You're certainly correct, this market it pretty awesome, which brings in a lot of competition. 

(Hence, increasing competition for this mortgage I’ve already paid off?)

I've often found that the biggest competitive advantage you have when you are getting started is proximity! 

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We did quite well in the Timber game in the 90s Owned many thousands of acres of Timberland during that time its a great industry one of the favorite things I ever did beat the heck out of rental houses LOL

I would lead with what the draw is and what sets you apart from your competition.

Competitive rates.

If rates come down at all I predict we’ll be back in a strong sellers market (competitive offers, steep appreciation etc) because inventory is still low. 

It offers a great opportunity to learn the ins and outs of the industry while building a network. 

Like most service industries, there is nothing more important than the human touch as that is what people relate to and feel comfortable with.