In this episode of Laugh, Lend & Eat, Fobby brings on one of the most respected voices in housing research, Kristin Messerli, to tackle a problem the mortgage industry can’t afford to ignore:

👉 Loan officers are losing Gen Z homebuyers — fast.
👉 And most LOs don’t even realize it’s happening.

Gen Z is the most educated, tech-native, socially connected generation in history — yet they’re also the most overwhelmed, distrustful, and financially anxious buyers the housing market has ever seen.

Kristin breaks down exactly why Gen Z is walking away from traditional lenders, where they’re getting their information instead, and the specific strategies LOs must adopt right now to win these buyers back before it’s too late.

This episode is a blueprint for any mortgage professional who wants to stay relevant in 2025 and beyond.

Top Takeaways for Mortgage Pros:

• Gen Z homebuyers trust individuals, not institutions. The days of automatic credibility are over.
• Education only works when paired with emotional validation.
• If buyers feel overwhelmed, they shut down. LOs must simplify, not complicate.
• AI is now part of the homebuying journey. The smartest LOs integrate it.
• Consistency outperforms charisma. Showing up regularly matters more than being perfect.
• You can absolutely win Gen Z — but only if you adapt.

About Our Guest — Kristin Messerli

Kristin Messerli is a nationally recognized researcher and speaker specializing in consumer psychology, generational trends, and financial behavior.

She is the author of the NextGen Homebuyer Report, founder of FirstHome IQ, and a leading voice on the emotional and behavioral realities shaping today’s homebuyers.