Market Snapshot — Monday, February 23, 2026

If February feels slower than expected, you’re not imagining it.

Across many Florida markets, purchase activity hasn’t collapsed — it has stalled. Buyers are still in the funnel. They’re just hesitating at the final decision point.

Rates remain volatile enough to create uncertainty but not low enough to trigger urgency. That combination produces one of the most difficult environments for Loan Officers: active prospects who refuse to convert.

Here’s what we’re observing this week:

Rates: Moving in a narrow but psychologically impactful range. Even minor upticks are causing borrowers to pause and “wait a few days.”

Buyer behavior: Pre-approved clients staying in touch but delaying offers. Many are still shopping online, attending open houses, and talking to agents.

Realtor sentiment: Concerned about deal fallout more than lead generation. Agents want certainty.

Inventory: Gradually improving in many areas, which paradoxically reduces urgency for buyers.

This is not a demand problem. It’s a confidence problem.

Why This Matters for Florida Loan Officers This Week

When buyers freeze instead of disappearing, your pipeline becomes fragile in a different way.

Deals don’t die quickly — they slowly drift away.

Borrowers start saying:

• “We want to see what rates do next week.”

• “We might wait until spring.”

• “We’re not in a rush.”

Meanwhile, Realtors are under pressure to convert active shoppers into contracts. When uncertainty rises, they gravitate toward Loan Officers who remove friction and risk.

In other words, this is a relationship market, not a pricing market.

Loan Officers who rely solely on rate quotes are vulnerable right now. Those who provide clarity, speed, and certainty become indispensable.

Tactical Takeaways: How to Unfreeze Deals Now

1) Replace Rate Conversations With Payment Strategy

Borrowers obsess over rates because they lack context. Shift the discussion to what they actually care about: monthly payment stability and long-term plans.

Instead of saying, “Rates are at X%,” say:

“Here’s what your payment looks like now — and how we can refinance if rates improve.”

This reframes the decision from timing the market to managing risk.

2) Use Short-Term Locks as a Psychological Tool

Many hesitant buyers aren’t waiting for dramatically lower rates — they just fear locking at the wrong moment.

Offering a well-timed lock strategy can convert indecision into action. Even discussing the mechanics of locks, extensions, and float options increases perceived control.

Confidence closes deals.

3) Increase Touchpoints With Pre-Approved Buyers

Silence equals drift.

Buyers who don’t hear from their Loan Officer start questioning whether they should keep looking at all. A brief weekly check-in keeps momentum alive and signals commitment.

Effective outreach right now is not salesy. It’s stabilizing.

Examples:

• “Still seeing homes you like?”

• “Anything change with your timeline?”

• “Want an updated payment estimate on that property?”

Small nudges prevent pipeline decay.

4) Become the Realtor’s Risk Management Partner

Agents are anxious about deals falling apart late in the process.

Loan Officers who communicate proactively about file strength, timelines, and potential obstacles quickly become preferred partners.

Ask yourself: Are you just pre-approving buyers, or are you de-risking transactions?

There is a huge difference.

5) Speed Is a Competitive Weapon Right Now

In uncertain markets, the lender who can close reliably — and communicate clearly — often beats the lender with slightly better pricing.

Realtors remember who protected their commission.

Borrowers remember who reduced their stress.

The Relationship Angle: Where Deals Are Actually Won

Florida real estate has always been relationship-driven, but periods of hesitation amplify this dynamic.

Realtors are quietly consolidating their lender relationships. Instead of testing multiple options, they lean heavily on partners who deliver certainty.

That means:

• Faster underwriting responses matter more

• Clear conditions matter more

• Realistic closing timelines matter more

• Availability matters more

Loan Officers who disappear after issuing a pre-approval risk being replaced mid-transaction.

Why Partnering With Dr. Mortgage Helps Loan Officers Win More Deals

Markets like this expose operational weaknesses.

Even top producers struggle if backend execution can’t support the pace and clarity Realtors require.

Dr. Mortgage is built specifically to support Loan Officers in relationship-driven purchase markets:

Execution Reliability
Files move predictably, reducing last-minute surprises that kill confidence.

Operational Support
You spend more time advising clients and less time chasing conditions.

Scalability
When activity returns — and it will — you won’t need to rebuild systems mid-surge.

Realtor Confidence
Consistent performance strengthens your referral partnerships organically.

In a frozen market, stability is a competitive advantage.

The Bigger Picture: Demand Is Building, Not Disappearing

History shows that periods of hesitation often precede bursts of activity.

Buyers who pause don’t abandon their goals — they accumulate. When confidence returns, pipelines can accelerate quickly.

Loan Officers who maintain engagement during the slow phase capture that release of pent-up demand.

Those who disengage must start from zero.

Final Thought

This week’s market is not asking you to generate new demand.

It’s asking you to preserve and activate the demand already in your pipeline.

The Loan Officers who win this spring will be the ones who kept buyers warm through the winter hesitation.

If you want to compare notes on what’s working in Florida right now — or explore how Dr. Mortgage can help stabilize and scale your production — we’re always open to a conversation.