Rethink Everything About Being a Homeownership Advocate

Mortgage experts have marketing advice and tactics to assist loan officers build their business by attract and nurturing niche borrower segments

Build A Long Term Pipeline by Helping Borrowers with Student Loans
Brian Vieaux, President & COO, FinLocker

Advocacy in Action: How NAMB Champions the Voice of Mortgage Brokers Nationwide
Valerie Saunders, 2024 President, National Association of Mortgage Brokers

Advocating for Low-to-Moderate Income Homeownership Opportunities
Brian Vieaux, President & COO, FinLocker

Advocacy in Action: Supporting First-Time Homebuyers with Financial Education that Builds Pipelines
Brian Vieaux, President & COO, FinLocker

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Build A Long Term Pipeline by Helping Borrowers with Student Loans

Brian Vieaux, President & COO, FinLocker

On Monday, May 5, millions of defaulted student loans were put into collections. The U.S. Education Department has not collected on defaulted loans since March 2020. According to Treasury Department officials, only a little more than a third of the nearly 43 million people who have student loan debt have made regular payments since repayments started for most borrowers in October 2023.

Millions of Americans face additional financial pressure that could delay homeownership dreams. Many homeowners will also be facing financial pressure to make their mortgage payments on time. However, this challenge presents a unique opportunity for loan officers to provide guidance and solutions to renters with student debt who aspire to become homeowners.

This article outlines strategies to connect with these potential clients, offering practical advice on outreach, communication, and specialized mortgage products that address their specific needs.

Understanding Your Target Market

A TransUnion analysis estimates that roughly 20% of the 19.6 million student loan borrowers are at risk of defaulting, excluding people in deferment or forbearance and private student loan borrowers.

On average, people who faced default lost an average of 63 points, TransUnion found, although those with higher credit scores were at risk of losing much more. Those with a credit score of 781 or higher could see an average credit score decline of 175 points due to impending student loan defaults.

Renters aspiring to become homeowners need education on dealing with credit score impacts if they default, down payment assistance programs and student loan-friendly mortgage options.

Building Your Marketing Strategy

1. Position Yourself as a Student Loan-Savvy Mortgage Expert

Develop educational content that acknowledges student loan challenges while presenting homeownership as achievable. Focus on:
• FHA loans with flexible student debt calculations
• Down payment assistance programs
• First-time homebuyer programs
• Student loan refinancing options in conjunction with mortgage planning.
• Debt-to-income ratio management strategies

2. Email Campaign for Database Outreach

Create an email campaign targeting renters in your database, focusing on those who may be affected by student loan collections.
• Initial outreach explaining the situation and your specialized knowledge
• Educational content about mortgage options despite student loan challenges
• Invitations to webinars or one-on-one consultations
• Success stories of clients with similar challenges

The key is positioning yourself as an expert who understands both student loan dynamics and mortgage qualification strategies.

3. Targeted Social Media Campaign

Connect with concerned first-time homebuyers on social media with informative LinkedIn, Facebook and Instagram posts and videos on Instagram and TikTok.

Click here for social media posts, video scripts and emails to borrowers in your database.

Practical Implementation Strategies

1. Host Student Loan Homebuyer Workshops

Conduct virtual or in-person workshops specifically for renters with student debt. Cover topics like:
• How different loan programs calculate student debt
• Income-based repayment strategies that improve mortgage qualification
• Down payment assistance programs
• The long-term financial benefits of homeownership vs. renting while managing student debt

2. Partner with Student Loan Counselors

Expand your referral network by partnering with nonprofit credit counseling agencies or student loan advisors working directly with prospective clients.

Connect with LoanSense, which specializes in working with mortgage professionals and their borrowers with student loan debt, to advise borrowers on their options for loan forgiveness, refinancing student loans and repayment plans.

3. Develop a Student Loan Homebuyer Program

Create a branded program that includes:
• Free financial assessment
• Student loan impact analysis
• Customized mortgage strategy
• Regular check-ins throughout the repayment and saving process

4. Leverage Testimonials and Success Stories

Document case studies of clients with student debt who successfully purchased homes. Share these stories (with permission) in your marketing materials to demonstrate real-life success.

The resumption of student loan collections presents both challenges and opportunities for mortgage professionals. By positioning yourself as a knowledgeable resource who understands the unique needs of student loan borrowers, you can help renters achieve homeownership while building a valuable niche in your market.

The most successful loan officers will be those who combine empathy and practical solutions for prospective borrowers navigating student loan challenges. By implementing the strategies outlined in this article, you can become the go-to resource for this significant market segment.

Build A Long Term Pipeline by Helping Borrowers with Student Loans

Valerie Saunders, 2024 President, National Association of Mortgage Brokers

The National Association of Mortgage Brokers (NAMB) has stood as the leading voice for mortgage professionals across the country since 1973, and 2025 is no exception. With a growing array of challenges facing the housing market, from regulatory shifts to economic pressures, NAMB’s advocacy efforts are more critical than ever. The organization remains committed to ensuring that the concerns and interests of mortgage brokers are heard by lawmakers, regulators, and industry stakeholders alike.

This year, NAMB continues to prioritize policies that promote access to credit, fair lending practices, and broker business sustainability. Through regular engagement with Capitol Hill, the association advocates for legislation that strengthens consumer protections while also preserving the broker’s role in providing choice and competition in the mortgage marketplace. NAMB has played a key role in discussions around mortgage licensing reform, transparency in loan disclosures, and the elimination of harmful trigger leads — all aimed at improving the homebuying process for consumers and streamlining compliance for brokers.

Beyond legislative efforts, NAMB empowers its members with resources to amplify their own voices. From coordinated advocacy days in Washington, D.C., to grassroots campaigns and letter-writing initiatives, the association mobilizes brokers across the country to influence policy from the ground up. These collective efforts not only raise awareness about the challenges brokers face but also highlight the essential role they play in helping families achieve homeownership.

In an ever-evolving regulatory landscape, NAMB remains steadfast in its mission: to protect and promote the interests of the independent mortgage professional. Whether fighting for fair competition, pushing for sensible regulation, or simply ensuring that brokers have a seat at the table, NAMB’s advocacy work continues to shape a stronger future for the industry and for the communities it serves.

Advocating for Low-to-Moderate Income Homeownership Opportunities

Brian Vieaux, President & COO, FinLocker

Homebuyers need a six-figure household income to afford a typical three-bedroom home in 35 states and D.C., according to Realtor.com. With the median existing home sale price at eclipsing $400,000 in March 2025, according to NAR, coupled with high everyday living expenses and economic uncertainty, the dream of homeownership feels increasingly out of reach for many low-to-moderate income (LMI) families. As loan originators, or my preferred term “homeownership advisors,” we’re uniquely positioned not only to help close loans but to close gaps in opportunity.

Advocacy starts at the individual level. We can begin by educating LMI borrowers on programs designed for them: FHA, VA and USDA loans, state and local down payment assistance, credit counseling resources, and, of course, a homeownership-focused financial fitness app like FinLocker or KeySteps. But beyond that, we must use our voices to support policies that expand access to homeownership.

According to HUD, homeownership is one of the strongest tools for building generational wealth. Yet, systemic barriers, from student loan debt to appraisal bias, continue to block the path for underserved communities. By advocating for solutions like expanded credit criteria, improved borrower education, and affordable housing development, we can help create a more equitable system.

We also need to challenge outdated perceptions. “Low income” doesn’t mean high risk. If an aspiring homebuyer has a history of on-time rental payments and a good credit history, they have demonstrated that they are as reliable to pay their mortgage payment as any other homebuyer. With the guidance and support, LMI borrowers can become some of our communities’ most responsible and loyal homeowners.

Of course, finding an affordable home to buy in a safe neighborhood to raise a family is challenging in many cities. That’s why FinLocker offers an AI-enhanced property search, which enables homebuyers to search for entry-level homes in good neighborhoods within their budget, which they could modernize or upgrade over time.

As professionals, we can:

• Partner with local nonprofits organizations to host homebuyer education events.
• Join and support associations like the Mortgage Action Alliance and the National Association of Mortgage Brokers in advocating for inclusive lending policies.
• Encourage your local city and state governments to invest in affordable housing and responsible lending initiatives.

Every individual, family and single parent we help to become a homeowner is a step toward stronger communities.

Advocacy in Action: Supporting First-Time Homebuyers with Financial Education that Builds Pipelines

Brian Vieaux, President & COO, FinLocker

In today’s housing market, homebuyers face multiple challenges, ranging from high interest rates and student loan debt to economic uncertainty and home affordability barriers. As a mortgage loan originator, your role can go far beyond the transaction. You have an opportunity and an obligation to serve as an advocate and educator, especially for those navigating the path to homeownership for the first time.

Why Financial Education Is a Form of Advocacy

Providing financial education isn’t just good community engagement—it’s good business and a compliant, proactive way to nurture future clients.

First-time buyers often delay entering the market due to a lack of understanding around credit, down payments, or loan options. This gap creates fear and indecision. But by stepping in early as a trustworthy source of information, you help borrowers make informed, empowered choices.

Educating consumers on budgeting, credit improvement, and the full cost of homeownership supports the Consumer Financial Protection Bureau’s (CFPB) emphasis on clarity and fairness in lending. It helps prevent misunderstandings that could otherwise lead to perceptions of unfair, deceptive, or abusive acts or practices (UDAAP).

Meeting Borrowers Where They Are: The FinLocker Advantage

This is where technology becomes an ally. Tools like FinLocker are helping loan officers deliver personalized, compliant financial education and support at scale.

FinLocker allows loan originators to:

• Help prospective buyers understand and manage their credit, debt, and savings goals.
• Provide secure, personalized financial coaching through an app that puts consumers in control of their financial data.
• Share relevant content about homebuying, budgeting, and the mortgage process in a non-intrusive, self-paced format.
• Enable borrowers to monitor their mortgage readiness without feeling pressured to apply prematurely.

This kind of long-term nurturing builds trust and ensures you’re building a pipeline of qualified borrowers the right way.

 Partnering for Impact

Financial education works best when delivered in partnership:

• Host workshops with real estate agents, nonprofits, and housing counselors.
• Visit local schools, colleges, or community centers to talk about budgeting, credit, and the homebuying process.
• Create simple, compliant educational content to share via email or social media.

By committing to financial education, you serve as a trusted guide – not just a loan originator. You’re planting seeds for future business while fulfilling a mission larger than yourself: expanding access to sustainable homeownership.

In a world of aggressive marketing and confusing messages, being the transparent, compliant, and caring voice is your strongest competitive advantage. Empower your clients early, and they’ll remember you when they’re ready to buy.