A turbulent mortgage market tests more than pricing. It tests whether a loan officer can explain a confusing day, give referral partners something useful and stay available when people need answers. In this Settling Scores episode, cohosts Abdel Khawatmi of PRMG Got Mortgages and Eric Levin, cofounder of Model Match, connect those responsibilities to a practical growth strategy: use technology to prepare faster, then do the human work of communicating clearly.
Episode originally published September 25, 2026. Archive recap added October 24, 2026.
Watch Settling Scores Episode 14: Navigating Turbulent Market on YouTube.
Key takeaways: respond with information, not silence
- Consistent local relationships matter before a difficult market day arrives.
- Turn market research into explanations borrowers and agents can actually use.
- County-level averages can inform questions, but they are not individual mortgage quotes.
- Review referral-partner activity before reaching out, then offer help rather than requesting the next deal.
- AI can accelerate drafting and distribution; it does not replace understanding or conversation.
- Leadership accessibility matters as much as visibility at industry events.
The surprise Wednesday: from frustration to explanation
Abdel describes attending a professional gathering at Bell Works in Holmdel when market updates became increasingly uncomfortable. He had not expected a major inflation release or jobs report that day. What looked like an ordinary Wednesday became an exercise in figuring out what was happening while continuing to participate in the event.
The important sequence is his response. First came frustration, then research, then communication. He describes examining economic releases, public comments and geopolitical headlines before asking AI to help organize the main talking points. He absorbed the explanation and turned it into a website article and a video of roughly three minutes.
Those market references belong to the episode’s historical discussion, not a description of current mortgage rates. The durable lesson is operational: an unexpected move should trigger a communication process, not a disappearance. A homeowner does not need every detail from a trading screen to understand why a conversation about financing may need updating.
Make the explanation useful enough to share
Abdel sent the video link to his network and heard from real estate agents who appreciated having something they could give their clients. That response identifies a specific service opportunity. An agent may know buyers are worried without having the mortgage vocabulary or research time to answer their questions confidently.
He also describes writing about how the environment differed from 2008, distributing the material and offering partners a co-branded version. Roughly 32 or 33 partners requested that the content be converted into an infographic. The meaningful result was not simply another social post: partners asked to use the explanation in their own client communication.
A suggested application is to build one clear explanation first, then adapt it into a short video, a written summary and a shareable graphic. Keep the underlying message consistent across formats. Review the material for accuracy and applicable marketing requirements before partners distribute it, especially when adding names, logos or financing language.
Relationships create the opening; follow-through earns the opportunity
Earlier in the conversation, Abdel describes meeting loan officers from different companies, participating in local chambers and presenting marketing education to small groups. He connects those activities with a deliberate effort to become more involved beyond his previous local routine. A presentation for 15 people still matters alongside a larger industry stage.
Eric offers a professional referral example: someone contacted him after Bill Dallas suggested calling Eric, even though the caller was not entirely sure what Model Match did. Eric’s point is that repeated interaction can build enough trust for another professional to remember your name when an opportunity appears.
He immediately adds the essential limit: he still has to do the rest of the work. Being remembered opens a conversation; it does not complete the sale or establish that the service fits. For mortgage professionals, that distinction keeps networking grounded in useful follow-through rather than collecting introductions.
What the Model Match forecasting discussion actually covers
Eric says his team ran a forecasting report within Model Match and describes prompting its AI connector to pull forecasting data. The specific inquiry discussed was to identify counties with locks above 7% and look at 30-day, 60-day and 90-day averages. He mentions seeing counties with higher averages, including some above 8%.
He names examples across several states and emphasizes that the figures span multiple products. These are aggregate observations from the report he was reviewing, not a statement that every borrower in those counties received the same pricing. The episode uses the data to consider activity and opportunity within a difficult environment.
The practical takeaway is to ask a more precise question of the information available. A county average can prompt a conversation about what business is still occurring, but it cannot establish an individual borrower’s terms. The forecasting segment does not promise where rates will go or guarantee future production. Its value here is contextual research, not certainty.
A specific referral-partner exercise: review 24 months
Eric gives listeners an actionable assignment: review buyer agents over the previous 24 months and identify those whose activity increased or at least did not pull back. Then look a little deeper for a relevant reason to speak with them. The final step is a phone call, not another passive review of a dashboard.
His suggested opening is not a request for the next transaction. It is an offer to share observations about a market affecting both professionals. That approach connects research with service: the caller brings a useful explanation and leaves space to hear what the agent is seeing.
As a suggested implementation, choose a manageable group, use comparable periods and prepare one relevant question for each conversation. Record what help was requested and assign a follow-up date. Activity research helps prioritize attention, but the conversation should determine the next step rather than a production ranking alone.
Use AI to prepare; use judgment to communicate
Abdel describes an AI-assisted routine that supplies his team with market headlines, explanations, social video scripts and copy for written posts. He also discusses automated motivational messages to referral partners. These are examples of drafting and distribution efficiency, not evidence that sending more messages automatically produces stronger relationships.
His own process includes digesting the material and investigating further when necessary. Eric reinforces the combination of technology and human interaction, observing that people building technology also recognize the value of real conversations. The point is not to choose between software and personal service.
A suggested team workflow is simple: identify the source information, draft an explanation, review its meaning and decide which audience needs it. Then make room for questions. If a loan officer cannot explain the message without reading the draft, more preparation is needed before turning it into public guidance.
Start borrower conversations with purpose
Abdel describes organizing consumer conversations around “why, how, what.” Why is the person buying a home? How can the team help through knowledge and guidance? What financing programs may fit? This order puts the household’s purpose ahead of a product presentation.
He also emphasizes learning basic facts early, including employment or business history and available down payment. The useful principle is discovery before a lengthy program explanation. A general discussion of financing options is less helpful if it rests on assumptions about the borrower’s circumstances.
For a suggested first conversation, ask what is driving the move, what timing matters and what financial details need review. Then explain the next information needed to evaluate options. This is not a shortcut around qualification; it is a way to make the qualification conversation more focused and understandable.
Be accessible when the market is uncomfortable
Eric discusses the difference between the value of professional events and how highly polished event imagery can land with people facing a difficult business environment. He does not dismiss the work happening at those gatherings. His concern is whether colleagues and partners can also see evidence of practical effort and support.
Abdel returns to accessibility: leaders should explain why they are traveling, what they are working on and how their teams can reach them. He also describes protecting marketing and local relationship-building activity rather than withdrawing from those opportunities during turbulence.
A suggested leadership response is to establish a clear contact and escalation plan before travel. Tell the team who handles urgent questions and when leadership is available. Visibility can support a business, but a team waiting on an answer needs a reachable person more than another event photograph.
A New Jersey application: explain the next decision
For a team serving Monmouth County or Ocean County, the episode suggests a practical local rhythm: keep participating in community conversations, publish understandable mortgage education and follow up individually when someone needs context. The Holmdel and Red Bank examples show that useful professional interaction need not depend on a national conference.
For a buyer, the next useful action is more specific than watching headlines. Gather questions about purchase timing, monthly payment comfort and financing milestones, then discuss them with a licensed loan officer. Use Build My Mortgage Plan to start organizing that conversation or contact the team for help identifying the next step.
Frequently asked questions
Who hosts this episode?
The cohosts are Abdel Khawatmi of PRMG Got Mortgages and Eric Levin, cofounder of Model Match. Their discussion links mortgage-market communication, referral relationships, technology and accessible leadership.
What is the main turbulent-market lesson?
Do not disappear when the news becomes difficult. Research what is happening, explain it in useful language and remain available for individual questions. Consistent service matters more than simply increasing posting volume.
Are the rates discussed current mortgage quotes?
No. They are part of the episode’s historical market conversation. Individual terms require a separate review of the application, property, product and pricing available when the borrower is ready to proceed.
What did Eric discuss inside Model Match?
He described a forecasting report accessed through an AI connector, with a county-level inquiry about locks above 7% and 30-day, 60-day and 90-day averages. The discussion concerns aggregate research, not guaranteed predictions.
Why did agents request co-branded content?
Abdel says partners wanted an understandable explanation they could share with clients. He describes roughly 32 or 33 requests to turn the material into an infographic, illustrating demand for practical client education.
How should originators use the 24-month review?
Use it to identify agents whose activity grew or held up, then prepare a relevant conversation. Eric recommends offering observations and help rather than leading with a request for the next deal.
Can AI replace the borrower conversation?
The episode argues for combining efficiency with human interaction. AI can help organize research and draft messages; the professional still needs to understand the material, ask questions and respond to the borrower’s situation.
What can a New Jersey buyer do next?
Write down the reason for buying, the intended timeline and the payment questions that need answers. Bring those priorities into a planning conversation rather than treating a broad market average as a personal financing offer.
Keep useful communication moving
The episode’s strongest idea is that preparation and presence reinforce each other. Research gives the conversation substance; conversation reveals what people actually need. Choose one explanation to improve, one partner to call and one team-accessibility gap to close.
To talk with PRMG Got Mortgages, call 973-536-0276, visit GotMortgages.com, contact the team or build your mortgage plan.
Explore more Mortgage Intel and Abdel Khawatmi’s profile.
Author: Abdel Khawatmi with PRMG Got Mortgages | 973-536-0276
This article is general mortgage information only. It is not a commitment to lend, a rate quote, or legal or tax advice. Loan approval, terms and pricing depend on a full application, credit review and property details, and market conditions change. Talk with a licensed loan officer and your own legal or tax professional about your situation. NMLS #1712023 | PRMG NMLS #75243.