Let’s be honest—today’s Ontario real estate market isn’t lacking opportunity. It’s challenging because buyers and sellers are operating with outdated or unrealistic expectations, and too few professionals are having the honest, sometimes difficult, conversations needed to get deals done.
As a mortgage broker working closely to support realtors, I see the same frustrations again and again: buyers shopping beyond their means, sellers stuck on 2021 pricing, and agents spending time on showings that won’t go anywhere. The solution? Clarity—and that begins with three key conversations – conversations a mortgage broker can help with.
1. Buying Power Reality Check
Before showing homes, buyers must know what they can actually afford. Wishful thinking wastes time. I encourage every realtor I work with to send their buyers to me or another lender to begin the process with a firm pre-approval. Rates are changing, affordability is tight, and guessing doesn’t help anyone. Head out of the clouds, a buyer with a clear budget is a buyer ready to write offers that can win.
2. Reset Seller Expectations Early
Sellers are holding onto pandemic-era pricing, and it’s becoming a problem. In fact, in our opinion, it’s one of the biggest barriers to movement on the market right now. Real estate agents need to present honest, data-driven insights from the start. Encourage pricing strategies that reflect today’s market, not yesterday’s headlines. While this conversation is best handled by the agent, having a “seller expectations sheet” prepared in advance can help formalize things and save time down the line.
3. Are Price Drops Always the Answer?
If showings are scarce and days are passing by, you may be tempted to start slashing numbers. But before dropping the list price, check in with the seller and identify their real motivation. Are they in a situation where selling is the only solution, or are they simply testing the market? Look at showing data, feedback, and local competition. Align price changes with longer-term intent, not immediate panic. In situations where the house must be sold due to circumstances, help the client compare the cost of carrying the property for a longer selling period versus how much money will be potentially lost in a price cut.
Bottom Line
Agents who lead with truth, backed by lending clarity and market data, are the ones winning today. As your mortgage partner, I’m here to help bring that clarity to every client conversation—because informed buyers and realistic sellers are how we close deals together.
To find out exactly how we support realtors or to develop potential conversation points and pieces to try with your clients, reach out to our office today.
