speaking with a potential homebuyer.
She also believes it's about changing the perception of homebuyers and homeowners about the current market conditions.
“I was in (Washington) DC last weekend, and was talking to someone who lived in the area,” she said. “They currently owned a home, but they wanted to buy another investment property. They said, ‘I’m going to wait for rates to go down.’ I said, ‘Why are you waiting for rates to go down?’
“And I think that’s it. I think collectively as an industry, we need to understand that we are the ones who can change the dialogue. It’s by putting content out there, by seeing videos out there, that are saying the rates are the rates.”
She noted that one thing hesitant buyers are not considering is that when rates go down, competition for a limited inventory of properties will increase, causing prices to rise as well.
U.S. house prices are moderating as buyers hesitate due to high rates, leading to more seller concessions. However, Trent Hufstetler, a mortgage advisor at Mpire Financial, notes these aren't always enough to motivate buyers. https://t.co/4eeXIkm8L5
— Mortgage Professional America Magazine (@MPAMagazineUS) June 26, 2025
“The rates are not nearly as important as what you’re looking at in terms of the payment and affordability,” Bell said. “The individual I was talking to said, ‘I bought a house two years ago.’ I asked, ‘Has your value gone up? Then why are you waiting for rates to go down? Do you think that the rates going down are going to make the market any better and less competitive for you? It will increase the competitiveness.’”
How things used to be
Bell can recall what mortgage rates looked like in the late 1980s, and it was a much different landscape than what brokers and buyers face today.
"There is so much talk about rates on the news," she said. "Our first house that we had built back in the late 80s it was on an (adjustable-rate mortgage). We put 10% down, and the low (rate) was 13% and we were just excited to be in a house.”
She hopes that homeowners today can experience the same sense of satisfaction that comes with moving into a home. It should be less about interest rates and more about affordability; if people can afford it, they should seize the opportunity.
“The conversation needs to be about homeownership,” Bell said. “The conversation needs to be about being a part of your community, and then also the affordability. I think it’s an important conversation to have. A lot of our younger generation are going in and buying houses with friends and creating relationships with that.”
Her message to brokers is to emphasize the joy of homeownership to potential buyers, as it is a significant moment in people’s lives, especially for first-time homebuyers.
“It’s staying committed to your craft,” she said. “And realizing that you’re a loan officer because you help people get into homes, not because you sell rates.”
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