Every Friday at 6 AM · Edition 29 · September 11, 2026

The Friday Rate Sheet

What happened this week and how to use it in your business.

Build your business

The listing conversation starts before the appointment.

A homeowner does not need another agent asking, “Are you thinking about selling?” They need a reason to believe you understand what is happening around their house.

This week, build a five-address opportunity list. Find homes that are withdrawn, expired, sitting longer than the neighborhood norm, or owned by people who have already mentioned a move. Then bring each owner one useful observation and one clear next step.

The goal is simple: earn the appointment by doing the first piece of work before you ask for it.

The rate sheet

This week’s mortgage rates.

What caused the sudden jump: Mortgage rates were already near their recent highs when two things hit the bond market. Oil surged above $100 as the conflict with Iran escalated, increasing concern that energy costs could keep inflation elevated. Then the Treasury announced a larger $6 billion purchase of long-term government debt, but the amount was smaller than some investors hoped. Long-term Treasury yields rose instead of falling. The 10-year yield briefly reached about 4.85% Wednesday, and mortgage-backed securities weakened. Lenders responded with materially higher rate sheets.

That is why the daily Mortgage News Daily index jumped 0.08 percentage point Wednesday, while Freddie Mac’s weekly number shows a smaller move. The Freddie Mac survey averages submissions gathered over several days and can lag a fast market change. The daily number reacts sooner. Neither is a quote for a specific buyer.

Today at 8:30 AM Eastern: the August Consumer Price Index arrives after this 6 AM edition. Inflation data could create another move in either direction. Send me the active scenario after the report so I can work from current pricing for the actual client.

Freddie Mac, September 10 · Mortgage News Daily, September 9 · 10-year Treasury and buyback reaction · BLS CPI calendar

Why this works now

The market is giving you a reason to call.

Realtor.com reported that active inventory was 4.2% higher than a year earlier for the week ending September 5. Homes spent a median 61 days on the market, and the national median listing price was down 1.4% year over year.

That does not describe every neighborhood. It does tell you what to investigate locally: which listings are sitting, which sellers have adjusted, and which homes failed to sell because the launch did not match the market.

Your value is the local diagnosis. Bring the owner the competing listings, recent sales, days on market, and the specific change you would make.

Realtor.com weekly housing trends, September 10. National figures; verify the owner’s local market.

The five-address campaign

Do the work in this order.

1. Pick five real opportunities.
Use expired and withdrawn listings, long-held past clients, neighborhood owners who mentioned moving, or listings that have accumulated days without a contract. Follow brokerage rules and applicable solicitation laws.

2. Build a one-page evidence sheet.
Include the subject property, three active competitors, two relevant closed sales, the neighborhood’s current pace, and one change you would recommend. Do not invent a value before seeing the home.

3. Lead with the observation.
Tell them what you found in plain language. Offer the page. Ask for 20 minutes to walk through it.

4. Leave with a dated next step.
Book the property walkthrough, pricing meeting, preparation visit, or follow-up call while you are together.

Steal this

Three ways to open the conversation.

For a homeowner you know

Hey [name], I was reviewing what is selling around you and noticed [specific local fact]. I put together a one-page look at the competition and the recent sales. Want me to bring it by and show you what I think it means for your house?

For an expired or withdrawn listing

Hi [name], I saw that [address] came off the market. I reviewed the listings buyers compared it with and found two things I would change before relaunching. I can show you the evidence in 20 minutes. Would [day] or [day] be easier?

When they say, “We are going to wait”

That may be the right call. Let me give you the current competition and a short preparation plan so you know what to watch while you wait. Then we can set a date to review it again.

Turn the appointment into a listing

Diagnose before you prescribe.

At the house, ask what they expected from the last attempt, what feedback they heard, what changed, and what result they need from the sale. Then walk the property before you recommend price or preparation.

Show the evidence in three buckets: position, presentation, and promotion. Explain where the home would compete today and what you would do in the first seven days.

If the seller also needs to buy, bring me into the next meeting for the financing sequence. You own the property and listing strategy. I handle the mortgage work.

Your plan for next week

Five addresses. Five useful reasons to talk.

Monday: Select the five properties and verify ownership, listing history, and local contact rules.

Tuesday: Build the evidence sheets with current MLS information and local comparable sales.

Wednesday: Make the calls and deliver the pages.

Thursday: Hold appointments and book the next commitment.

Friday: Follow up with a new fact, not “just checking in.”

Suggested workflow. Results depend on the market, outreach, and individual circumstances.

AI you can use

Turn MLS facts into an appointment brief.

Paste only verified, nonprivate property information into your AI tool:

I am a real estate agent preparing for a homeowner conversation. Using only the verified facts below, organize a one-page appointment brief with: active competition, relevant closed sales, days-on-market pattern, questions I should ask, and three possible relaunch improvements. Do not estimate the home’s value. Flag missing information. Use plain language and no em dashes. Facts: [paste verified MLS data].

Check every line against the MLS before using it. The tool organizes your research. Your local judgment makes it useful.

That’s the Sheet

Earn the meeting before you ask for the business.

Pick five addresses. Find the useful fact. Bring the owner a clear next step. One prepared conversation can become the listing, the next purchase, and two closings.

Cole Brantley

Mortgage Broker · AI Educator · Agent Growth Partner
(813) 579-8812 · [email protected] · NMLS# 1905939

Cole Brantley, Loan Officer, NMLS# 1905939. Mpire Financial, NMLS# 2108504. 189 S Orange Ave #2020, Orlando, FL 32801. Equal Housing Lender.

Mortgage rates shown are national benchmarks for educational purposes and do not represent a personal rate quote, commitment to lend, or offer of credit. Actual rate, APR, payment, and costs vary. Not all applicants will qualify. Verify licensing at NMLS Consumer Access.