Mortgage agents generally pay a split of their earnings to a brokerage. One of the things they get in return is technology (e.g., a deal entry system, CRM system, rate sheet creator, etc.).
Most brokerage technology we’ve seen is run of the mill stuff, nothing special. So when a piece of software comes along that can genuinely help clients or generate more revenue, it’s noteworthy. We had a look at one such tool from Mortgage Alliance this week, called “Lender Logic.”
Lender Logic is a decision support engine. It helps brokers find mortgages that match a client’s requirements.
It works by comparing well over 100 criteria in the client’s application to the products and guidelines of 15+ top lenders (lenders that represent 90% of Mortgage Alliance’s volume).
Lender Logic has “every single product that every lender on our system has,” says MortgageBOSS product manager Christa Mitchell. The software filters those products and then spits out a list of lenders (and insurers) that will consider the deal. The broker can then check rates and terms and route the application to the lender that fits best.
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Lender Logic, which is free for Mortgage Alliance brokers, has been around for a while. Prior to a few weeks ago, however, it was a standalone system. Brokers had to key in client data twice: Once to have it analyzed by the system and once to send it to lenders. “Nobody used it before one-time entry began,” admits Mitchell.
In this new version, brokers fill in client application data once. They can then run it through Lender Logic, pick a product and instantly submit the deal via a link to D+H Expert.
- Doesn’t force brokers to key in client parameters twice
- Uses the client’s actual credit bureau data to determine which lenders “fit”
- Lets brokers instantly send an application to their lender of choice.
Lender Logic is both a time saver (for the broker) and potentially a money saver for the client. The reason: It helps brokers find a client more options. More product choice means potentially lower rates, more flexible terms, and (sometimes) a higher probability of approval.
It also puts less experienced brokers on a more level playing field. Newcomers to the business often stick to the small stable of lenders used by their head broker. Product comparison tools make it easier to find alternate options for a file.
Lender Logic also helps ensure a deal meets the lender’s criteria. That avoids wasted submissions and supports high funding ratios, which are mandatory for maximizing compensation and keeping lenders happy.
While test driving the software, a few shortcomings stood out:
- No quick product comparison: There’s no way to easily compare rates and features of the mortgages that appear in the search results. That means you have to manually review each product to determine the best value.
- Limited lender breadth: There are dozens of lenders out there, but Lender Logic has just 15—albeit the biggest 15. Some brokers assert that all you need are 5-6 good lenders. But the more providers a deal can be exposed to, the greater the odds that the client gets the best possible product.
Mortgage Alliance says it’s adding more lenders as we speak, and will continue to do so. And there are plans to make product comparisons easier as well.
In terms of maintenance, Mortgage Alliance’s central underwriting hub manages the data and updates it regularly. It also has in-house developers to maintain the system and implement features and fixes more quickly.
Many broker technology initiatives are a reinvention of the wheel and not worth writing about. This product is not one of them. It’s a differentiator for Mortgage Alliance and it has the ability to make good brokers better.
Rob McLister, CMT