Tips to Win the Spring Real Estate Game

March can be a little “mad” and not just with college hoops. Spring has truly kicked in for real estate, with longer days, serious buyers, and more consistent listings. Check out my tips below to set the tone for a winning spring and help your buyers score!

Make Strategy, Not Rates, Your Gameplan

Many 2026 housing forecasts predicted mortgage rates would decline, and for the first couple of months, that’s been the case. The average 30-year fixed rate dropped to 5.99% at the end of February, the lowest rates we’ve seen since 2022. The psychological effect can get paused buyers re-running the math and sellers reconsidering a move.

That said, bonds have reacted negatively to recent geopolitical events, contributing to rates pushing above 6% again. Although bonds are often typically a safe haven during periods of uncertainty, conflict that affects inflation expectations can reverse that dynamic, pushing yields higher and, in turn, driving mortgage rates upward.

But as we know...

• Mortgages are more than their rates.

• Markets (and headlines) are always changing. We just need to stay the course.

So when your buyers ask “when will rates go down again?”, let’s focus on what we can control. Shift the conversation from “rate watching” to “strategy planning.” I’ll run the numbers so they feel informed and supported, not pressured, as we look at:

• What monthly payment is comfortable?

• What price range makes sense long term?

• What refinance or restructuring options might exist later?

Together, we can help your buyers approach the process with confidence. I’m here to help – just ask!

Pre-Approvals: A Game-Changer

Just like March college basketball, the spring market moves quickly, and only the prepared teams advance. Buyers who started browsing in January and February are active now. The problem? Many of them don’t have a full pre-approval.

In a competitive environment, a pre-approval will get them off the sidelines and into the game. Now is the perfect time to:

• Reconnect with those buyers who are “just looking.”

• Encourage a fully underwritten pre-approval, not just a quick pre-qualification.

• Ready your buyers to move fast when the right listing hits.

Pre-approvals help you, too, with faster contract acceptance, more negotiating power, and fewer last-minute surprises.

A pre-approval is not a guarantee of a final loan approval. Any material change to credit worthiness, employment status, or financial position may impact final loan approval. All loans subject to satisfactory appraisal, clear property title, and final credit approval.

Barry Habib Forecast Play-by-Play

If you missed MBS Highway CEO Barry Habib’s housing forecast webinar* last month, no worries – you can check it out here for positive insights to share with your buyers.

Every great coach has a favorite slogan – and Barry’s is Date the rate, marry the home. Rates are temporary, but the home is a long-term investment. Buying now versus later means your clients could benefit from Barry’s estimated 3.96% appreciation this year. If rates go down later, we can talk refinancing.

“You’d rather gain the appreciation than pay the appreciation,” said Barry. I don't know another asset that has been so consistently showing positive results.”

He also emphasized buying over renting. That may sound like an “air ball” to clients who – understandably – feel renting is cheaper. And for the first year or two, it is.

But as Barry explained, appreciation and tax benefits make homeownership the better long-term option. The mortgage is a fixed payment; rents will always go up.

I’m happy to run a detailed rent versus buy scenario for your clients, where we look at their specific neighborhood and compare payments apples-to-apples.

*The views expressed by MBS Highway are not those of Atlantic Bay Mortgage Group L.L.C. Information is for educational purposes only.

Gearing up for Competition

Historically, inventory begins to rise in March. Sellers who waited through winter are listing, and families hoping to move before the next school year start making decisions.

But more inventory + the spring season means more serious buyers, multiple-offer situations, and tighter timelines. Here are some ways I can help:

• Quick pre-approval and updates (same day whenever possible)

• Payment scenario breakdowns for new listings

• Clear communication with listing agents to strengthen your offer

Let’s team up to make sure your buyers are ready with knowledge, numbers, and confidence to outplay the competition.

Daylight Saving Time Has Buyers Warming Up

It may sound simple, but spring’s extra daylight changes buyer behavior. Longer evenings mean more after-work showings and open house traffic. Buyers can feel more energized, and that additional sunlight creates more impactful showings.

And I don’t mind the overtime game. Call, text or message me any time – I’d love to qualify a buyer, help with an open house, or provide payment scenarios for your listings.

If you have buyers who are thinking about making a move this spring, let’s connect now. A quick strategy call now can make all the difference when the right home hits the market.

Here’s to a successful, momentum-filled March.