“We have to understand that interest rates in the fours and fives are still not bad interest rates. It is [simply] a different time now than what we have been used to for the past two years”
Lisa Lund,
Lund Mortgage Team
“It’s going to be a survival-of-the-fittest environment for a while. We need to cinch up the belt buckle here a little bit”
Christian Griffin, Maverick Mortgage
“A key tip would be ... to just provide great service and to be an expert. Give them [consumers] solutions and find ways to fix problems. You need to help them find ways to better their situation”
Andy Price,
Price Mortgage
In Partnership with
Boosting broker business as rates rise
Looking for ways to increase mortgage volume in a higher-rate lending environment
Read on
Christian Griffin
Maverick Mortgage
Lisa Lund
Lund Mortgage Team
Andy Price
Price Mortgage
Christopher Lee
MFAA head credit adviser, Finsure Finance and Insurance
Industry experts
IT MAY HAVE been a lightning-speed mortgage environment for loan officers and mortgage brokers over the last two years, but this jaw-dropping momentum is starting to slow down as rates rise.
Measures taken by the Federal Reserve at the height of the COVID pandemic, such as buying mortgage-backed securities and rushing to print money to keep the economic wheels turning, ensured overnight lending rates remained at historically low levels. However, as the economy slowly returns to normal, the mortgage space can no longer look to such government measures – they are yesterday’s news.
With Federal Reserve rate hikes in play and more anticipated increases to follow, the days of a robust rate and term refinance market are now behind us. Mortgage brokers and loan officers are now forced to think of creative, out-of-the-box solutions to garner loyalty referral partners and leverage the power of their networks.
As such, it is wise no longer to think of mortgages in terms of the best rate, but rather in terms of what brokers and lenders can offer consumers and referrals in a highly competitive purchase market.
The topic of how best to attract business was addressed head-on by an expert panel gathered for the latest edition of MPA TV’s Executive Roundtable series, organized by Pennymac TPO, a top-six wholesale lender providing focused support and consistency alongside competitive rates and programs to its TPO partners.
A changing approach to a changing market
“The Feds were buying about $40 billion a month [in mortgage-backed securities]. That was helping the interest rate stay low and helping people make it through this pandemic,” said Lisa Lund, panel guest and owner/broker with Lund Mortgage Team. “Now we are moving back into a normal market, and we are seeing interest rates rise.”
“We are seeing a much different market. Back then we had rates going down [and experienced] historically low rates that we had not seen. Now we are going into a high-rate market and house prices haven’t really come down, making it less affordable to buy,” Andy Price, panel guest and owner/broker with Price Mortgage, highlighted.
Lund pointed out that even with recent rate increases, which are expected to continue as we progress through 2022, rates are still not considered very high.
“We have to understand that interest rates in the fours and fives are still not bad interest rates. It is [simply] a different time now than what we have been used to for the past two years,” Lund said.
“We’ve seen them go up and down over the years and people are still going to want to buy homes and people are still going to have the need to pull cash out or refinance. We need to stay positive about it,” she added.
For Christian Griffin, panel guest and senior loan officer with Maverick Mortgage, the changing mortgage game is top of his radar.
“It’s going to be a survival-of-the-fittest environment for a while. We need to cinch up the belt buckle here a little bit,” Griffin stated.
“We need to keep the pedal down on the floorboard and continue holding business from different directions,” he added.
For all the panel experts, thinking outside the box and finding creative ways to keep and attract mortgage business while boosting mortgage volume have now become crucial. Being able to demonstrate expert knowledge in the mortgage space will also form a major part of the battle plan in a slowing market.
“Not just sticking to what we were used to in the last two years” will be required, Lund explained.
Ways through a slowing market
Griffin drew attention to another key aspect that could best prepare brokers for the road ahead.
“Pick up on those referrals,” Griffin emphasized.
“Hopefully you’ve been spreading the wealth other than just to refinance. It’s going to be, I think, a heavy purchase volume-driven market, and it would be nice to kind of keep that steady,” he said.
“You have to have some tricks up your sleeve to differentiate yourself from the average Joe out there.”
Price agreed with Griffin on the need to be fully versed in new product areas and open to new mortgage avenues to build mortgage volume.
“Number one is being an expert. This means being educated and knowing the products that are available [such as] asset depletion products. The VRBO market is also a big one. There are a lot of people out there looking to get VRBO products and having products such as debt service coverage ratio loans,” Price said.
Our panel experts also felt that brokers and lenders spreading the word and letting consumers know that they are up to date
with different loan options, as well as possessing the knowledge to back this type of alternative financing, would go a long way in a slowing market. Flexibility is the key when mortgage volume is not falling conveniently across a broker’s desk.
“More experienced loan officers are going to come to the forefront, being creative, offering more opportunities for the easiest path,” Griffin noted.
“Creativity is going to be key, just as being on point all the time [will be]. You’ve got to eat, sleep, and drink loans. You have to answer your phone and you have to offer the consumer options,” he said.
“This is the time to really hone-in on and start to understand different types of loans and become an expert in your space, whether it’s manufactured homes, really starting to learn your guidelines, or working your database,” Lund said.
“We just came off of the best two years we have seen in the mortgage market. Everyone has built up their database … so this is the time to really work that database,” Lund continued.
Tips for lenders
When asked what tips would be beneficial for both lenders and mortgage brokers, the panel agreed on several key elements.
“A key tip would be, again, to just provide great service and to be an expert. Give them [consumers] solutions and find ways to fix problems. You need to help them find ways to better their situation,” Price said.
Griffin offered his perspective, which fell in line with what the other panel guests had highlighted.
“The key, at least in my business, is going to be learning to climb the tree. There is not going to be as much low-hanging fruit as there used to be when you could just wake up in the morning and you had six loans in your lap,” Griffin said.
Lund also agreed with her panel colleagues.
“We need to get out of our minds that we’re selling rates. With interest rates rising, it’s not the end. There is always going to be a need for a loan for one thing or another,” Lund said.
Loan Portfolio Growth (2015-2019)
Pennymac is a leader in finding mortgage lending solutions
At Pennymac TPO, we are deepening our commitment to the wholesale channel and helping our broker and non-delegated correspondent partners on their journey to greatness. We believe the road to greatness is paved with dedicated support, and so we are investing in the people, technology, products, and services to enable our partners to realize and achieve their own growth. As the #1 correspondent aggregator and the #6 wholesale lender, Pennymac is uniquely positioned to be a long-term partner for our clients.
Find out more
Christian Griffin is a top originator nationwide, with 400 closed units and $225 million in funded loans in '21 and 69 units and $47 million funded so far in '22. He has been in the mortgage business for over 11 years and has consistently been recognized for his high level of production and superior customer service. With an impressive career volume, Christian prides himself on being one of the best in the business. Christian has found success in the mortgage business for many reasons, but most notably because he always puts the customer first. An impressive 98 percent of his clients would use him again.
Maverick Mortgage
Christian Griffin
Lisa Lund started working for her dad's mortgage company as a receptionist in the summer of 1998 at 17 years old. This was the beginning of her career in the mortgage industry. After a couple of years of training, Lisa moved up to processor and was eventually promoted to processing manager and then loan officer manager. On June 1, 2009, Lisa opened Lund Mortgage Team, Inc. She has a team of 13, including two loan officers who fund an average of 100 loans per month. Lisa has received the Broker of the Year award from United Wholesale Mortgage.
Lund Mortgage Team
Lisa Lund
Andy Price has been helping his customers get the home financing they need for over 15 years. He began his career as a real estate agent and then decided to become a loan officer a few years later, as he was very interested in the financing side of the real estate transaction and didn’t like being dependent on lenders who didn’t seem to know what they were doing. He prides himself on being a lender you can trust and will make sure to get your loan done.
He especially enjoys helping those who have been turned down by other lenders.
Price Mortgage
Andy Price
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MFAA head credit adviser, Finsure Finance and Insurance
Mark HarChristopher Leeon
“We have to understand that interest rates in the fours and fives are still not bad interest rates. It is [simply] a different time now than what we have been used to for the past
two years”
Lisa Lund,
Lund Mortgage Team
“A key tip would be ... to just provide great service and to be an expert. Give them [consumers] solutions and find ways to fix problems. You need to help them find ways to better their situation”
Andy Price,
Price Mortgage
In Partnership with
Boosting broker business as rates rise
Looking for ways to increase mortgage volume in a higher-rate lending environment
Read on
Christopher Lee
MFAA head credit adviser, Finsure Finance and Insurance
Andy Price
Price Mortgage
Lisa Lund
Lund Mortgage Team
Christian Griffin
Maverick Mortgage
Industry experts
IT MAY HAVE been a lightning-speed mortgage environment for loan officers and mortgage brokers over the last two years, but this jaw-dropping momentum is starting to slow down as rates rise.
Measures taken by the Federal Reserve at the height of the COVID pandemic, such as buying mortgage-backed securities and rushing to print money to keep the economic wheels turning, ensured overnight lending rates remained at historically low levels. However, as the economy slowly returns to normal, the mortgage space can no longer look to such government measures – they are yesterday’s news.
With Federal Reserve rate hikes in play and more anticipated increases to follow, the days of a robust rate and term refinance market are now behind us. Mortgage brokers and loan officers are now forced to think of creative, out-of-the-box solutions to garner loyalty referral partners and leverage the power of their networks.
As such, it is wise no longer to think of mortgages in terms of the best rate, but rather in terms of what brokers and lenders can offer consumers and referrals in a highly competitive purchase market.
“We are seeing a much different market. Back then we had rates going down [and experienced] historically low rates that we had not seen. Now we are going into a high-rate market and house prices haven’t really come down, making it less affordable to buy,” Andy Price, panel guest and owner/broker with Price Mortgage, highlighted.
Lund pointed out that even with recent rate increases, which are expected to continue as we progress through 2022, rates are still not considered very high.
“We have to understand that interest rates in the fours and fives are still not bad interest rates. It is [simply] a different time now than what we have been used to for the past two years,” Lund said.
“We’ve seen them go up and down over the years and people are still going to want to buy homes and people are still going to have the need to pull cash out or refinance. We need to stay positive about it,” she added.
For Christian Griffin, panel guest and senior loan officer with Maverick Mortgage, the changing mortgage game is top of his radar.
In January, MPA held a roundtable discussion with four customer-owned banks: Heritage Bank, Beyond Bank, Teachers Mutual Bank Limited and Bank Australia. We were also joined by two brokers who use mutual banks for their clients’ business: Christopher Lee and David Merison.
As brokers such as these struggle with the greater scrutiny that has following the royal commission, customer-owned banks are stepping up to the plate, providing a service that highlights the value of human interaction. With questions around living expenses forcing a heavier workload on brokers, this personal touch can be vital.
During the roundtable, which took place at Otto restaurant in Sydney, the group discussed the unique value proposition that customer-owned banks offer, particularly with the lack of shareholders they have to cater for. While other
“The value proposition that mutual banks provide is getting some more attention,” he said. “We’ve known for a long time that the customer satisfaction that members get through mutual organisations is very high compared to the major banks. I think we’ve struggled to convert that into member growth, but more recently, with it being so front of mind with customers, it’s definitely starting to grow.”
Growth in the sector is giving the mutual banks their “time to shine”, said Beyond Bank head of third party Darren McLeod, adding that they had worked hard over the last two years on selling their proposition.
Referring to the previous year’s roundtable, when the catchphrase of the day was that the customer-owned banking sector was the industry’s “best-kept secret”, McLeod said, “I think that secret is finally getting out.”
“I don’t think we’re doing anything different,” he added. “We’re doing what we’ve always done, but there’s more customer uptake because the market’s in a place where people are now looking, and they’re willing to try it.”
Agreeing that the royal commission had had an effect on consumers heading to the mutual banks, Mark Middleton, head of third party at Teachers Mutual, said there was a growing groundswell. Not only were borrowers looking for alternative options but aggregators were adding more choice to their panels, he said.
Offering a different perspective, Middleton said consumers were becoming more aware of responsible lending and social responsibilities and asking about things like climate change. Teachers Mutual is not only carbon neutral but gives back around 6.8% of its net profits to community grants and other projects.
“It’s particularly topical right now, with the bushfires happening around the country, that people will start looking for who is doing things to make a difference, not just for this generation but future generations,” Middleton said.
“I think we’ve been actually ahead of the curve; no one’s been really aware of it, but the last 12 months it’s become more prevalent.”
Middleton also talked about the wider recognition the sector was receiving, as reflected in its high NPS scores.
“From all the mutuals around the table here, clearly when customers are being recommended by brokers to come to us, they’re voting with their feet,” he said.
McLeod agreed that a lot of the growth was coming out of the third party space.
“We’ve all been working hard in the broker space over the last couple of years as more brokers use customer-owned banks,” he said. “I think the growth is definitely in the broker channel and the work all of us have been doing in the business. The growth we’re talking about is definitely coming from brokers.”
Brokers have also been an important factor for Bank Australia. Senior relationship manager Fernando Lemos said the bank had been bolstering its support around the third party distribution space. He added that it was not only about diversification of products but also diversification of lenders, and this helped brokers cater for a wider client base.
“I think brokers are really starting to become aware of what we’re about and what we stand for,” Lemos said.
“There’s a marketing edge as well: they can go out there and promote themselves. They’re not just a line to a particular organisation; they can look after certain types of clients.”
Agreeing, McLeod added that the extra regulation, such as the caps on interest-only lending, had also had an effect on the sector.
“We all had to slow down for the caps,” he said. “But when it opened up, the brokers who used four lenders were now using a lot more, so it really gave us a chance because we’re in that larger group. So it’s really opened up the market, because it was so confusing in terms of who was doing what – who’s doing construction, who’s doing interest-only, who’s doing investment – so it’s opened up the market and it gives us a shot at getting the business."
One of two brokers joining the roundtable, David Merison from Vault Plus Mortgage and Finance Consultancy said the demographic of people looking to borrow money wanted choice, rather than relying on those who came straight out of the banks and were simply agents for those lender
“We’ve got to hold ourselves open and come up with some innovative solutions, and that means introducing some lenders they wouldn’t always think of,” he said.
Finsure Finance and Insurance broker Christopher Lee said his primary objective was to put the largest amount of money in his client’s pocket rather than the bank’s pocket, and the mutuals offered a cheaper alternative, as well as a more diverse product range.
Not just that but Lee simply enjoys dealing with the mutuals more.
At Pennymac TPO, we are deepening our commitment to the wholesale channel and helping our broker and non-delegated correspondent partners on their journey to greatness. We believe the road to greatness is paved with dedicated support, and so we are investing in the people, technology, products, and services to enable our partners to realize and achieve their own growth. As the #1 correspondent aggregator and the #6 wholesale lender, Pennymac is uniquely positioned to be a long-term partner for our clients.
Find out more
Christian Griffin is a top originator nationwide, with 400 closed units and $225 million in funded loans in '21 and 69 units and $47 million funded so far in '22. He has been in the mortgage business for over 11 years and has consistently been recognized for his high level of production and superior customer service. With an impressive career volume, Christian prides himself on being one of the best in the business. Christian has found success in the mortgage business for many reasons, but most notably because he always puts the customer first. An impressive 98 percent of his clients would use him again.
Maverick Mortgage
Christian Griffin
Lisa Lund started working for her dad's mortgage company as a receptionist in the summer of 1998 at 17 years old. This was the beginning of her career in the mortgage industry. After a couple of years of training, Lisa moved up to processor and was eventually promoted to processing manager and then loan officer manager. On June 1, 2009, Lisa opened Lund Mortgage Team, Inc. She has a team of 13, including two loan officers who fund an average of 100 loans per month. Lisa has received the Broker of the Year award from United Wholesale Mortgage.
Lund Mortgage Team
Lisa Lund
Andy Price has been helping his customers get the home financing they need for over 15 years. He began his career as a real estate agent and then decided to become a loan officer a few years later, as he was very interested in the financing side of the real estate transaction and didn’t like being dependent on lenders who didn’t seem to know what they were doing. He prides himself on being a lender you can trust and will make sure to get your loan done.
He especially enjoys helping those who have been turned down by other lenders.
Price Mortgage
Andy Price
“We have to understand that interest rates in the fours and fives are still not bad interest rates. It is [simply] a different time now than what we have been used to for the past two years”
Lisa Lund,
Lund Mortgage Team
“A key tip would be ... to just provide great service and to be an expert. Give them [consumers] solutions and find ways to fix problems. You need to help them find ways to better their situation”
Andy Price,
Price Mortgage
In Partnership with
Boosting broker business as rates rise
Looking for ways to increase mortgage volume in a higher-rate lending environment
Read on
Andy Price
Price Mortgage
Lisa Lund
Lund Mortgage Team
Christian Griffin
Maverick Mortgage
Industry experts
LAST YEAR It may have been a lightning-speed mortgage environment for loan officers and mortgage brokers over the last two years, but this jaw-dropping momentum is starting to slow down as rates rise.
Measures taken by the Federal Reserve at the height of the COVID pandemic, such as buying mortgage-backed securities and rushing to print money to keep the economic wheels turning, ensured overnight lending rates remained at historically low levels. However, as the economy slowly returns to normal, the mortgage space can no longer look to such government measures – they are yesterday’s news.
With Federal Reserve rate hikes in play and more anticipated increases to follow, the days of a robust rate and term refinance market are now behind us. Mortgage brokers and loan officers are now forced to think of creative, out-of-the-box solutions to garner loyalty referral partners and leverage the power of their networks.
Lund pointed out that even with recent rate increases, which are expected to continue as we progress through 2022, rates are still not considered very high.
“We have to understand that interest rates in the fours and fives are still not bad interest rates. It is [simply] a different time now than what we have been used to for the past two years,” Lund said.
“We’ve seen them go up and down over the years and people are still going to want to buy homes and people are still going to have the need to pull cash out or refinance. We need to stay positive about it,” she added.
For Christian Griffin, panel guest and senior loan officer with Maverick Mortgage, the changing mortgage game is top of his radar.
“It’s going to be a survival-of-the-fittest environment for a while. We need to cinch up the belt buckle here a little bit,” Griffin stated.
In January, MPA held a roundtable discussion with four customer-owned banks: Heritage Bank, Beyond Bank, Teachers Mutual Bank Limited and Bank Australia. We were also joined by two brokers who use mutual banks for their clients’ business: Christopher Lee and David Merison.
As brokers such as these struggle with the greater scrutiny that has following the royal commission, customer-owned banks are stepping up to the plate, providing a service that highlights the value of human interaction. With questions around living expenses forcing a heavier workload on brokers, this personal touch can be vital.
During the roundtable, which took place at Otto restaurant in Sydney, the group discussed the unique value proposition that customer-owned banks offer, particularly with the lack of shareholders they have to cater for. While other
“The value proposition that mutual banks provide is getting some more attention,” he said. “We’ve known for a long time that the customer satisfaction that members get through mutual organisations is very high compared to the major banks. I think we’ve struggled to convert that into member growth, but more recently, with it being so front of mind with customers, it’s definitely starting to grow.”
Growth in the sector is giving the mutual banks their “time to shine”, said Beyond Bank head of third party Darren McLeod, adding that they had worked hard over the last two years on selling their proposition.
Referring to the previous year’s roundtable, when the catchphrase of the day was that the customer-owned banking sector was the industry’s “best-kept secret”, McLeod said, “I think that secret is finally getting out.”
“I don’t think we’re doing anything different,” he added. “We’re doing what we’ve always done, but there’s more customer uptake because the market’s in a place where people are now looking, and they’re willing to try it.”
Agreeing that the royal commission had had an effect on consumers heading to the mutual banks, Mark Middleton, head of third party at Teachers Mutual, said there was a growing groundswell. Not only were borrowers looking for alternative options but aggregators were adding more choice to their panels, he said.
Offering a different perspective, Middleton said consumers were becoming more aware of responsible lending and social responsibilities and asking about things like climate change. Teachers Mutual is not only carbon neutral but gives back around 6.8% of its net profits to community grants and other projects.
“It’s particularly topical right now, with the bushfires happening around the country, that people will start looking for who is doing things to make a difference, not just for this generation but future generations,” Middleton said.
“I think we’ve been actually ahead of the curve; no one’s been really aware of it, but the last 12 months it’s become more prevalent.”
Middleton also talked about the wider recognition the sector was receiving, as reflected in its high NPS scores.
“From all the mutuals around the table here, clearly when customers are being recommended by brokers to come to us, they’re voting with their feet,” he said.
McLeod agreed that a lot of the growth was coming out of the third party space.
“We’ve all been working hard in the broker space over the last couple of years as more brokers use customer-owned banks,” he said. “I think the growth is definitely in the broker channel and the work all of us have been doing in the business. The growth we’re talking about is definitely coming from brokers.”
Brokers have also been an important factor for Bank Australia. Senior relationship manager Fernando Lemos said the bank had been bolstering its support around the third party distribution space. He added that it was not only about diversification of products but also diversification of lenders, and this helped brokers cater for a wider client base.
“I think brokers are really starting to become aware of what we’re about and what we stand for,” Lemos said.
“There’s a marketing edge as well: they can go out there and promote themselves. They’re not just a line to a particular organisation; they can look after certain types of clients.”
Agreeing, McLeod added that the extra regulation, such as the caps on interest-only lending, had also had an effect on the sector.
“We all had to slow down for the caps,” he said. “But when it opened up, the brokers who used four lenders were now using a lot more, so it really gave us a chance because we’re in that larger group. So it’s really opened up the market, because it was so confusing in terms of who was doing what – who’s doing construction, who’s doing interest-only, who’s doing investment – so it’s opened up the market and it gives us a shot at getting the business."
One of two brokers joining the roundtable, David Merison from Vault Plus Mortgage and Finance Consultancy said the demographic of people looking to borrow money wanted choice, rather than relying on those who came straight out of the banks and were simply agents for those lender
“We’ve got to hold ourselves open and come up with some innovative solutions, and that means introducing some lenders they wouldn’t always think of,” he said.
Finsure Finance and Insurance broker Christopher Lee said his primary objective was to put the largest amount of money in his client’s pocket rather than the bank’s pocket, and the mutuals offered a cheaper alternative, as well as a more diverse product range.
Not just that but Lee simply enjoys dealing with the mutuals more.
At Pennymac TPO, we are deepening our commitment to the wholesale channel and helping our broker and non-delegated correspondent partners on their journey to greatness. We believe the road to greatness is paved with dedicated support, and so we are investing in the people, technology, products, and services to enable our partners to realize and achieve their own growth. As the #1 correspondent aggregator and the #6 wholesale lender, Pennymac is uniquely positioned to be a long-term partner for our clients.
Find out more
Lisa Lund started working for her dad's mortgage company as a receptionist in the summer of 1998 at 17 years old. This was the beginning of her career in the mortgage industry. After a couple of years of training, Lisa moved up to processor and was eventually promoted to processing manager and then loan officer manager. On June 1, 2009, Lisa opened Lund Mortgage Team, Inc. She has a team of 13, including two loan officers who fund an average of 100 loans per month. Lisa has received the Broker of the Year award from United Wholesale Mortgage.
Lund Mortgage Team
Lisa Lund
Andy Price has been helping his customers get the home financing they need for over 15 years. He began his career as a real estate agent and then decided to become a loan officer a few years later, as he was very interested in the financing side of the real estate transaction and didn’t like being dependent on lenders who didn’t seem to know what they were doing. He prides himself on being a lender you can trust and will make sure to get your loan done.
He especially enjoys helping those who have been turned down by other lenders.
Price Mortgage
Andy Price
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Christian Griffin is a top originator nationwide, with 400 closed units and $225 million in funded loans in '21 and 69 units and $47 million funded so far in '22. He has been in the mortgage business for over 11 years and has consistently been recognized for his high level of production and superior customer service. With an impressive career volume, Christian prides himself on being one of the best in the business. Christian has found success in the mortgage business for many reasons, but most notably because he always puts the customer first. An impressive 98 percent of his clients would use him again.
Maverick Mortgage
Christian Griffin
Number of Lifetime customers
over 4 million
Lender ranking in US
#2
Correspondent aggregator ranking
#1
Wholesale lender ranking
#6
Value of loans serviced
over $510 billion
Source: Mortgage Bankers Association
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Copyright © 1996-2022 Key Media, Inc.
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About us
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Conditions of Use
Contact Us
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News
MORTGAGE INDUSTRY
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TV
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CA
AU
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UK
“It’s going to be a survival-of-the-fittest environment for a while. We need to cinch up the belt buckle here a little bit”
Christian Griffin,
Maverick Mortgage
“It’s going to be a survival-of-the-fittest environment for a while. We need to cinch up the belt buckle here a little bit”
Christian Griffin,
Maverick Mortgage