In this episode of The Smarter Planner Podcast, host Belle Osvath, CFP®, welcomes Leo Anzoleaga, Senior Vice President of Residential Lending at Luminate Bank.

Leo breaks down what's really happening in today's housing market, from fluctuating mortgage rates to persistent inventory shortages, and how these dynamics are impacting buyers across different stages of life. He explains why today's real estate environment cannot be painted with a single national brush and how regional factors, hybrid work models, and demographic shifts continue to shape local markets.

More importantly, Leo shares how a Certified Mortgage Planning Specialist approaches lending differently. Rather than treating a mortgage as a standalone transaction, he views it as an integrated part of a client's overall financial plan aligned with taxes, investments, estate planning, and long-term goals.

In this conversation, Leo discusses:

1. The real story behind today's mortgage rate fluctuations

2. Why inventory shortages are tied more to new construction than resale

3. The financial psychology of giving up ultra-low pandemic mortgage rates

4. How mortgage planning can help advisors retain assets under management

5. Creating additional investable assets through strategic financing decisions

6. The opportunity cost conversation around paying cash vs. leveraging debt

7. Strategies to engage millennial and Gen Z clients before wealth transfers occur

8. Innovative client events that build education, trust, and next-generation relationships

Leo also shares real-world case studies of how mortgage modeling can help advisors quantify opportunity costs and provide clients with neutral, data-driven decision frameworks.

For advisors looking to integrate mortgage strategy into their planning conversations—and deepen collaboration with lending professionals—this episode offers actionable insights.

Guest Links

Website: https://www.luminate.bank

LinkedIn: https://www.linkedin.com/in/leoanzoleaga

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👉 https://www.surveymonkey.com/r/PWXHTV7

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The Smarter Planner Podcast is produced by the Financial Planning Association National Capital Area Chapter (FPA NCA) for educational purposes only. Belle Osvath and FPA NCA do not endorse specific individuals or services mentioned.