Thank-you to every veteran and military family out there. Here's a topic agents don't talk about enough: VA loans, and the buyers agents could be helping if they knew a little more about them.

In this episode:

- How many veterans are in your database, and why that's a data point worth collecting
- VA loan basics: 0% down for eligible veterans, no mortgage insurance, and a benefit that can often be used more than once
- Closing costs and the VA funding fee
- The buyer with $60,000 in the bank who can't cover a standard down payment on a $750,000 home, but may qualify with a VA loan
- Why sellers and listing agents dismiss VA offers, and why 0% down doesn't mean a weak borrower
- VA appraisals: safety, soundness and sanitation
- Why New York agents see fewer VA deals, and where the opportunity still is
- The action item: find five veterans in your database and call them, without asking for business

Questions about VA loans? Message Scott or leave them in the comments.

Chapters:
0:00 When a VA loan turns a renter into a buyer
0:14 Recorded on Veterans Day: thank you to our veterans
0:44 Why VA loans are a missed opportunity for agents
1:37 How many veterans are in your database?
2:07 VA loan basics: 100% financing
3:08 Closing costs and the VA funding fee
3:31 Example: a $750,000 home and $60,000 in the bank
4:45 Why listing agents dismiss VA loan offers
6:14 VA appraisal myths: safety, soundness and sanitation
6:58 0% down doesn't mean a weak borrower
7:38 VA loans in New York: co-ops, condos and 1–4 family homes
8:03 Action item: find five veterans in your database
9:39 Questions about VA loans?

Watch the full episode: https://youtu.be/Djjhszsfwsg
Join Scott's Inner Circle: https://ccm.com/scott-nadler-inner-circle
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

Not affiliated with or endorsed by the U.S. Department of Veterans Affairs or any government agency.

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

For educational purposes only. Examples discussed are illustrative and not typical. Rates and terms vary based on borrower qualifications and market conditions. Eligibility and structure depend on borrower intent, occupancy requirements, and underwriting guidelines. Not a commitment to lend. Equal Housing Opportunity.

Scott Nadler, NMLS 385124. CrossCountry Mortgage, LLC NMLS 3029.

A lot of agents have told Scott lately that their business has come to a screeching halt. Then one agent posted the question to other agents: "Realtors, what's working for you in 2026?" Buyers are hesitant, listings are sitting longer, and he wanted to know what's actually converting into closed deals. Scott goes through the five best answers, and the last one is his own.

In this episode:

- Why your database is your greatest asset, and why past leads from 2024 and 2025 are worth a call now
- How to build database outreach into your week so a big list doesn't stall you
- Becoming the local expert for a building, a neighborhood or a type of client
- Why "I'm looking for first-time buyers at firms like Goldman Sachs" gets more referrals than "send me anyone"
- Using social media to start five real conversations instead of chasing 10,000 views
- The 20-year agent who went from 30+ transactions a year to 10 and kept the same income
- Nothing works all the time, but everything works sometimes, and what 10 calls a day adds up to

What would you tell this agent? Scott wants to hear what's working for you.

Chapters:
0:00 Know what you're good at
0:14 When agents say their business is dead
1:35 The post: "Realtors, what's working for you in 2026?"
3:04 1. Your database is your greatest asset
4:48 2. Become a local real estate expert
6:32 Why a specific ask gets you more referrals
8:32 3. Use social media to start conversations, not chase views
10:25 4. Work smarter, not harder
13:06 5. Nothing works all the time, but everything works sometimes
15:18 Consistency and compounding: 10 calls a day
15:51 What would you tell this agent?

Watch the full episode: [EPISODE LINK]
Join Scott's Inner Circle: https://ccm.com/scott-nadler-inner-circle
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

For educational purposes only. Examples discussed are illustrative and not typical. Rates and terms vary based on borrower qualifications and market conditions. Eligibility and structure depend on borrower intent, occupancy requirements, and underwriting guidelines. Not a commitment to lend. Equal Housing Opportunity.

Scott Nadler, NMLS 385124. CrossCountry Mortgage, LLC NMLS 3029.

The Fed held rates steady at 3.75% to 4%. Scott recorded this within an hour of the announcement and Chair Kevin Warsh's press conference to break down what was said and how agents can use it with buyers.

In this episode:

- Why the Fed rate is a 24-hour rate between banks, and why it doesn't move 30-year mortgage rates directly
- Inflation as the number one driver of mortgage rates, and why two Fed members voted for a hike
- Why a Fed hike can sometimes bring mortgage rates down, and a cut can push them up
- How to answer a buyer who says "I'm waiting for the Fed to lower rates"
- Why locking in the price matters more than the rate
- When an adjustable-rate mortgage could make sense, since most people refinance, pay off or sell in 6.5 to 7 years
- How a 2-1 temporary buydown works, and why a seller with a stale listing might pay for one

Getting questions from buyers you're not sure how to answer? Email Scott's team at scottnadlerteam@ccm.com.

Chapters:
0:00 What a Fed cut or hike really means for mortgage rates
0:49 The Fed holds steady at 3.75% to 4%
1:36 Why the press conference moves markets more than the decision
2:37 Inflation: the number one driver of mortgage rates
5:20 Misconception: a Fed hike can mean lower mortgage rates
6:06 Why didn't the Fed raise rates?
7:08 How agents can use this with buyers
8:54 "I'm waiting for the Fed to lower rates"
10:06 Lock in the price, not the rate
10:38 Adjustable-rate mortgages in this market
12:13 Temporary buydowns
14:16 Questions from your buyers? Reach out

Watch the full episode: [EPISODE LINK]
Join Scott's Inner Circle: https://ccm.com/scott-nadler-inner-circle
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

For educational purposes only. Examples discussed are illustrative and not typical. Rates and terms vary based on borrower qualifications and market conditions. Eligibility and structure depend on borrower intent, occupancy requirements, and underwriting guidelines. Not a commitment to lend. Equal Housing Opportunity.

Scott Nadler, NMLS 385124. CrossCountry Mortgage, LLC NMLS 3029.

In every transaction there's a hurdle that can delay a closing or stop it entirely. In New York co-ops and condos, it's often the management company. Scott walks through three strategies his team uses, with the real deals behind each one.

In this episode:

- A purchase that sat four weeks without a signed contract, and why every extra day gives a buyer time to back out
- The building insurance increase management called impossible, done three weeks later
- Strategy 1: management companies work for the board. One email from a co-op board president moved a closing up within 24 hours
- Strategy 2: don't assume the management company is right. A questionnaire showed 30% sponsor ownership. The real number was 5%
- Strategy 3: it takes a village. Why buyer's and seller's agents should copy each other on everything
- Why a lender may ask for documents "no one has ever asked for before," and a better way to push back

Dealing with a difficult management company? Email Scott at scott.nadler@ccm.com.

Chapters:
0:00 When the deal closes, everyone wins
0:19 The barrier that delays NYC co-op and condo closings
1:09 Four weeks without a signed contract
2:16 The insurance increase management called impossible
3:20 Strategy 1: Management companies work for the board
4:38 One email from the co-op board president
6:11 Strategy 2: Don't assume the management company is right
7:27 The 30% sponsor ownership mistake
8:24 Strategy 3: It takes a village
9:24 "No one has ever asked for this before"
11:05 Hop on a call with your lender
11:45 Share your tips and horror stories

Watch the full episode: [EPISODE LINK]
Join Scott's Inner Circle: https://ccm.com/scott-nadler-inner-circle
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

For educational purposes only. Examples discussed are illustrative and not typical. Rates and terms vary based on borrower qualifications and market conditions. Eligibility and structure depend on borrower intent, occupancy requirements, and underwriting guidelines. Not a commitment to lend. Equal Housing Opportunity.

Scott Nadler, NMLS #385124. CrossCountry Mortgage, LLC NMLS #3029.

At a recent presentation to about 50 agents, one of them raised his hand and asked Scott to talk about purchase CEMAs. It's a tool too few agents know about, and it can help buyers save money at a time when rates are rising.

In this episode:

- What CEMA stands for and how New York's mortgage recording tax works
- A full example: $1 million home, 20% down, $800,000 loan, $15,400 in mortgage tax
- How a CEMA combines the seller's existing mortgage with the new "gap money," so only the new portion is taxed ($5,400 in Scott's example)
- When to bring it up with your buyer, and why you want to be the one who does
- How to check whether a seller has a mortgage on ACRIS
- When a CEMA doesn't make sense: fees that outweigh the savings, and a seller's lender that takes two, four, even six months

Have a buyer who could benefit from a CEMA? Email Scott at scott.nadler@ccm.com.

Chapters:
0:00 Why a purchase CEMA is a value add for buyers
0:16 An agent asked: can you talk about purchase CEMAs?
0:57 What is a purchase CEMA?
1:39 Example: $15,400 in mortgage tax
2:08 How a CEMA works
3:15 Why only the new portion gets taxed
3:32 Real numbers: $15,400 vs $5,400
4:47 When to bring it up with your buyer
5:35 Use ACRIS to check the seller's mortgage
6:04 When a CEMA doesn't make sense
7:10 How this sets you apart

Watch the full episode: https://youtu.be/lwYxNhvL-PI
Join Scott's Inner Circle: https://ccm.com/scott-nadler-inner-circle
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

For educational purposes only. Examples discussed are illustrative and not typical. Rates and terms vary based on borrower qualifications and market conditions. Eligibility and structure depend on borrower intent, occupancy requirements, and underwriting guidelines. Not a commitment to lend. Equal Housing Opportunity.

Scott Nadler, NMLS 385124. CrossCountry Mortgage, LLC NMLS 3029.

There's a lot of chaos in real estate right now. Buyers and sellers are panicking, and it's easy for agents to panic with them. At times like this, Scott Nadler goes back to the fundamentals, and for him that starts with one book: The One Thing by Gary Keller and Jay Papasan.

Scott took literal notes on it years ago. Here are his top seven takeaways:

1. The focusing question: what's the one thing you can do such that by doing it, everything else will be easier or unnecessary?
2. Everything on your to-do list is not equally important. Crossing something off can feel good without being productive.
3. Find the first domino. The one-tooth trick, and a story about Misty Copeland's sneakers.
4. Put your priority on your calendar as an appointment. Would you check email during a meeting with Warren Buffett?
5. Multitasking and constant availability undermine focus. What are you chasing, and what's chasing you?
6. Build a habit around the work that matters, like prospecting.
7. Connect the big goal to today's action: goal setting to the now.

Read it already? Reach out to Scott on Instagram or Facebook and tell him the takeaway that stuck with you.

Chapters:
0:00 Back to the fundamentals in a chaotic market
0:34 The One Thing by Gary Keller and Jay Papasan
1:21 #1: The focusing question
2:19 #2: Your to-do list isn't equally important
2:52 #3: Find the first domino
3:44 Misty Copeland's sneakers
4:33 #4: Make an appointment with yourself
5:17 The Warren Buffett test
5:41 #5: Multitasking undermines focus
6:56 #6: Build a habit around the work that matters
7:58 #7: Goal setting to the now
8:48 Motivation comes and goes
9:47 Why read it in this market

Watch the full episode: https://youtu.be/wOPjuE1bRlA
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

Real estate runs on chaos. Loans fall apart, appraisals come in low, buyers back out, and offers show up out of nowhere. You can't control any of that. You can control how organized you are when it happens, and that's what separates a lot of top agents from everyone else.

In this episode, Scott Nadler walks through three ways to control the controllables:

1. Be honest about whether your system is working. Look at the results, not your feelings. A comedian friend's warning: your brain lies with confidence.
2. Templatize the repetitive. Write down your answers to the questions you get every week, the way a great waiter knows the menu cold when they're suddenly covering 40 tables.
3. Outsource what doesn't need to be you. Why 80% as good beats 100% perfect, and how much of a board package someone else can put together.

Plus the 15-minute buffer Scott's team builds in after every call, using voice notes so nothing slips, and why he didn't cut a single corner when a top referral agent bought her own co-op.

What's the one organizational method that works for you? Email scottnadlerteam@ccm.com. The best answers get featured in the newsletter.

Chapters:
0:00 Not having a system is creating a ceiling
0:15 Organization: the hidden cost in real estate
1:00 Controlling the controllables
2:10 Three offers due and a $5M buyer calls
2:34 Way #1: Is your system actually working?
3:21 "Your brain lies with confidence"
5:18 Way #2: Templatize the repetitive
6:30 The waiter who goes from 20 tables to 40
8:27 Scripting the first buyer conversation
9:23 The board package debate
11:25 Way #3: Outsource what doesn't need to be you
13:35 A 15-minute buffer after every call
14:55 When an agent buys her own co-op
16:17 Share your organizational method

Watch the full episode: https://youtu.be/YyWY3CGK2yE
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

The four buyer personality types every real estate agent should be able to spot: assertive, analytical, amiable and expressive. In this episode of The Loan Daddy Podcast, Scott Nadler breaks down how each type makes decisions, how they like to receive information, and how the same $1.2 million apartment turns into four completely different conversations depending on who is standing in it.

Inside: the three-word email that showed Scott he had misread an entire team, why "lead with your conclusion" works on one buyer and backfires on another, the word-for-word script for a buyer who has seen 15 apartments and still can't decide, what to do when a couple is one expressive buyer and one analytical buyer, and the single question to ask yourself before every showing, listing presentation or negotiation.

Chapters:
0:00 Connecting with people is still the biggest competitive advantage (cold open)
0:19 The thing every salesperson learns but few consistently implement
0:42 The four buyer personality types
1:52 The mistake: communicating the way we like to be communicated with
2:06 The assertive buyer: lead with your conclusion
2:56 The condo-rates email: how I misread an assertive team
4:23 How to spot an assertive buyer
4:49 The analytical buyer: information creates confidence
6:12 The amiable buyer: trust creates confidence
7:36 The expressive buyer: match the energy, then protect them from it
8:52 Same $1.2M apartment, four different conversations
9:58 How to figure out which type you're dealing with
10:47 When a couple is two different buyer types
11:29 The challenge: one word next to your next 10 clients
12:01 One question to ask before every showing
12:32 What's the hardest personality type to work with? (comments)

Follow Scott:
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.