What would happen if every buyer had access to zero-down, no-MI VA-style loans?

In this episode of The Mortgage Athlete Podcast, Tracy Hayes and Tom Reber welcome veteran mortgage expert Gabriel Santiago from Atlanta. The trio unpacks the current market outlook, including predictions for Fed rate cuts, and how dipping interest rates could spark another buying frenzy. With deep expertise and candid conversation, Gabe outlines why he believes we’re headed toward a 5.8% “natural” mortgage rate—and how that could be the tipping point for mass market activation.

Listeners are treated to game-changing strategies like builder-forward financing, zero-down FHA options, and creative buy-down solutions to help small builders stay competitive. But it’s not all numbers and policy—this episode also highlights the human side of lending. Gabe shares his passion for educating buyers, the role of affiliate relationships, and his vision for a new wave of financial literacy—starting in high schools. Whether you’re a first-time buyer, builder, or loan officer, this episode will leave you ready to compete like a pro.

Connect with the hosts and guest on LinkedIn—Tracy Hayes, Tom Reber, and Gabriel Santiago with Planet Home Lending. Whether you’re looking for cutting-edge loan solutions, builder partnerships, or just a fresh perspective, reach out and let’s collaborate over lunch. Let’s win in this market together.

Highlights:

00:00 – 03:19 Intro and Rate Cut Predictions

• Meet guest Gabe Santiago from Atlanta
• Fed rate cut expectations for 2024 and 2025
• Market sentiment and loan officer perspectives
• Natural mortgage rate predictions around 5.8%
• Consumer behavior shaped by historic low rates

03:20 – 06:54 Post-COVID Housing Trends and Economic Shifts

• Migration patterns from California to the Southeast
• Remote work acceleration and market impacts
• Real estate activity spikes and builder signals
• Outlook for Atlanta vs Jacksonville housing
• Interest rate thresholds that spark buying frenzies

06:55 – 10:10 Builder Incentives and Market Leverage

• ·        Homeowners with high equity making price concessions
• ·        Builders offering buy-downs and closing cost coverage
• ·        Challenges faced by regional builders
• ·        Wealth strategy using equity and capital gains
• ·        Role of advisors in timing purchases and investments

10:11 – 13:05 Gabe’s Background and ATL Mortgage Strategy

• ·        Gabe’s 20-year mortgage journey
• ·        Transition from consulting to lending
• ·        Marketing through relationships and real estate networks
• ·        The “mortgage Sherpa” approach to client education
• ·        Building loyalty through trust and long-term service

13:06 – 18:00 Niche Products and Builder Financing Solutions

• ·        Zero-down FHA product advantages
• ·        VACP loan uniqueness and competitiveness
• ·        Helping small builders offer sub-5% rates
• ·        Custom programs like HELOCs in 5 days
• ·        Why product innovation is essential in today’s market

18:01 – 30:12 Dream Loans, Tech, and The Future of Lending

• ·        The case for VA-style loans for everyone
• ·        5-year fixed step product for first-time buyers
• ·        Financial literacy efforts in high schools
• ·        Leveraging technology for instant underwriting
• ·        Why Planet Home Lending leads in innovation and service

Quotes:

 “You do five mortgages in your life — I do five to ten a month. I’m your education.” – Gabriel Santiago

“California came east quick during COVID… and that accelerated the market ten years in two.” – Gabriel Santiago

“Ask me how to get zero down and get into this house.” – Gabriel Santiago

 “When there’s Gabe and mortgage in Atlanta — that’s me. Nobody else.” – Gabriel Santiago

To contact Gabriel Santiago, learn more about his business, and make him a part of your network, make sure to follow him on his LinkedIn.

Connect with Gabriel Santiago!

Linkedin: https://www.linkedin.com/in/gabriel-santiago-1982912a/

Connect with me! Website: toprealtorjacksonville.com  

Website: toprealtorstaugustine.com 

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