This is an active survey. If you're a real estate agent in North Carolina or South Carolina, I'd love your input, and if you've already taken it, please take it again whenever your view of the market changes. Results are updated as new responses come in. Know an agent whose perspective should be included? Please share the link with them.
Take the Carolina Realtor Pulse survey
Charlotte-area real estate agents say most of their business is coming from past clients and their sphere, not paid leads. Their buyers' biggest worries are interest rates, home prices and monthly payments. Self-employed buyers are the hardest to get financed. And the thing agents want most from a lender is communication.
Those are the big takeaways from the first round of the Carolina Realtor Pulse, a short survey I sent to real estate agents across the Charlotte region in September 2026. I'm Paul Mattos, a mortgage broker with Refine Mortgage, licensed in North Carolina and South Carolina. I started this project because I wanted to hear directly from agents about what's working, what isn't and where buyers are getting stuck, instead of guessing.
Agents responded from all experience levels, from brand-new agents to 20-year veterans, covering Charlotte, Lake Norman, Fort Mill, Rock Hill, York County, Union County and the surrounding area. Treat this as a real-world snapshot from working agents, not a scientific study. Responses are summarized without names.
Where Agents' Business Is Coming From
The clearest answer in the whole survey: relationships still win.
About 80% of agents said most of their business, and their best clients, come from past clients, their sphere of influence and referrals.
A few said open houses, social media or direct prospecting were their main source.
Several said paid leads and online portals weren't paying off. One agent said a major portal brings in business but takes a big share of the commission, and another said a competing portal wasn't working at all.
What stopped working
Postcards and mailers
Open houses, for several agents (though one agent said they're still their top source)
Paid leads that don't convert
Google ads that brought in mostly renters
What's working now
Calling their database and sphere, mentioned again and again. "Back to the basics" came up more than once.
Short local videos and social media, which a few agents said are starting to bring in calls
Calling expired listings on a regular schedule
Cold calling and prospecting, especially for newer agents
What I'm doing about it
If relationships drive most of an agent's business, the best thing a lender can do is help protect those relationships. Here's where I put my effort:
Following up after closing. I check in with past clients about their equity, their rate and whether their plans have changed. That way, the agent's past clients are hearing from both of us instead of neither of us. Sometimes that conversation leads to a question like whether to refinance a low-rate mortgage to pay off debt or how a HELOC compares with a cash-out refinance.
Giving buyers a great experience. Clear expectations upfront, updates at every step and no surprises at the closing table. A buyer who had a smooth closing is a lot more likely to send their agent the next referral.
Shared content. I film community tour videos with local agents, like this one on living near Cedarwood Country Club in South Charlotte, and post them as Instagram collabs so they show up on both of our accounts. I also make short question-and-answer videos agents can share with their database, and I support agents' events and broker opens.
Agents' Biggest Challenges
The answers were spread out, but they fell into a few groups:
Finding new clients and building a pipeline was the most common, especially for newer agents.
Time management and follow-up came up for experienced agents who are busy but know they're not staying in touch with everyone.
Listings and days on market, with listing agents saying homes are taking longer to sell and seeing fewer showings.
Converting leads and keeping deals together
Locked-in rates, with homeowners hesitant to give up the low rate they got a few years ago
What I'm doing about it
For homeowners who feel stuck with a low rate: a low rate doesn't automatically mean staying put. Depending on the homeowner, the options can include keeping the current home as a rental, buying the next home before selling or using a HELOC instead of giving up the first mortgage. I run those numbers with the homeowner and their agent so they can compare real options, not guesses.
For agents building a pipeline: buyers who aren't ready yet get a plan and regular follow-up from me (more on that below), so the agent's future clients don't disappear.
What Happens to Buyers Who Are "6 to 12 Months Away"
Most agents said they have a follow-up system or put those buyers into their CRM. A couple were honest that those buyers tend to slip through the cracks, and one described exactly what they need: one simple list with every lead's name, contact info, notes and the date of the first conversation.
This matches what I see on the lending side. A lot of buyers who say they're a year away are closer than they think once we actually look at their numbers. An early conversation, even a short one, can turn "someday" into a plan.
What I'm doing about it
When a buyer tells me they're 6 to 12 months away, I don't just say "call me when you're ready." Here's what happens instead:
A written readiness plan. We look at credit, debt, income and savings, and I lay out what to work on and roughly how long it may take.
Scheduled check-ins. I follow up at set times so the plan doesn't stall.
Updated numbers. When rates or the buyer's situation changes, I re-run the numbers so they always know where they stand.
The agent stays in the loop. When the buyer is ready to shop, their agent hears about it.
If you're a buyer in this spot, how do I qualify for a home loan? is a good place to start.
What Buyers Are Worried About
When agents were asked about buyers' biggest concerns, the answers were consistent:
Interest rates, by far the most common
Home prices and monthly payments, and whether they can get what they want within their budget
Job and economic uncertainty
Debt and the overall cost of living
Agents also described buyers as anxious, pickier than ever and, in one agent's words, a little overwhelmed by having more options than they've had in years.
The misconceptions agents hear most
"It's not a good time to buy."
"I'll wait until rates come down."
"I need a big down payment."
"I can't move because I'm locked into my low rate."
Each of those deserves a real conversation, because the answer depends on the buyer. Waiting can make sense for some people. For others, a market where sellers are more willing to negotiate on price or closing costs is a real opportunity. And many first-time buyers don't need nearly as much down as they think. See my guides to first-time homebuyer programs and buying a home before selling your current one.
What I'm doing about it
Most of these worries come down to not knowing the real numbers. Two things help the most:
Looking at multiple lenders. As a mortgage broker, I compare loan options from multiple wholesale lenders instead of one bank's programs. That gives buyers more to compare on rate, closing costs and program fit. If you already have a quote from another lender, I'm also happy to do a mortgage offer review.
Explaining it clearly with a Total Cost Analysis. Before a buyer makes an offer, I break down the full cost of that specific home: principal and interest, property taxes, homeowners insurance, HOA dues, mortgage insurance if there is any, and cash to close. Then I walk through it in plain language, often with a short video, so the buyer knows exactly what they're signing up for. Taxes alone can change the picture, especially if you're comparing North Carolina and South Carolina property taxes. For a quick estimate on your own, see how to calculate your monthly mortgage payment.
The Hardest Buyers to Finance
Agents named these most often:
Self-employed buyers, the most common answer by a wide margin
Buyers with credit challenges
Buyers with high debt-to-income ratios
Commission or variable income
Buyers who need a low down payment or down payment assistance
First-time buyers and unique properties
Self-employed buyers are a good example of why it pays to talk to a lender early. Write-offs that lower someone's taxes also lower the income a traditional lender can use, but options like bank statement loans and other Non-QM loans look at income differently. Being self-employed doesn't automatically mean you need one. It just means the file needs to be reviewed carefully upfront. See can self-employed borrowers get a mortgage?
What I'm doing about it
The fix for every buyer on this list is the same: a full review before they start shopping.
Full pre-approvals, not quick pre-quals. I review credit, income documents, assets and debts upfront. For self-employed buyers, that means tax returns or bank statements. For commission, bonus or variable income, it means looking at the history and how a lender is likely to calculate it.
Matching the loan to the buyer. Some buyers fit best with conventional, FHA, VA or USDA, some need down payment help through first-time homebuyer programs, and some are better served by a bank statement or other Non-QM option. See all home loan programs for the full list.
Flagging issues early. If something needs work, like a credit item or a debt that should be paid down, the buyer and their agent hear about it before an offer, not after.
What Agents Want From a Lender
When asked for the three most important things in a lender partner, nearly every agent put communication on the list. After that:
Fast pre-approvals
Keeping the transaction on schedule
Weekend and evening availability
A variety of loan programs
Educating buyers
Strong upfront underwriting
When asked what they'd change about working with lenders, agents said more transparency, simpler communication, no surprises once the home is under contract and help growing their business.
One response stood out. An agent had a deal fall apart because a lender issued a pre-approval saying everything was done without actually verifying it. That's the most avoidable problem in this business. A pre-approval is only as strong as the review behind it, which is why I review income, assets and documents before a buyer is under contract. See how to get pre-qualified and pre-approved in Charlotte.
Another agent asked lenders to show the buyer's agent compensation on the initial loan disclosures when the buyer is responsible for it, so it carries through to closing without surprises. That's a fair request, and something worth raising with your lender as soon as you're under contract.
What I'm doing about it
Communication. I update the agent and the buyer at every step of the loan, so nobody has to chase me for answers.
Evenings and weekends. I'm available evenings and weekends, because that's when buyers tour homes and offers get written.
Fast pre-approvals that are actually verified. Speed matters, but not at the expense of the review behind it.
A variety of loan programs. Working with multiple wholesale lenders means more options for buyers who don't fit one bank's box.
Keeping deals on schedule. The upfront review is what keeps surprises from showing up after the home is under contract.
How Agents Feel About the Next 12 Months
Of the agents who answered, most were optimistic, a few were neutral or cautious, and a couple were pessimistic, mainly because of affordability and cost of living. The common thread: they expect a market that rewards preparation, follow-up and realistic pricing.
What I'm doing about it
I'm approaching the next 12 months the same way: preparation. Verified pre-approvals and real numbers before an offer help buyers move quickly when the right home comes up and negotiate with confidence.
What Agents Would Change Tomorrow
When asked what one thing would help them close more transactions over the next year, agents said:
More consistent marketing and prospecting
Better systems and a CRM that's easier to use
More follow-up with the people already in their database
Figuring out how to actually use AI in their business
Building or joining a team
More qualified, responsive buyers
What I'm doing about it
Several of these are things I can help with directly:
AI tools and tips. I share practical ways agents can use AI in their business, like tools that write photo descriptions for listings and websites.
Captions and content ideas for agents' videos and posts, plus the shared Q&A videos mentioned above for database follow-up.
Resources in one place. My Realtor Toolbox has tools and resources for agents.
More qualified buyers. The readiness plans and full pre-approvals above mean the buyers I send back to agents are ready to write offers.
What This Means for Buyers
If you're thinking about buying in the Charlotte area, here's what these results suggest:
Your agent's relationships matter. Most agents get their best clients through people they already know, which says a lot about how much trust drives this business.
Start the conversation early. Even if you're a year out, a quick review can show you where you stand and what to work on.
If you're self-employed or have a unique situation, get reviewed upfront. It's the difference between a smooth closing and a stressful one.
Don't let headlines decide for you. Rates, prices and down payment myths keep a lot of buyers on the sidelines who may have more options than they think. See all home loan programs.
Want to Be Part of the Next Carolina Realtor Pulse?
This survey stays open so we can track how things change. If you're a licensed agent in North Carolina or South Carolina, I'd love your perspective. It takes about 5 minutes, and everyone who participates gets the full results. Already took it? Take it again anytime your opinions change, and please share it with other agents.
Take the Carolina Realtor Pulse survey
Agents can also find tools and resources on my Realtor Toolbox page.
Paul Mattos
Mortgage Broker | Refine Mortgage
Carolina Home Financing
NMLS# 2339069 | Licensed in NC and SC
Call or text: 980-221-4959
Email: paulm@refinemortgage.net
Refine Mortgage Inc. | NMLS# 2417960 | Equal Housing Lender. Survey results reflect the opinions of the real estate agents who chose to respond in September 2026 and are not a statistically representative sample or a forecast of market conditions. This article provides general educational information and is not a commitment to lend, a rate quote or an offer of specific credit terms. Financing is subject to credit, income, assets, appraisal, title and underwriting requirements. Not all applicants will qualify.
