Leaving no stone unturned in the hunt for borrowers

Opportunities remain – if brokers know where to look

Leaving no stone unturned in the hunt for borrowers

This article was provided by Champions Funding

Out of sight, top of mind – mortgage brokers are seeking new borrowers amidst the current lackluster mortgage environment.  While the boom years of 2020 and 2021 have waned, opportunities still exist if brokers know where to look.

The adage “Leave no stone unturned” is an apt one for brokers seeking potential new clients.  The necessary shift in marketing & sales strategies could yield a new foundation with said stone turning.  Forego appealing exclusively to the traditional wage earner seeking a conventional loan and put yourself on a solid path that incorporates non-qualified mortgages. 

The downward trend forecasted shows origination to decrease to $2.05 trillion in the upcoming year, down from $2.26 trillion predicted for 2022. Those who are actively getting ahead of the trend curve, have been focused on adaptation, improvisation, and evolution in focus on previously underserved markets. 

The shift to Non-QM requires mortgage brokers to first educate and awaken potential borrowers to the opportunities that exist.  The doom and gloom on the evening news does not adequately reflect the availability and opportunity to make a significant impact on an investor’s long-term portfolio.  Consider the buyer who has built considerable equity and is looking to convert that into an expanded portfolio.  Likewise, Non-QM loan products exist for the professional seeking to make an initial home purchase or to tap into the short-term rental market.

Other potential borrowers under the proverbial stone:

  • Gig workers
  • Workers with a productive side hustle
  • Borrowers with a life event, such as a divorce
  • A borrower who switched gears during the pandemic
  • That YouTuber kids can’t stop watching

Mortgage brokers need to consider incorporating additional avenues in combination with agency programs with current and projected decreases, that much is clear.  With eyes set on introducing Non-QM products to potential clients, there’s the added bonus of fueling investor clients for life with potential refinancing and additional properties to acquire. 

While diverting from agency guidelines, Non-QM lenders like Champions Funding outline a potential borrower’s ability to repay without the arduously heavy burden of traditional income or employment documentation requirements.  Instead, a reliance upon common sense evaluation across credit, collateral, and capacity relative to reserves and down payment are a viable means to serve an expanded population of borrowers. Additionally, providing programs where an investment property’s cash flow can function as the qualifier: with unique niches and features such as vacant properties qualifying with proposed rental income.  Plus, the agency loan limits on higher-valued purchase properties don’t exist with Non-QM.

Nowhere near the Wild West financing of yesteryear, modern Non-QM loans offer responsible investment opportunities expedited thanks to “no TRID” wait times and speedy underwriting. 

In all markets, mortgage brokers can thrive by pivoting and turning over proverbial stones to identify new customers.  With Non-QM loan programs with wholesale lenders like Champions Funding who close loans incredibly fast and with efficiency, the stones turned during this mortgage lull could become true gems.