In its July Insights Report, STRATMOR Group explains why the upcoming surge in purchase business will not look like the last time the industry saw a wave of new business and that it won’t benefit all lenders equally. In “How to Win the Coming Battle for the Purchase Money Market,” his second article in a two-part series, STRATMOR Senior Partner Garth Graham explains that a new approach to originating purchase loans will be required to increase the profit earned from each loan. Garth says there may not be enough deals to go around, and the Realtors who might have dealt with buyers in the past may not have the opportunity to work with them in the future. “If you’re counting on your business referral relationships to bring you your share of the coming wave of new purchase-money business,” says Garth, “stop.” Instead, he suggests lenders follow four steps, which he outlines in the article.
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