Jonathan Robert of New American Funding Explains What Actually Gets a Buyer to the Closing Table

A lower interest rate can cost a buyer more than a higher one, and that misunderstanding sends more people into closing-table surprises than anything else. I got to dig into that, and several other lending myths, with Jonathan Robert of New American Funding, a top-ranked mortgage originator who built his career on clearing up confusion before it costs someone their deal, on my podcast.

Here’s a preview of that episode:

Why I Had This Conversation

I wanted this conversation with Jonathan because too many of my clients treat their lender search like a rate-shopping exercise, and that habit has cost people real money and real houses. He built his reputation the opposite way, prioritizing communication and preparation over chasing the lowest number on a screen. 

Jonathan has spent years as a top originator nationwide, recognized for his work with the Alabama Housing Finance Authority (AHFA) Step Up program, and before any of that, he spent his career in professional kitchens. That background shows up in how he runs his team: fast-paced, detail-obsessed, and built around taking care of the people in front of him.

Watch the full episode here:

A Chef's Instincts Built a Career Around People, Not Just Numbers

Jonathan didn't plan on a career in lending. He left food service to spend more time with his family, and a friend already working in mortgage lending pointed him toward it. The transition made more sense than he expected.

Communication, attention to detail, and a willingness to work long hours translate directly from a restaurant kitchen to a loan file. He built his business the same way he'd run a kitchen line: take care of your people, stay upfront and honest, and the rest follows.

That approach is also why he doesn't chase rankings for their own sake. Repeat clients and returning referral partners matter more to him than any top 1% list, even though he's landed on one.

Why the Lowest Rate Isn't Always the Right Rate

This is where most of my clients get tripped up. A quarter-point difference in rate sounds significant until you look at what a lender charges to get there. Jonathan uses a side-by-side comparison tool with his buyers so they can see the full cost of a loan, not just the number advertised online.

That number you see on a lender's website almost never reflects your actual situation. It assumes a high credit score, a large down payment, and often a buydown you're paying for upfront.

"When you boil it down to two things, homeowners generally care most about their monthly payment and the cash they need to bring to closing. Your monthly payment could be lower, but if you're paying significantly more cash upfront, it may not make much sense. The interest rate is just one part of the overall equation."

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Buyers deserve the full picture of the numbers before they lock in a loan, not just the headline rate advertised online.

What Separates a Real Pre-Approval from a Conditional Approval

A basic pre-qualification only tells you someone plugged basic numbers into a system. It doesn't verify income, assets, or employment history, and it can fall apart days before closing if something doesn't hold up.

A conditional approval means an underwriter has already collected pay stubs, verified bank statements, and confirmed employment before an offer ever gets written. That's the difference between hoping a deal closes and knowing it will.

Jonathan walked me through how often this distinction gets missed. A buyer can look strong on paper with a basic pre-qualification, then run into trouble the week before closing because income or assets were never actually verified. A conditional approval removes that guesswork by putting the underwriting work up front instead of leaving it for the final days of a transaction.

In a competitive market, that verified file is often the only thing standing between an offer and a cash buyer. Sellers and listing agents notice the difference immediately, and it's part of why I encourage buyers exploring financing to buy a home to ask upfront how a lender handles verification, not just what rate they can offer.

How 100% Financing Works for More Than Just First-Time Buyers

One of the biggest myths Jonathan hears is that 100% financing only applies to first-time homebuyers. Programs through the AHFA Step Up program are actually affordability-based rather than first-time-buyer-based, which means repeat buyers without much equity built up can still use them to move into a new home.

He described a couple who used a similar program to buy their first house, hadn't built enough equity to profit from a sale, and were able to use the same kind of program to upsize into a new one without bringing extra cash to the table. That flexibility matters for anyone browsing homes for sale in Alabama who assumes they've aged out of these programs simply because they already own a home.

"It is not just for first-time homebuyers. You just have to know how to make it fit, how to make it work, and have the experience to be able to navigate it. Affordability is such a challenge right now."

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Clearing Up the Biggest Myths About VA Loans

VA loan myths cause more hesitation than almost any other product Jonathan works with. Listing agents often shy away from a VA offer, assuming the appraisal process will tank the deal or drag out the timeline. In his experience, that fear rarely matches reality.

Two other myths come up constantly: that using VA benefits once disqualifies a buyer from using them again, and that anyone who served automatically qualifies. Neither is true, and a quick pull of a Certificate of Eligibility settles both questions in seconds, well before an offer ever gets written.

Jonathan also pointed out something a lot of agents don't realize: veterans can use their benefits again the same day they close on the sale of a prior home, and many can carry more than one VA loan at once through what's called bonus entitlement. Knowing that upfront changes how quickly an agent can move on a veteran's behalf.

What Changed for Me After This Conversation

My conversation with Jonathan reshaped how I talk to clients about lender selection. I used to let rate comparisons dominate the conversation. Now, I push people to ask about verification, communication style, and how a lender handles the pressure points behind the scenes.

"If our closing gets pushed, it's not just an inconvenience for us; there may be three other families affected. So, the communication between the Realtor and the lender really is, to me, probably the most important part of the transaction."

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That kind of behind-the-scenes coordination between a lender and a listing agent doesn't show up on a rate sheet, but it's often the reason a deal makes it to the closing table at all. I apply that lesson every time I recommend a lender to a client now, whether they're working with Jonathan Robert of New American Funding or another local originator I trust.

Want to hear my full conversation with Jonathan on how to get mortgage-ready before you find a home?

Frequently Asked Questions

Is 100% financing only available to first-time homebuyers?

No. Programs like Alabama Housing's Step Up and First Step are based on income and affordability, not first-time buyer status, so repeat buyers can qualify, too.

What's the real difference between pre-approval and conditional approval?

A pre-approval runs basic information through an automated system. A conditional approval means an underwriter has already verified income, assets, and employment before you make an offer.

Do VA loans really make appraisals harder to close?

Not usually. VA appraisers can be particular, but experienced lenders rarely lose VA deals to appraisal issues when they communicate proactively with the appraiser and listing agent.

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