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National Mortgage News: Consumer-Direct Cuts Can Save Top Producers

Lenders shaving costs don’t have to antagonize their top performers. Instead, a new expert perspective suggests an efficient, low-impact cut to companies’ consumer-direct teams. That channel’s focus on total marketing cost per unit over basis point compensation makes it a ripe target for cuts, wrote Garth Graham, a senior partner at Stratmor Group. Reductions there would allow lenders to preserve their top loan officers typically responsible for the bulk of production.

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