Redefining DPA: Serving today’s buyer, not yesterday's narrative
Insights from our discussion with Mosi Gatling, Sean Moss & Shanta Patton-Golar.
Redefining DPA: Serving today’s buyer, not yesterday's narrative
Insights from our interview in which Sean Moss, Down Payment Resource, moderates a discussion between lender Mosi Gatling, New American Funding, and real estate agent Shanta Patton-Golar, Patton & Associates powered by eXp Realty, on how they are actively rebranding down payment assistance (DPA) to support a wider range of buyers and put more deals on the table.
4 key takeaways from lender/agent partners successfully using DPA
1. Explore DPA with every borrower
It’s important not to make assumptions about your borrowers, their lifestyles or financial goals. Even borrowers who have enough money for a down payment may be interested in DPA once they understand how it can be used as a tool to free up funds for closing costs, buying down rates or meeting other financial goals.
DPA is no longer a niche product; its programs support a wide range of buyer profiles, incomes and scenarios. Some DPA programs have no income limits; others have no purchase price limits or don’t care if you currently own a home. When DPA is part of every conversation, more buyers qualify and more deals move forward.
Actionable insights:
- Include DPA options in every initial buyer consultation, not just when affordability becomes an issue
- Start every borrower conversation with “You don’t need 20% down to purchase a house”
- Take the time to uncover your borrower’s goals and lifestyle; use phrases like, “tell me more”
2. Frame DPA as a wealth-building strategy
Many people still believe outdated myths about DPA. Part of that narrative depends on the language used when referencing DPA. Lenders and agents should present DPA as a standard option. It should be treated like any other financing tool, not a last resort for “struggling” buyers. When professionals normalize DPA, buyers feel empowered rather than stigmatized, and more deals stay alive in high-cost markets.
Actionable insights:
- Position DPA as a mainstream financial tool to optimize buying power, manage risk and support long-term wealth creation
- Explain how DPA allows them to invest in other areas of their portfolio
- When discussing DPA, use words like:
- Leverage – Use available resources instead of personal cash
- Optimize – Improve financial positioning (credit, liquidity)
- Strategy – Align the mortgage with broader financial goals
3. Collaboration between agents and lenders is a game-changer
Unified lender-agent guidance reframes DPA as a strategic advantage, not a contingency plan. DPA adds complexity to the lending process, but when both sides understand the program requirements, timelines and documentation, the transaction becomes smoother and more predictable. Buyers succeed most when agents and lenders communicate early and often.
Actionable insights:
- Schedule a brief “homebuying assessment call” for every buyer using DPA to come up with a joint pathway
- When talking to real estate agents, don’t get down in the weeds. Agents need to know only high-level information, not confusing criteria, such as “There’s a DPA doctor’s program for medical professionals,” not what the LTV requirements are
- Share a simple DPA timeline with all parties—including the buyer—to set expectations
4. Pair MI with DPA for even more affordability
Private mortgage insurance (“PMI”) plays a key role in low-down-payment mortgages by allowing borrowers to put down as little as 3%. When PMI is paired with DPA, it can lower upfront cash needs, preserve cash reserves and help buyers enter the market sooner. Many DPA programs allow borrowers to use the assistance to pay the MI premium upfront.
Actionable insights:
- Explain that MI is a tool that enables affordability rather than a penalty for low-down-payment buyers
- Become familiar with the guidelines of different DPA programs, such as the loan term, whether you can layer MI, the max lien position, etc.
- Use MI calculators to help borrowers explore their financial options and understand the costs associated with waiting to save up a 20% down payment
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