Is The Next Housing Crash Coming?

This is a fantastic article if you are a person who believes in trends!  As I read it, we are currently in phase II but depending upon the market next spring we could easily move into phase III.  Not only do we have the potential for hyper supply; look around you, do you see a lot of new construction?  We are also almost assured of rising interest rates.  Those are 2 of the 3 signs with a recession being the 3^rd sign.  Any significant event on the global stage could trigger the recession which would put us right back where we were in 2008.  Maybe not as drastic, but far too many homeowners are 1 paycheck away from a missed mortgage payment.

As I have the opportunity to look at borrower's balance sheets and assets regularly, there simply is NOT enough saving happening.  Too many people are trying to live the life of a wealthy person or if not wealthy, at least the life of someone they see on television.  Those that stop trying to keep up with the Joneses and live frugally will be prepared for when the next housing crash comes.

-Chris

SaveSave

Goodbye Countrywide and Goodbye to their step brother Indy Mac.

The Federal Reserve stepped in and took over Indy Mac bank on Friday.

http://www.latimes.com/business/la-fi-indymac12-2008jul12,0,6071779.story

This comes as no shock to members of the mortgage industry as recently Indy Mac announced it was ceasing its retail mortgage operations.

http://theimbreport.com/?p=161

So why do I call Indy Mac Countrywide’s step brother? For years Indy Mac mirrored all the lending programs that Countrywide created, almost to the point where unless you looked at the login page when you were visiting their site, you could not tell the 2 companies apart. There were times when Countrywide would announce a change in a program or guideline and within hours the same change would be announced at Indy Mac. From an originators standpoint, it was comical how the two companies mirrored each other.

When Countrywide was hammered last year and the Fed stepped in to rescue them (see previous posts) Indy Mac started to take on a life of their own. They for the first time were the first of the two companies to change programs and products reducing their exposure and tightening their lending practices. It was because of these efforts that they managed to last as long as they did. If it were not for comments made by Senator Schumer http://blownmortgage.com/2008/07/08/indymac-bank-run-caused-by-senator-comments/ they may have managed to right their ship and avoid the Fed taking them over.

So why does the Fed rescue one company and take over another? Stock penetration and price. If Indy Mac would have had the numbers of shareholders that Countrywide had world wide or even Bear Stearns, they would have been rescued as opposed to taken over.

For Questions or comments, please contact Chris Scheer at 314.223.9824 or cscheer@cornerstonestl.com.

Someone Finally Heard the Message!

Stop the presses! After attempting to brand myself as “Your Residential Lending Expert” for over the past 2 years, one of my past clients has finally heard the message. Dave Simons who hosts the “Dollars and Sense” money show on KMOX 1120 AM radio has asked me to join him on Wednesday, May 21, 2008 to discuss what is going on in the mortgage industry. At this time I am scheduled to go on air at approximately 10:10 a.m. The length of the visit should be around 10 minutes.

You can tune in or check out their live stream at www.kmox.com.

For questions or comments, please contact Chris Scheer at cscheer@cornerstonestl.com or 314.223.9824.

The End of 100%

In the ever changing landscape of lending, we had the latest and most significant change take place this past Monday. All of the Private Mortgage Insurance Companies announced that they would no longer issue mortgage insurance on any loan with a loan to value greater than 97%. On a side note I can remember when we could only do a 97% loan and then just one of the mortgage insurance companies said they would insure up to 100% and it was months before the others joined in when the LTV was going up, but now that the maximum LTV is going down, they are all are the same page and quick to make the move. Kind of like rats jumping off a sinking ship! But I digress! Now there are few instances that one of the companies will honor the 100% commitment but it is in such a limited scope that you have a better chance of winning tonight’s Powerball drawing than getting a 100% loan.

So why are they doing this? First of all they are all taking a bath financially in mortgage insurance claims on loans that are in default and foreclosure due to the current mortgage crisis. Some would argue that they have been making money hand over fist for years as their losses have been limited as the housing prices grew and mortgage rates were declining or low, but keep in mind that during that time that they had to fight to keep market share and revenues as the banks created the second mortgages that would go to 100% and in the industry it was common practice to do a first mortgage for 80% and the second for the remaining amount to avoid mortgage insurance. So let’s not rush to judgment on the profits of the mortgage insurance companies over the last 7 years. Secondly and more importantly, we are seeing house values in some areas decline. So if they did insure a loan that was a 100% loan in one of those areas and the house price has declined, they are now insuring for over 100% of the value of the house. How smart is that?

What does this leave us? Thanks to the stimulus package that was passed we know have higher FHA loan limits and in most cases the cost of the monthly mortgage insurance will be less on an FHA loan. Also, in the old days, before 100% financing, we did most loans using gifts, tax returns, SAVINGS, as a way to come up with the initial 3% for a down payment. Imagine that, you have to save some money to buy a house?

I will write more on the increase in the FHA loan limits and the opportunities that are presented by this later this week. For questions or comments on this please contact Chris Scheer at cscheer@cornerstonestl.com or 314.223.9824.

A Big Nothing!

Well the Federal Reserve cut interest rates by another .5% today which makes that 1.25% in the last 10 days. What did Wall Street do? They acted excited, but by the end of the day the dow was down 37 points. The bond market was even less excited and there was almost no movement at all. Why is the big question?

I would love to tell you that I know the answer, but I don’t. Here is my best guess as to what will happen over the next 30 days. As the heavy money has a chance to digest the Fed comments and view the rest of the economic indicators that are coming out this week they will determine what direction the market will go. This week will still be a week with potential wild movements in both directions for mortgage interest rates. As the market recognizes that the Fed may have to take further action, positions on the bond market will be taken and we will see the 30 year fixed get down to 5.5% or possible below.

Here are the economic indicators that are coming out this week:

1/30 Gross Domestic Product (Advance) (BEA) 2007 Q4 8:30

1/31 Personal Income (BEA) December 8:30

Construction Put in Place (Census) December 10:00

For more you can go to http://www.economicindicators.gov/

If you have questions or comments about this please contact Chris Scheer at cscheer@cornerstonestl.com or 314.223.9824.

A Perfect Example!

For those of you that have followed my postings you know that I warn people about going to the “Dark Side” to get their mortgage. The “Dark Side” is those mortgage companies that you see and hear advertising for business all of the time. I realize that we all have business plans and ways to generate business. Advertising is a way to do so, but when it comes at the expense of the client, especially a client that cannot afford to pay the difference then it is not the best way to do business.

On Friday evening I received a call from a lady who was referred to me by one of my professional relationships. She had applied with a local mortgage company and was trying to refinance a loan that she owed $61,000. In her history she has a bankruptcy and she currently lives paycheck to paycheck with no savings. Because she had tremendous equity in her home she is able to refinance with little or no challenges. On a scale of 1-10 with 10 being the hardest, this is about a 4 when it comes to doing her loan. Thus I really can’t justify charging her a premium to do her loan because it would be a lot of work. More on that later, but the local mortgage company had been pressuring her to close this week and call it women’s’ intuition or just a nagging feeling she felt uneasy about closing so she mentioned it to my professional partner and she then called me. When we visited it turns out that the difference in my closing costs and those charged by the local mortgage company were $2,500. Of that $1,640 was a broker fee which was being charged instead of charging 2.5 points. Not only is that rape of a person who cannot afford it but because they are charging the broker fee instead of points the broker fee is not tax deductible. The points at least can be amortized over the life of the loan if they chose to charge points.

It is needless to say that this lady has canceled her transaction with the local mortgage company and is proceeding with Cornerstone. That is why I tell people to steer away from the “Dark Side”!

Now back to the premium for doing excessive work. On Tuesday of this week I received a phone call from a Realtor who was in a panic. Her client had been trying to back out of his purchase contract and the lender he was working with had canceled his transaction. When the client found out he had no legal grounds to get out of the contract and had to proceed or risk being sued he agreed to proceed but could not find a lender that could get him a loan in 2 days. The lender he had applied with was a national lender working his deal out of state and because they have no desire to have a relationship with either the borrower or Realtor they didn’t want to go the extra mile to get the job done. This is the type of challenge I love and I told the realtor and the client that as long as they did exactly what we told them I would be able to close in 48 hours. Since we had to drop everything we were doing to get this loan done we did charge a premium in the interest rate. Instead of making what we normally make we made an additional 1 point. I explained this to the client and they understood completely. Closing happened on time and all the parties were completely satisfied.

So there are times when people should pay a higher cost to acquire a mortgage, but unfortunately the people that should pay a few and far between and the ones that shouldn’t usually make the mistake of going to the people that will take advantage of them either because they don’t have their best interest in mind or simply their business plan does not allow them the flexibility to treat people fairly!

For comments or questions please contact Chris Scheer at cscheer@cornerstonestl.com or 314.223.9824.

Are Rates Falling?

Well the year has started off with interest rates heading lower, but have they really? With Fannie Mae and Freddie Mac adding risk based pricing to their delivery fees for all loans delivered after March 1, 2008 see https://www.efanniemae.com/sf/guides/ssg/annltrs/pdf/2007/0716.pdf. Who knows what the rate will be at any given time. Couple that with this announcement; https://www.efanniemae.com/sf/guides/ssg/annltrs/pdf/2007/0721.pdf

And the interest rate that I thought we should have is now at least .125% higher and in some cases .375% higher. Even though the price of mortgage backed securities continues to rise and the yield or effective interest rate is falling, the interest rate for most consumers is actually going up or staying the same!

Economic news favored rates falling and currently the trend has been favorable. However this week we have at least 3 Fed Governors speaking at various functions and the minutes from the December Fed meeting will be released. The market watchers will spend far too many hours dissecting the comments from these and we will see the bond market either give up its gains or take on a whole new energy as anticipation of the next Fed meeting begins. Either way, at this point it is going to take a strong push to get the 30 year fixed back down to 5.5% or below. Mostly due to the above mentioned pricing by Fannie and Freddie, but also keep in mind that the secondary departments of the major investment banks are under pressure to be profitable with the REO departments getting killed with all of the foreclosures. Thus when they do their pricing models, expect them to error on the conservative side.

For comments or questions, please contact Chris Scheer at cscheer@cornerstonestl.com or 314.223.9824.

How to start the New Year!

The last day of 2007 was a day of sadness and hope. The year was coming to an end I as I reflected upon the previous 364 days I had a chance to take inventory of the things I had accomplished in that year and identify the opportunities lost or at least not capitalized on. I also recognized the amount of time I spent on personal growth, recovering from a failed business. The decision to close that business took my heart and soul away when I did that just a little over a year ago. I don’t think that when I closed the business I realized just how emotionally devastating to me it was. When I did so, I went to work for a friend who I had played soccer with over 20 years ago and he is the type of person who is always upbeat. I used that environment to bolster my emotions while I worked through the pain and tried to plan the rest of my professional life.

As some of you may know, I spent many hours riding a bike or hitting golf balls while I tried to find what I really loved doing. I found myself mentoring and coaching loan officers and realtors, thus I recognized that being back in sales management was the calling I needed to answer. I answered that calling and have found myself enjoying the challenge each and every day. I work with a group of people that share similar vision for how to run a mortgage company. Loan officers that believe in doing the right thing and support people that truly care about taking care of the customer. We are positioned to grow if the market allows us to but will be successful if we stay the current size. If I knew what I wanted when I closed my company I could not have asked for a better set of circumstances. So again I give thanks to the people at First Integrity Mortgage; the company that hired me when I closed my company. The people there did all that I asked and gave me all the room to flourish while I found myself.

Now that I have moved on to Cornerstone I want to take the time to thank them for having the belief in my management skills to bring me back into the game. At my new company a special thanks goes to Brad Bradford for championing the concept of hiring me. Never underestimate the relationships that you form in your life. Brad was a loan officer with me at a mortgage company over 10 years ago. We never developed a friendship, but a healthy respect for how we both went about doing our business. Had I known that he would become a key part of my life 10 years later I now know that I would have done more to build that friendship. But alas, hindsight is 20/20 and unfortunately, the younger we are the less foresight we have to build those relationships. I guess that only thing we can hope is that we are smart enough to not burn bridges.

So much for the sadness, now on to the hope; As Monday’s bond market came to a close it finished the year with a strong rally. We opened Wednesday with a continuation of that rally. As of the time I write this, our pricing is within 25 basis points of our lowest point in 2007 and that was as low as we had seen since 2003. Interest rates are below 6% again and should stay there for at least the coming week. This should give me as well as the loan officers I work with an opportunity to start the year off with a few good months. With this being an election year we can hope that rates will hold steady and we won’t see any major upward movement. Although with gas going up, the only thing we know that will affect is the spending power of the American consumer. Either way, I am optimistic that the business plan that I have spent the last 3 years developing will flourish this year and all those that utilize it will reach and surpass their goals.

For comments or questions please contact ChrisScheer at cscheer@cornerstonestl.com or 314.223.9824.

All I Want For Christmas

So imagine if you will; you are one of the many mortgage originators who have managed to stay in this industry through the last 3 years of cutbacks, layoffs, companies going out of business and income less than you have seen in a long time. Over the last 2 ½ weeks you have seen the 30 year fixed rate drop below 6% more than once and actually get to 5.75% for 24 hours before heading north again. You have glimmers of hope of making money again; real money! Not just closing enough loans to pay off your draw and keep your job, but enough money to justify all the pain and heartache you have experienced lately.

Wall Street is in your corner. They are pushing for the Fed to continue to lower short term interest rates. They need the lower costs of money to offset their huge losses in the Subprime Mortgage fiasco that they created. Your consumers are clamoring about the most recent Fed rate cut “does this mean that my interest rate dropped?” Instead of being able to say yes you have to say no and then spend 10 minutes on economics, Wall Street, mortgage backed securities and Japanese candlesticks to try to get them to understand the difference between short and long term rates and that one moving doesn’t mean the other will move.

You are exhausted and leave the office to try to find a real estate agent to talk to in hopes of getting a deal from them only to find that you either can’t get into their office or the agents you can find spend the entire conversation telling you how bad the real estate market is and no one is doing any business. You grow weary of bad agents and bad attitudes and get back into your car only to find that no matter what radio station you turn on you hear a commercial for a mortgage company, one of the “Dark Side” lenders who continue to prey on the unknowing and confuse most of the average and below average consumers with their lies and misleading information. Thoughts of George Bailey jumping off the bridge in “It’s A Wonderful Life” dance through your head. As you think of that you realize that the story ends happily and George gets to live his life with happy endings. Where are your happy endings?

They are right where they should be! This career, this job you have chosen to continue to pursue is your Christmas wish. It isn’t about the money. It isn’t about confused borrowers. It isn’t about competitors that don’t play the game fairly. It isn’t about realtors who let others control their minds and outlook on their career. It isn’t about whether the Fed lowers or raises interest rates. No it is about each and every borrower you do get to help finance or refinance their home. Not house, but home! You get to help people live the American Dream. It is about being the person who touches the lives of everyone you meet in a positive way. You can only be measured by how you made the lives of the people around you better. Accept that as your calling and reap the rewards of a life worth having and living!

Happy Holidays!

For your questions or comments please contact Chris Scheer at cscheer@cornerstonestl.com or 314.223.9824.

FHA Mortgage Insurance May Change!

HUD has announced a proposal to change the cost of both upfront and monthly mortgage insurance for purchases and refinances. This change is based upon loan to value and credit score. Their reasoning is that they want to be able to serve more borrowers and keep the opportunity for home ownership accessible to as many as possible. They have imitated a rate system that has been in place in the private mortgage insurance sector for years. Depending on how good your credit is and how much you put down or how much equity you have, your cost of the mortgage insurance will go down.

Why is this good? As the secondary market continues to shy away from maximum financing i.e. 100% loans someone needs to step up to the plate to keep the ability to purchase lower priced homes feasible for most working class people. When they want and can purchase the starter home or the lower priced home, then the person selling that home has the chance to move up, which keeps the process moving right up the price scale.

You can view the proposed changes and get information on how you to can comment to HUD about this change at this address; http://hudclips.org/sub_nonhud/cgi/nph-brs.cgi?d=FR07&s1=FR-5171-N-01$[NO]&SECT5=FR07&SECT1=TXTHLB&l=50&u=../cgi/newsdoc_run.cgi&p=1&r=1&f=G

For your comments about this blog or any questions for Chris Scheer, please contact him at cscheer@cornerstonestl.com.

Licensing for Mortgage Originators?

As a mortgage professional for the last 14 years, I have been against licensing for originators. My logic was purely self serving. If I was doing business in a professional and ethical manner, I didn’t want to invest the time and or money into getting licensed. I was licensed in Illinois and when the time came to renew the license, I was too busy to do the little things that were required for me to keep my license. So now that you know why I WAS against it, let’s try to find out why I have changed my mind?

In a nutshell, there are still too many individuals and companies that are taking advantage of the consumer! The “Dark Side” has been reigned in by the changes in the sub-prime mortgage market, but like any bad fungus, they are regrouping and reforming to begin their next assault on the homeowners and would be home owners in our marketplace. If I, a busy professional am too busy to renew my license, how much effort do you think the minions of the “Dark Side” will put forth the get licensed or maintain their licenses? This move alone will chase many of the financial rapists out of business.

Now I recognize that a thief will always look for the easiest access. See the article by Michelle Singletary in the Washington Post; http://www.washingtonpost.com/wp-dyn/content/article/2007/09/08/AR2007090800159.html. However, slowing them down is the key. It is in the time that they have to look for easier avenues to get into the consumers’ houses that we have more opportunity to educate the borrower and attempt to protect them. I also think that the investors who are purchasing these loans should be held accountable. Here is the Federal Reserves report on how well the Fed has done at monitoring companies who are purchasing mortgages; http://handle.dtic.mil/100.2/ADA270233 .

How do you feel about Mortgage Originators needing to be licensed? Contact Chris Scheer at cscheer@cornerstonestl.com with your comments.

Evolution of Credit

I had a very interesting meeting today with a gentleman who runs a company called Evolution Credit, www.evolutioncredit.com. He has started this company with the thought of helping people fight the collection agencies of the world that destroy peoples credit, most of the time without the people even knowing that this is going on. The story is best told by him, but I can surmise that at a young age he attempted to purchase a home and had challenges because of a collection account for a company that he never had an account with. Being somewhat intelligent and frustrated by the months of work to remove the information he decided to start a company to help people who were in similar boat as himself.

He has a very thorough working knowledge of Fair Credit Reporting Act, http://www.pueblo.gsa.gov/cic_text/money/fair-credit/fair-crd.htm, the The Fair Credit Billing Act (FCBA) and Electronic Fund Transfer Act (EFTA). Utilizing systems and with clients diligent work he can improve credit scores significantly with a 12 month period. With the heavy reliance upon credit scoring in the both the mortgage lending and automobile lending arenas, this can make a huge difference in your cost to purchase a home or a car.

So what does this mean for the average consumer? With the recent changes in mortgage lending, if you want to have flexibility in the type of loan you can acquire or even to be able to qualify for a loan, you are going to have to get your credit scores above 620 to get a loan and above 700 for the premium loans. To do so will take time to manage your credit no different than you would manage an investment. Those that recognize this will benefit and those that don’t will pay a heave financial price.

Which one are you going to be? For more information on credit scoring and home mortgages, please contact Chris Scheer at cscheer@cornerstonestl.com

What is the Delay?

Here we are, one week after the announcement by the President to try to help homeowners who are struggling, http://www.foxnews.com/story/0,2933,295369,00.html

Yet not one investor, i.e., Chase, GMAC, Countrywide, Citi Mortgage, or any of the other major national mortgage banks is ready to start selling these loans. Who is going to step up to the plate to start rescuing homeowners? Right here in St. Louis there are over 600 properties in St. Louis City and County that are for sale from Foreclosure. That number has tripled in the last 6 months. We are at the beginning of the problem. At that rate, next March we will have over 1800 homes for sale that have been foreclosed upon.

If we are a snapshot of the country, why are the major mortgage banks dragging their feet?

Most people in the industry know that HUD will insure these loans, however until HUD gives written guidelines no one is will to stick their neck out and originate a loan that may not be insured. Meanwhile, people who are late on their mortgages continue to struggle with the situation. Most are taking the ostrich approach and burying their head in the sand hoping the problem will go away. While they do this their credit gets worse and their credit scores continue to fall. The guidelines that HUD will issue will dictate a minimum credit score, so while HUD drags their feet, scores are falling and people that should get relief won’t due to governmental and political delays.

I Challenge the top executives at the major mortgage banks to step up and use common sense. We all know about what the guidelines will be. Start originating these loans and let’s start helping people. You may end up with a few loans that can’t be insured, but how many people will be helped? How much goodwill will be created? How much will your servicing portfolios increase in value as you help stop the decline of delinquencies? So what if you end up with a few million in loans that you can’t sell. Get them to perform for a year and then refinance them out of the loan that wasn’t insurable. It will cost you less than what it will to have to foreclose!

The Dark Side Part 2

So how do you avoid the “Dark Side?”

Let me first say that I believe that everyone should have the opportunity to make money. The Mortgage Industry is a great place to earn a living, provide for your family and help people make dreams come true. However, with every industry there are always people who are in it only for themselves. These people prey on others who are less educated, less intelligent and sometimes less qualified. When they do, they usually abuse the system, creating large incomes for themselves while staining the reputation of their entire industry. Not to mention that the people who are usually their prey are the people who need to have a lender who will treat them fairly as opposed to taking advantage of them.

Once a “B” always a “B”. When the sub prime lending market was in its beginning, there were borrowers who would not qualify for the “A” paper loans. On more that one occasion I would hear an account rep say that “B” borrowers don’t change their habits and they don’t learn their lesson. That may be true about some people, but I believe that people can learn to manage their credit and they can learn to manage their finances. All they have to do is have an honest chance!

So what is an honest chance? Well it is putting someone into a loan program so that they can develop a budget off of. It is creating a mortgage solution that will not penalize the client in a short period of time. It is not gouging them in fees when they do come back to you eating all of their equity up with refinance fees. It is treating people the way that you would want to be treated.

As we see mortgage delinquencies rise and foreclosures happening at an alarming rate, there is a change that must take place. But it is going to have to be consumer driven. Legislation is not the key. Education of both the consumer and of the mortgage sales people will be the basis of this revolution. The consumer must learn not to fall into the trap of working with people who spend tremendous amounts of money on advertising. Mortgage originators need to learn that if you are going to stay in this business for a career, relationships are a necessity. To nurture those relationships you must take care of people so that they want to come back and refer other clients to you.

Thank you to Tracy Nolan for referring Andy Revelle.

Thank you to Andy Revelle for referring Joshua McDowell.

Thank you to Klaus Bank for the referral of Sarah Stroup and Pete Wilkens.

Thank you to Libby Emmer for referring Rob Steinkuehler.

Bridge Loan Scenario

So now that I had this big idea to write a blog, now I get to find something to write about more often then once in a blue moon. After spending the day writing loan applications and finding solutions to challenges for borrowers, I am not sure that my creative juices are flowing. But since we have now had this blog for a week and only one person has had the courage to post anything on the blog I am not sure that creative juices are necessary. Either way, the exercise of writing is the most important thing. I think that as I write these blogs I will have the opportunity to learn more about the loans that I encounter, learn better ways to help borrowers and possibly learn new or better systems for delivering loans.

One of today’s challenges dealt with a Bridge loan. A common challenge facing people who want to buy a new house but have not sold their old house is how to do so and tap into the equity in their current home. The client today had a home that has been described to me as a fixer upper, in other words, will be put on the market at below average condition. The house they wanted to purchase was being sold by owner and the buyer needed to act quickly before the seller listed the house with a realtor and then raised their price to compensate for the need to pay the realtors commission. In listening to the referral source describe the situation a bridge seemed like a possibility, but I was concerned about the expense. When you get a bridge loan against your current home it is a refinance. Thus there are expenses incurred to acquire the loan along with the fact that the lender is not making any money doing the loan so you will usually have to pay an origination fee. Then you are limited to only borrowing 80% of the value of your current home. With a house that is going to be in below average condition, I had fears that we would be having the client spend $2,000 to only be able to get to 8-10 thousand dollars. After interviewing the client and then reviewing their credit I decided upon the path of least expense for the borrower. It will require a step stone process, in other words we will do the original loan just to get them into the house, but as soon as they can sell their current house, we will use their proceeds to pay down the new loan and refinance into a lower loan to value and either lower their cost of mortgage insurance or eliminate it altogether.

Now you ask, would that cause expenses to refinance? It would if the client wanted to purchase the absolute lowest interest rate, but with the ability to use our income for selling their loan after we refinance it, I can use that income to pay the closing costs on the future refinances. Over the last 14 years I have seen too many people tell me that they wanted to pay the closing costs and then within 3 years they were back at my desk looking to refinance because the rates had fallen, they needed to access the equity in their home, they want to put an addition on to the house or even worse they decided that they can afford the old house payment and now they want to move to a bigger house. Thus whenever I have a client with an open mind I will always suggest to them that the right path is to take slightly higher interest rate and let us pay their costs for them.

Seems simple enough but then the referral source wanted to know why we were only going to do one loan and not two loans on the new house or an 80/20 loan. Someone had told them that they could avoid mortgage insurance by doing the 80/20 loan. However we had a challenge that the borrower would not qualify for the 80/20 since they would carry too much debt for their income. In addition, mortgage insurance is now tax deductible. The after tax expense of the mortgage insurance versus the 80/20 would leave the client better off paying the mortgage insurance now. Then when we lower the loan to value with the refinance after they sell their current home we will lower the cost of the mortgage insurance or eliminate it. With the 80/20 the 20% loan will be there at the higher rate until it is paid off through the use of assets or another refinance.

So now it seems like we have the mortgage planned out. We now have to get the seller to pay the borrowers closing costs and pre-paids so that they don’t use up their available cash with expenses related to the purchase. By getting the seller to take a higher sales price and pay the above mentioned costs at closing out of the proceeds of the sale we are able to keep a nice cash reserve for the borrower so they can afford to make two house payments for a month or two if they have challenges selling their current home.

There you have it! Another solution to another client with a unique circumstance. Just an average day in the mortgage industry. If that was all I had to do then it would be easy, but fortunately for me, that was one of 4 loans originated today. I also had an investor tell me that their underwriting turn time for refinance loans is currently 15-20 days. After I finished laughing, I sent a scathing e-mail to the account representative to remind him that this is not the year 2003, or 1998 or 1992, this is 2007 and any company that is experiencing those types of turn times does not know how manage their business and if these numbers are factual that he would not be getting any more business from our company. On top of that I spent 2 hours working my database sending out mailings, making phone calls and scheduling “Mortgage Fitness Checkups.” When you throw in the occasional banter with the other sales people and office staff, I can honestly say that I had a full day at the office.

Thank you to Todd and Julie Hall for being a repeat client. Also deserving of mention is Dustin Smart who is going to be utilizing my services again to refinance his home.