Market Script (PEG)

Weekly scripts enabling you to facilitate discussion about the market with your customers and referral sources.

What is PEG?

“What do you think rates are going to do?” This is a common question Loan Officers must frequently answer.

At XINNIX, we believe professional loan officers should respectfully and directly answer this key client question to ensure maximum customer satisfaction. Why? Because you never get a second chance to make an excellent first impression. The confidence, manner, content, and concise nature in which this question is answered is critical to gaining a customer’s “buy in”.

PEG is an acronym that stands for:

    • Present (current market conditions)
    • Expectations (industry expert’s forecast)
    • Guidance (personal, client specific advice)

When you exude personal confidence, communicate with clarity and provide brief, accurate and relevant market information to your clients, you will differentiate yourself as a true professional. Our weekly market script will help you consistently deliver a professional response to your client’s important market question and you will gain a tremendous opportunity to showcase your professionalism!

Week of December 11, 2017

Present Market Conditions

Attributed to Sean Becketti, Chief Economist, Freddie Mac.

“This week’s survey reflects last week’s uptick in long-term interest rates, with the 30-year fixed mortgage rate up 4 basis points to 3.94 percent. The 30-year mortgage rate has been bouncing around in a 10 basis point rage since September.

“While long-term rates have been relatively steady week-to-week, shorter term interest rates have been on the rise. The spread between the 30-year fixed mortgage and the 5/1 Hybrid ARM rate was 59 basis points this week, down 43 basis points from earlier this year. With the narrower spread between fixed and adjustable mortgage rates, more borrowers are opting for a fixed product. The MBA reported earlier this week that the ARM share of conventional mortgage applications was 16.7 percent, down from over 20 percent in the spring.”

Expectations

Again, not much change with our 30-year fixed rate last week.  Pretty much business as usual.  We’ll continue to keep an eye on retail numbers for the next two weeks as well as GDP for the final quarter and annually.  With the Fed poised to increase short term rates this week, it will be interesting to see how this holds for fiscal strategy going into the new year.

Guidance

“It seems that the Federal Reserve may be positioned to increase the Fed Fund Rate before the end of the year. While this will not directly affect mortgage rates it certainly indicates the Fed’s recognition regarding possible future inflation. With GDP predicted to be about 3.0% for 2017 and a stock market that seems to be setting records each week, it appears the Fed will want to take a step to slow growth just a bit. An increase in the Fed Fund rate will affect things like home equity loans, credit cards and auto loans. An overall inflationary economy may lead to higher mortgage rates next year.”

Be sure to check back each week for a new market script!

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