The Future of Mortgage Lending in an Uncertain Market with John G Cabrera VP of Sales at Reach

John G. Cabrera of Reach discusses mortgage innovation, affordability trends, and lender-realtor partnerships. Learn how anticipatory strategies and creative financing solutions are winning deals in a volatile market

In an exclusive interview, John G. Cabrera, a visionary leader in the mortgage industry, shares how his company, Reach, is redefining lending by anticipating market shifts rather than reacting to them.

By prioritizing education and innovative solutions—from rate buydowns to forgivable down payment grants—John’s team has transformed into a consultative force, deepening client trust and driving conversions.

He unpacks key trends, including rising first-time homebuyer activity in the South, the demand for creative financing, and how Reach’s tools like ListingCredit.com empower realtors and buyers alike. Discover how John’s partnership-driven approach and forward-looking strategies are shaping the future of real estate transactions.

How has the volatility in mortgage interest rates influenced your sales strategy and client engagement at Reach Home Loans?

We’ve embraced the volatility as an opportunity. Most lenders react to rate changes—at Reach, we anticipate them. My team shifted from quoting rates to educating clients on mortgage planning—focusing on structure, not just pricing.

We’ve doubled down on strategies like buydowns, interest rate locks, and refinance guarantees to give clients confidence in an uncertain market. It’s made us more consultative, and that’s deepened both trust and conversion.

What are the current trends you’re seeing in the U.S. lending real estate market, and how is Reach adapting to them?

There are a few big trends we’re watching:

1. Affordability pressure is pushing buyers toward creative financing.

2. First-time homebuyers are more active, especially in the South and Southeast.

3. Realtors are looking for speed and certainty more than ever.

We’ve responded by streamlining pre-approvals, launching programs like 100% financing and down payment assistance, and arming our realtors with education-first content that builds their value in the field. We’re not just adapting—we’re shaping the response.

How is Reach Home Loans positioning its products to stay competitive in today’s tightening housing market?

We’ve positioned Reach not as a lender—but as a deal enabler. That means offering tools like:

• ListingCredit.com (our seller-paid incentive platform)

• Empowered DPA with forgivable grants

• Non-QM and bank statement options for self-employed borrowers

• 100% financing for qualified FHA buyers

We build out-of-the-box solutions that help realtors win listings and buyers win contracts. That positioning sets us apart when every deal counts.

What loan products are gaining the most traction among borrowers in the current market, and why?

There’s strong momentum behind three categories:

1. DPA programs — buyers are hungry for affordability solutions.

2. Buydown structures — temporary or permanent rate relief is highly attractive.

3. Jumbo & Non-QM — especially for high-income self-employed buyers who don’t fit in traditional boxes.

Borrowers are more strategic now—they want options, not just approvals. We’re closing more deals because we can deliver both.

How are you leveraging partnerships with real estate professionals to expand Reach’s presence and sales performance?

This is where we thrive. I treat my realtor partnerships like joint ventures. We co-market listings, co-host webinars, and run social-first content strategies that drive leads to both sides of the transaction. Our approach isn’t just, “How can I earn your business?”—it’s, “How can I help you grow yours?”

Our best realtors don’t just refer us deals—they bring us into the client journey early, because they see us as part of the brand they present to buyers.

What are your projections for the lending real estate market over the next 12 months, and how is your team preparing for potential challenges or opportunities?

I see continued demand—especially from millennial buyers—paired with gradual inventory recovery and potentially mild rate relief by Q1 or Q2 next year.

The winners will be the ones already positioning today. My team is doubling down on:

• Pipeline-building through education

• Training realtors to market financing creatively

• Automating follow-up and borrower nurture at scale

  
  

We’re not waiting for the market to get easier—we’re sharpening our edge so we’re already ahead when it does