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Buyer payments didn’t spiral because people forgot how to shop; they spiraled because the inputs changed overnight. We sit down with builder leader Tommy Fryer to talk candidly about what kept new construction moving when rates doubled—and why transparency beats shiny incentives every time. From the DR Horton headlines to the realities of “payment shock” letters, we lay out how improved taxes, real insurance quotes, and honest monthly numbers safeguard buyers and reputations.
Tommy walks us through the rollercoaster: 2019 optimism, 2020–2021 mania, and the 2023 slowdown that forced everyone to reset. The answer wasn’t gamesmanship. It was forward commitments—rate lock buckets that buy down payments without inflating prices or risking appraisals. That choice to take margin pain instead of hiding costs stabilized affordability, protected backlogs, and kept trades working. We also get into inventory discipline, smarter cycle times, and how to avoid a return to metered chaos that leaves buyers waiting months for a chance to sign.
If you’re an agent or lender, you’ll hear a playbook for true partnership: full 3 percent commissions, Agent Rocks lead sharing, CE, and even builder-provided listings—plus a clear path for outside lenders to serve clients with meaningful closing cost credits. For buyers, especially VA borrowers, we map out the “rent it, then rebuy” strategy that turns relocations into stepping stones and builds long-term wealth through lease offsets and entitlement reuse. The throughline is simple: align around the monthly payment, tell the truth early, and choose programs that help families stay in their homes.
Subscribe for more real talk on mortgages, incentives, and market timing. Share this with a friend who’s considering new construction, and leave a review with your biggest question about buying in a high-rate market.
Key Factors Podcast is Powered by LoanBot.com
Host: Mark Jones | Sr. Loan Officer | NMLS# 513437
If you would like to work with Mark on your next home purchase or as a partner visit iThink Mortgage.
Chapters
1. Introductions And Industry Context (00:00:00)
2. Tommy’s Background And Builder–Realtor Alignment (00:04:20)
3. Lawsuit Spotlight And Tax Transparency (00:08:35)
4. 2019–2024 Market Whiplash (00:13:10)
5. From Booms To Headwinds: Resetting Expectations (00:19:00)
6. Interest Rate Spike And Payment Reality (00:24:15)
7. Forward Commitments And Affordability Strategy (00:28:30)
8. Pricing, Margin, And Appraisals Explained (00:34:10)
9. Inventory, Starts, And Avoiding 2021 Chaos (00:38:40)
137 episodes
