Set a strike rate
There is a reason that top economists and brokers will tell customers not to try to time the market. Habib notes there have been opportunities over the last 30 months for someone to refinance, but those windows were tiny, as the lowest rate drops lasted only a few days.
Out of the eight best refinance chances in that timeframe, four of them were less than three days, and two were just one day.
“If you weren’t on top of it, you missed it, which is why you got to establish a strike rate,” Habib said. “The strike rate is really important. What I would do with every customer is go back over the last three years, talk to your customers, and say, ‘Let’s establish a strike rate.’ Because, as you saw in that chart, it’s fleeting. It only lasts a few days.
“Tell them, ‘When we get to that opportunity, I will start calling, messaging, emailing you. I want us to establish it so when it hits, I can save you money.”
Kimber White returned as president of NAMB with a clear mission. He aimed to tackle housing affordability by urging changes to loan-level price adjustments and calling for practical government solutions to help first-time buyers.https://t.co/kEmVyNDXbI
— Mortgage Professional America Magazine (@MPAMagazineUS) October 17, 2025
He said the way you set up the strike rate is to ask the customer how much money they want to save each month and then calculate the rate to achieve that.