State Updates; Storm May Lead to a Quiet Market; Hiring of and Lending to Millenials
residential lending industry and the companies inside of it are always
in a state of flux. I am repeatedly hearing, "We're keeping a close eye
on personnel costs - if apps stay down here, we'll be evaluating our staffing."
We all know what that means - and I don't see applications zooming
higher in the near future. Who will make it through to Memorial Day
unscathed? Yahoo recently wrote about it. The title of the article is a
little misleading as not all the banks featured are cutting, and there
are reminders that the originators that hustle/leave their desk will
have more success than those that don't.
want my children to have all the things I couldn't afford. Then I want
to move in with them." I would venture a guess that the majority of our
comrades in lending or real estate have children of varying ages. I
recently saw a cartoon of a high school boy talking to his counselor,
saying, "I'd like one of those careers where you make a six-figure
income while wearing a T-shirt and sweatpants." How are these youngsters coming along?
Sallie Mae tells us that the average American family borrows 27% of the
total cost of their child's college education, either through student
loans or loans taken out by Mom and Dad. Experian
research finds that when comparing the generations, it finds Gen Y
(Millennials, 19-29 years old) has an average credit score of 628 vs.
653 for Gen X (30-46 years old), 700 for Baby Boomers (47-65 years old)
and 735 for the Greatest Generation (66 years and older).
and lenders have been known to write off Gen Y for a host of reasons,
including that they typically have less money to invest and need fewer
products and services. Simply put, Gen Y isn't as profitable now as other customer segments, but that will change.
Baby Boomers are a good source of business for retirement planning and
revenue for banks and other lenders, but we should not find ourselves
generationally "locked down" and forget about Gen Y and Gen X. There are
90 million Gen Y (Millennials) folks around, and lenders are
salivating. For banks looking to provide retirement advice, a new survey
from TIAA-CREF finds 43% of respondents between the ages of 18 and 34
don't feel informed about retirement planning. By contrast, only 15% of
those polled between the ages of 35 and 44 feel that way. It is true
that those in Gen Y still have many years before retirement, but it's
all about tailoring your message to fit the audience. So while many
20-somethings may turn a deaf ear when it comes to retirement issues,
you'll have a more willing audience if you discuss savings and
budgeting. And LOs find themselves taking the role of counselor rather
than mortgage order taker.
find people in their 20s today aren't as likely be entrepreneurs as are
their Baby Boomer counterparts, but the percentage who run their own
businesses typically goes up with age so get involved early. Banks and lenders are trying to create strong relationships over time:
you want to be on the short list of companies today's 20-somethings
turn to down the road for business loans, small business services, and
home loans. To attract Millennials LOs agree that mobile access is a
given, especially for banking. Banks and lenders also must have online
tools and resources youngsters can use to help them figure out their
finances. Understand that Gen Y has grown up in the Internet world, so
they are very comfortable online and find enjoyment communicating
digitally. This is an on-demand and do it yourself (DIY) generation, so
technology is important. The key for community bankers, however, is also
to understand that technology alone isn't enough. There is no
substitute for one-on-one attention, so don't forget your roots because
your bank is already well positioned at its core - just add more tools.
And to wrap up, here is one interesting article about the overall mood of the Millennials.
to what you may read in the comments section on YouTube, they DO NOT
sell REO homes at the Detroit airport gift shop. I checked. What may be
good news for areas such as Detroit, and for the macro economy in
general, is contained in the latest Housing Scorecard which is published
by the Departments of Treasury and HUD. According to the December
release there are nearly 6 million fewer mortgages underwater
nationally; attributable mainly to rising appreciation levels, giving
homeowners some equity which vanished in years prior. Jann Swanson of Mortgage News Daily writes, "Rising home prices are continuing to drive down the
number of homeowners who are underwater according to the December
Housing Scorecard. HUD Associate Deputy Assistant Secretary for Economic
Affairs Edward J. Szymanoski said, "Since the beginning of 2012, the number of homeowners underwater has declined by 5.7 million and homeowners' equity has risen by 55 percent to $9.7 trillion." The
Scorecard notes many encouraging items, however as noted in the MND
article, the overall recovery remains fragile, maybe even unsustainable
(Read More: Housing Scorecard: Nearly 6 Million Fewer Underwater as Prices Hit 2005 Levels)
Maverick and Goose get yelled at for buzzing the tower, Goose turns to
Maverick and asks, "You still got that number for that truck driving
school, 1-800-TRUCKERS I think? I might need that." While a lot of
mortgage people have felt the same way over the last six or seven years,
and banks have certainly expanded and contracted their payrolls a
number of times since 2008, there are still fair and balanced mortgage
banks to work for.....or at least that's what Fortune Magazine believes as they list Quicken Loans #5 on their "100 Best Places to Work For" list.
What makes it so great? According to Fortune: 2,600 jobs created,
on-site child care, onsite fitness center, compressed work weeks, and a
telecommuting friendly environment. Who's #1 on the list? I don't know,
you may have to Google that, but coming in at #100 on the list is the
corporate law firm Cooley LLP, who apparently has no fully-paid
sabbaticals, no onsite child care, no 100% health coverage, and no
onsite fitness center. I'm sure the break room is fully stocked with
Speaking of Detroit, Michigan
has updated their Security Freeze Act. As many know, a security freeze
blocks access to your credit report by third parties without your
express authorization. Under Michigan's law, a consumer reporting agency
must place a freeze on a consumer's credit report within five days if
the following conditions are met: the consumer reporting agency receives
a request from the consumer, whereby the consumer has provided adequate
proof of identification, along with the requisite fees. Within five
days after placing the freeze, the consumer reporting agency is
obligated to: send a written confirmation of the security freeze to the
consumer, provide the consumer with a unique personal identification
number or password to be used by the consumer when authorizing the
release of the consumer's credit report to a specific person or for a
specific period of time, and, provide the consumer with a written
statement of the procedures for requesting the consumer reporting agency
to remove or temporarily lift a security freeze. For more information
on Michigan's consumer protection laws check out its FAQ.
is now requiring state-licensed brokers and lenders to demonstrate and
document compliance with state law 209 CMR 53.00: Determination and
Documentation of Borrower's Interest. This
consists of executing a worksheet or other document that is prepared
and dated by the lender stating how the benefit to the borrower was
Washington recently amended
its Mortgage Originator and Escrow Agent Rules. The Mortgage Broker
Practices Act and Consumer Loan Act have been updated and amended to
reflect uniformity between the two regulations. Bankers Advisory writes,
"the pre-licensing education requirements sections of each act have
been amended to reflect a required twenty-two hours of pre-licensing
education from an NMLS approved provider. The amendments further require
that at least four hours of the required twenty-two hours be
specifically related to Washington Law." The Escrow Agent Act has
also been amended to include many technical changes and additional
clarifications for the existing regulation. Both rule changes took
effect January 1st, and all the information pertaining to these amendments can be found here.
Community Home Lenders Association (CHLA) recently marked its one year
anniversary. CHLA is composed of small and mid-sized non-bank community
based lenders with a strong knowledge and understanding of their local
community and the borrowers they serve.
Happy Birthday! CHLA's main focus has been to fight for federal
policies that treat community lenders fairly and equitably in areas such
as FHA, the GSEs and regulatory requirements. For example, CHLA has
been an active player in the GSE reform process, working to preserve a
competitive cash window and lenders' ability to continue to securitize
loans. CHLA has also been active in efforts to establish high standards
for all mortgage loans originators, thus leveling the playing field
between banks and non-banks. CHLA holds two DC - based conferences
annually. Last year they attracted key federal officials such as FHA
Commissioner Carol Galante and GNMA President Ted Tozer and pursued a
vigorous Capitol Hill advocacy program. CHLA Executive Director Scott Olson announced that the next DC Conference is March 3-4.
in the mortgage business think we are at a war of survival. My
colleague Garth Graham has a different take on this, as he recommends
preparing more for battle before you start fighting to maintain your
market share. He even invokes Sun Tzu, the ancient battlefield
philosopher, and advocates torture (of the numbers) until they confess.
no news, and a storm hitting, the MBS and fixed income markets didn't
do a whole heckuva lot Tuesday, except discuss how the refereeing during
the 49er/Seahawks game was poor. Looking at our pal the 10-yr, its
yield Friday was 2.83%, began Tuesday at 2.86%, and ended the day at
2.83% - just not much to say! In the very early going we're at 2.85%, and agency MBS prices are off a tick or two - but the issue today may be more "liquidity" - which traders came into work today during the storm?
In honor of the recent death of the last male cast member of Gilligan's Island - the Professor:
engineer, a chemist, and an economist are marooned on a desert island
after "a 3 hour cruise". They start to brainstorm a way off the island.
The engineer says, "We can lash together some branches and make a crude raft and try to make our way back to land somehow."
The chemist says, "With the right materials we could build a really smoky fire and try to signal a plane."
The economist says, "Okay let's assume we have a boat..."