Chances are, you’ve had a client say, “I saw a much lower rate online!” — and wonder why their actual quote looks different. It’s a common conversation in today’s market, and it all comes down to what’s behind the number.

Mortgage rates aren’t one-size-fits-all. What borrowers see in ads or social posts is often a promotional or “perfect scenario” rate that is designed to catch attention, not to represent every buyer’s reality. The real rate a client receives is built from many moving parts, including:

• Credit and downpayment: Lenders price risk, and stronger profiles earn better terms. 
• Loan type and property use: Conventional, FHA, VA, investment — each comes with different pricing factors. 
• Market dynamics: Rates move daily based on investor demand, inflation, and economic reports. 
• Discount points and closing costs: Some advertised rates require upfront payments to “buy down” the cost. 
• Lock timing: The longer a client needs to secure a rate, the more market exposure is built in.

When clients understand these factors, the focus shifts from chasing the lowest advertised number to choosing a plan that truly fits their financial goals.

That’s where partnership matters. Together, we can help buyers look past the headlines and make confident, informed decisions about financing their next home. Don’t have a Key Mortgage loan officer to work with yet? Talk to your managing broker today, and they can connect you with someone!