Winning The Battle For The Borrower: Let’s Get Concrete About Technology

*Let’s Get Concrete About Technology*
**By Judy Margrett**

***We all know that the market is tough. You need technology to remain competitive and to stay compliant. But what technology do you really need? Do you need a new LOS or a new POS? Or can you do with something else? I’m sure these questions and others are circling in your head as you decide how to proceed.

****Also, during these difficult times, vendors are fighting just as hard for business as lenders. So, they’re breaking out their best slant to convince you to buy they’re technology. Remember though, good technology has to solve real business problems. So, if you’re looking for new business, you need automation that will help you better deal with the borrower. Still confused? Let’s look at two “real world” examples that illustrate enterprise marketing automation’s vast capabilities. You’ll see what I mean soon.

****Fast Start – Big Finish

****The moment rates dropped below 5% veteran originator Bill Smith* was in a hurry to reach his diverse database of customers. So, he selected an oversize postcard from his enterprise marketing automation’s extensive marketing library, then adapted the copy to meet the specific interests of several niche audiences.

****After making his copy modifications, Bill’s file was automatically forwarded to his company’s marketing and compliance departments to ensure it met all appropriate brand guidelines and regulatory requirements. Bill’s changes were approved within minutes and the cards printed – including a Spanish translation for some, plus Bill’s new photo and signature added that day – and mailed to over 1,500 clients.

****It took less than 24 hours for Bill to complete his mission, from the time he accessed his enterprise marketing automation site until the highly personalized cards were in the mail. Within weeks, as a result, he closed $10 million in new business.

****Expanding a Referral Network

****Sarah Jones, a top producing originator, developed a proactive marketing program that includes a regular series of birthday, holiday and other greeting cards, along with a special campaign to encourage Realtors, builders, customers and others to share referrals. She adapted postcards, letters, e-mails and other materials to include “I welcome your referrals…” messages for different audiences and scheduled them for automatic distribution at various dates.

****Sarah has found her enterprise marketing automation performance-tracking feature to be especially appealing. It enables her to measure how her business has increased over time and the number of referrals she is receiving from her professional partners.

****Of course I used fictional names, but the results are real. See what I mean about choosing the right technology to get you the results that you’re looking for now?

Judy Margrett is President of The Turning Point, Inc. The company’s flagship product is MACH3, a mortgage-specific CRM and automated marketing engine. With more than 20 years’ experience in mortgage banking, Judy was an early advocate of technology-based marketing solutions, especially for nurturing key business relationships. Recognizing the demand to maximize resources within business enterprises, she works closely with industry leaders to guide The Turning Point’s development of advanced mortgage-specific solutions. She can be reached via e-mail at

Technology Spotlight: It’s All About Service

*It’s All About Service*
**Riverview Community Bank of Vancouver Profiled**

***We all know how big compliance is. It’s top of mind for every lender. At the same time lenders want to be sure that in keeping compliant, they don’t compromise service. Because of these two factors more and more lenders are switching their LOS. For example, Riverview Community Bank of Vancouver, WA has selected Mortgage Builder’s platform for its mortgage lending business. Riverview Community Bank is a community-oriented financial institution and mortgage lender that provides local and personal service throughout Southwest Washington and in the Portland, Oregon metropolitan area just across the state line. Here’s why they made this choice:

****After researching several LOS providers, Riverview Community Bank chose the Mortgage Builder web-based LOS platform because of the company’s ability to quickly respond to regulatory changes in the mortgage industry, and also the company’s commitment to customer service, according to Chris Bell, systems coordinator with Riverview Community Bank. Mortgage Builder provides an end-to-end loan origination software platform that enables lenders to automate mortgage origination, loan closing, post closing and delivery to investors. The system offers built-in enhancements available on demand, including pricing and product eligibility, electronic document management (EDM) and electronic loan delivery.

****“Mortgage Builder was the most professional of all the LOS vendors we checked out,” Bell said. “They understood the mortgage origination needs of a community lender. The main deciding factors for partnering with Mortgage Builder were its excellent support services and its ability to respond quickly to regulatory changes in the mortgage industry, such as those included in the Dodd-Frank law.”

****Mortgage Builder’s online training library also impressed Riverview, Bell said. “The rollout of the new LOS and the integration process at the bank has gone very smoothly,” he said. “We’ve found Mortgage Builder to be very responsive, and quick to resolve any issues that arise.”

****Keven Smith, president and CEO of Mortgage Builder, noted, “Mortgage Builder specializes in meeting the retail origination needs of community banks. Everything is integrated in our LOS design, making it easier and more secure for Riverview Community Bank to not only originate loans, but also to track every component of a loan file with our reporting and document builder, the most robust on the market. With our end-to-end, fully integrated LOS and its reporting and tracking solutions, Riverview now has the origination tools to rival any large, national lender, while still maintaining a local touch.”

Powering Today’s Lenders: Ask The Bank That Owns One

*Ask the Bank That Owns One*
**By Daniel Liggett**

***The title of this article is a twist on a classic advertising slogan for a legendary automobile brand. The manufacturer implored the reader to ask the person who owns one and why they bought it knowing full well the satisfied owners’ words would be more convincing than any they could possibly dream up.

****This transparent approach is extremely powerful, but the manufacturer better have the utmost confidence in their product. If the owner doesn’t like what they bought, they’re surely going to say so when asked. This is more true today than ever, with the increased use and adoption of social media.

****At a recent technology symposium held in New England, lenders had the rare opportunity to hear from a group of decision-makers on why they chose their loan origination system and the reasons behind their decisions.

****The panel of lenders differed in asset size, loan volume, lending models, deployment and workflow requirements, but they were similar in certain aspects as well. They set the table by discussing the reasons that motivated them to perform their technology search. Most were prompted by upcoming regulatory changes and the lack of confidence in their present system or in their vendor to handle these changes. Fear is a great motivator, but most of the lenders had a detailed plan long before compliance deadlines became realities. The lenders’ plans all included a wish-list of capabilities they both required and desired and all echoed that it had to be an integral part of their banks’ overall growth program. It was here that their needs began to differ and requirements became unique to their operations.

****One adopter said that he wanted an internet-based solution in order to relieve his thin IT staff from the burdens of maintenance and upgrades while providing access to loan officers in the field. A second lender said flexibility, customization and ease-of-use topped her list. A third lender desired to mirror their present workflow and then improve upon it. One said a key component was the LOS’s ability to grow with their organization, and not just accommodate more bodies, but have true scalability. Another lender wanted one system to handle both mortgage and consumer lending on the same platform.

****Each individual then described their lending operation in detail; the nuances that they embraced and those that they wanted to change. What became evident was how the differences in each operation clearly outnumbered the similarities, meaning each one had a distinctly different way of lending and thus a unique set of requirements. They described how the chosen LOS allowed them to achieve their goals and the effort that was involved. They described future plans and outlined their growth expectations. They also included candid details about their implementation experience, including both the successes and pitfalls and described what they learned along the way.

****In an effort to share this valuable knowledge and insight directly from the individuals making these decisions, I will be adding a “Lender Spotlight” section to this column.  Come back next week to see how and why technology decisions are being made directly from the decision makers.

Daniel Liggett serves as Director of Client Services for Associated Software Consultants’ PowerLender Loan Origination & Processing System. He has more than 20 years experience in mortgage lending and loan automation systems. Danny oversees the configuration, training, support and project management efforts for loan origination and secondary marketing at ASC and serves as a development and marketing advisor.

Understanding The News: Automate Financial Reporting For Reverse Lending

*Automate Financial Reporting For Reverse Lending*
**LOS Ensures More Accuracy**

***It’s all about making things simple and easy. Technology should improve the process, not complicate it. To this end, PROGRESS in Lending has learned that Mortgage Cadence, LLC simplifies changes to the HECM program using the ACE Rules Engine’s rules-based configuration. As financial assessments of all reverse borrowers take hold throughout the reverse industry, more lenders are turning to Mortgage Cadence’s advanced technology to easily implement the necessary changes.

****Over the past year, more reverse borrowers than ever before have struggled to meet the tax and insurance obligations set forth in their HECM loan. Because of this, FHA issued a HECM Program Update on October 5, 2011 summarizing the adjustments it has made to ensure the sustainability of the program. One noteworthy statement included in the update indicated that HUD does not prohibit additional financial capacity and credit assessment tests on HECM applicants.

****In addition, on October 27th, NRMLA issued its guidance on Limited Underwriting for Property Charges, which reviews an applicant’s capacity and willingness to pay property charges. Many lenders have already adopted, or are in the process of, implementing their own financial assessment tests. With quick industry adoption of financial assessments on reverse applicants, lenders must make the necessary adjustments to their underwriting process to account for the changes.

****Mortgage Cadence’s rules engine is equipped to easily manage NRMLA guidelines, lender guidelines and any future HUD guidelines by offering lenders a dashboard to continually modify programs as changes are made. In addition, the Mortgage Cadence Symphony loan origination solution will give lenders who sell to numerous investors the ability to support multiple guidelines.

****“In order to stand the test of time, reverse lenders must be flexible to meet changing market conditions,” John Levonick, chief legal and compliance officer for Mortgage Cadence asserted. “Mortgage Cadence is not only capable of offering a flexible solution to meet those changing needs but also continuously stays ahead of industry regulations to offer our clients the guidance they need to sustain their business.”

The Secondary Desk: A Paradigm Shift

*Navigating A Changing Market*
**By Ivan Darius**

***The mortgage industry is undergoing a vast and dramatic shift. It’s more than regulations or investor relations; we are looking at an actual shift in the paradigm of how the mortgage product is assembled. While process management still plays an important role, we are seeing a fundamental shift towards more active management and more intense verification of data.

****Most existing “Database-of-Record” systems are not designed for this paradigm; instead they are primarily used to capture the data. But it’s not good enough to just have static, end result, data. Particularly for compliance, mortgage bankers need to understand where the information came from, what the context was when it was collected, and how it might be needed in the future. Of course, if we can all agree that data quality is the key, the questions center around when and how the data is validated. Do a simple Google search on loan data quality and more than 20 million hits are returned, most of them from vendors promoting loan quality. And what is technology’s role?

****Reading some of the articles, it’s clear that most of what is written is based on the perception of how a mortgage is underwritten and processed. In reality, it’s more about the workflow, access to information in the form of data, open systems, seamless unification of platforms, and Software-as-a-Service, or cloud-based environments that promote greater agility to be able to assemble and validate information in an automated fashion. It’s also about drawing a line between the origination process and data quality. Origination focuses on gathering facts about the consumer and the collateral, processing the data, and efficiency. Data quality and validation is (should be) done in parallel. Working symbiotically with the LOS, constructing and validating the mortgage product and loan level information in a separate system or process, that can then be merged with information in the “Database-of-Record”, ensuring a validated loan file that has minimal repurchase and compliance risk.

****For lenders, it makes sense for that parallel system to be an adaptive product-eligibility, pricing and secondary marketing automation platform. In the last few years these systems have evolved from core pricing and eligibility engines, to a much more complex platform. In the early days of PPE’s, it was a loan officer product and search tool that included basic automation of the locking process. Today, the workflow has matured adding things like automated underwriting, mandatory delivery, hedging and loan committing, consumer point of sale, investor credit overlays, etc – all things that have significantly enhanced the origination and lender workflow functionality. This information is so fundamental to creating a mortgage that it needs to be accessible from the consumer to capital markets and any point in the workflow between. By continually validating the loan level data throughout these steps, a lender is ensured that the output is a higher quality and compliant loan. Investor credit overlays are a good example. All of the above allows lenders to manage risk from the standpoint of both origination and capital markets.

****As the mortgage process evolves, and compliance grows in scope and importance, it is imperative that the industry evaluates how the market is changing and adjusts accordingly. Today, alongside LOS and servicing systems, product, pricing and secondary marketing automation platforms are equally, if not more, relevant. In the proper implementation, these platforms work hand-in-hand, creating a workflow designed to support the industry’s move towards data verification and compliance.

ABOUT THE AUTHOR: Ivan H. Darius, Ph.D. is co-founder and co-CEO of Plano, Texas-based Optimal Blue LLC, an Application Service Provider (ASP) for product eligibility and pricing engine (PPE) technology and content management. Dr. Darius founded Optimal Blue in 2002 with more than 30 years of executive experience in technology, product development and operations. In his current position, he is responsible for managing the day-to-day activities of the company as well as focusing on the technical and strategic product direction. He designed the Optimal Blue system to leverage the convergence of technology with content management to seamlessly connect investors, lenders and originators to more efficiently source, manage, price and lock a loan in real time. Prior to founding Optimal Blue, Dr. Darius was president and CEO of Sollen Technologies LLC in Dallas. While there, Sollen became the first successful ASP selling automation and process improvement tools to the mortgage industry.

Video Insights: Increase Origination Volume

*Thrive In A Down Market*

***At the ENGAGE 2011 Event presented by PROGRESS in Lending, lots of quality discussions and ideas were exchanged. For example, are you struggling to survive in a lending world with less origination volume? Help is on the way. We discussed new techniques and methods to ensure success. Our speakers for this panel included prominent lenders, vendors and consultants. Here’s what they had to say on this topic:


Market Analysis: Figuring Out Ellie Mae

*What Can We Learn From Ellie Mae?*
**By Tony Garritano**

***What can we learn from Ellie Mae? First, that an origination technology player can go public. I think that’s a good thing for other origination vendors. It sets a good standard to follow. Some criticize Ellie Mae’s revenue, but times are trying. In the end, Ellie Mae’s total revenue for the third quarter of 2011 increased 23% to $14.7 million, compared to $11.9 million in the third quarter of 2010. Software Solutions revenue increased 30% to $11.8 million, compared to $9.1 million in the third quarter of 2010. Network revenue was $2.8 million, compared to $2.8 million in the third quarter of 2010. But Ellie Mae’s financial reporting tells me something else about the mortgage space that goes beyond just Ellie Mae. Here’s what I mean:

****First, let’s get through the numbers. Ellie Mae reported that net income for the third quarter of 2011 was $1.0 million, or $0.05 per diluted share, compared to net income of $1.8 million, or $0.10 per diluted share, in the third quarter of 2010. Included in the results for the third quarter of 2011 was $0.4 million of one-time expenses related to the acquisition of Del Mar Datatrac. Included in net income and adjusted net income for the third quarter and nine months ended September 30, 2011, was a one-time tax benefit of $266,000 which resulted from a refund of prior years’ R&D tax credits.

****On a non-GAAP basis, adjusted net income for the third quarter of 2011 was $2.0 million, or $0.09 per diluted share, compared to adjusted net income of $2.2 million, or $0.13 per diluted share, in the third quarter of 2010. Adjusted EBITDA for the third quarter of 2011 was $2.3 million compared to adjusted EBITDA of $2.5 million for the third quarter of 2010.

****Total revenue for the nine months ended September 30, 2011 increased 20% to $36.7 million, compared to $30.6 million for the nine months ended September 30, 2010.  Software Solutions revenue for the nine months ended September 30, 2011 increased 24% to $29.5 million, compared to $23.8 million for the nine months ended September 30, 2010. Network revenue for the nine months ended September 30, 2011 increased 8% to $7.3 million, compared to $6.8 million for the nine months ended September 30, 2010.

****Net income for the nine months ended September 30, 2011 was $0.2 million, or $0.01 per diluted share, compared to net loss of $(1.1) million, or $(0.33) per diluted share (($0.07) per pro forma diluted share including the conversion of 11.8 million shares of convertible preferred stock in connection with the IPO), for the nine months ended September 30, 2010.

****On a non-GAAP basis, adjusted net income for the nine months ended September 30, 2011 was $2.1 million, or $0.11 per diluted share, compared to adjusted net income of $0.7 million, or $0.04 per diluted share, for the nine months ended September 30, 2010. Adjusted EBITDA for the nine months ended September 30, 2011 was $3.2 million, compared to adjusted EBITDA of $1.9 million for the nine months ended September 30, 2010.

****Ellie Mae says the key operating metrics as of and for the quarter ended September 30, 2011, excluding the Del Mar Datatrac acquisition:

****>> The number of lender users actively using the company’s Encompass enterprise solution (“active lender users”) increased 10% year over year to 43,183;

****>> Of all active lender users, 20,349 or 47%, were using the SaaS version of Encompass, an increase of 78% year over year;

****>> Of all active SaaS lender users, 16,196, or 80%, subscribed to the company’s bundled success-based-pricing model (SBP), representing a 139% increase year over year;

****>> 4,050 SaaS SBP users were sold, or booked, during the quarter, including 1,910 new users and 2,140 conversions of existing licensed Encompass users to the SBP model;

****>> Lender Encompass revenue for the third quarter of 2011 increased 27% to $12.1 million as compared to the third quarter of 2010; and

****>> Average revenue per active lender user in the third quarter of 2011 increased 12% over the comparable period in 2010 to $286.

****Certainly reporting on their income and revenue is a story, but that’s not the whole story. For me, the fact that the company continues to report big gains in the area of Software as a Service and that the SaaS clients are taking advantage of bundled services is the real story. This means that lenders want flexibility. They want to be in charge of their own destiny. The more vendors realize and deliver of this trend, the better off their lender clients and the mortgage industry will be.

Tony Garritano

Tony Garritano is chairman and founder at PROGRESS in Lending Association. As a speaker Tony has worked hard to inform executives about how technology should be a tool used to further business objectives. For over 10 years he has worked as a journalist, researcher and speaker in the mortgage technology space. Starting this association was the next step for someone like Tony, who has dedicated his career to providing mortgage executives with the information needed to make informed technology decisions. He can be reached via e-mail at

Powering Today’s Lenders: Are You Missing Out?

*Are You Happy With Your LOS?*
**By Daniel Liggett**

***Is your LOS doing everything it should for you? An LOS should address the entire loan origination process…and then some!

****Lenders today are tasked with doing more with less.  More rules and regulations, changing investor guidelines, tighter underwriting standards, and the constant pressure to bring in more business, all while having less staff to accomplish stated goals.  It’s clear that the requirements of lenders have significantly expanded  in terms of the scope of tasks that need to be performed to be competitive and successful. These now include both lending and non-traditional tasks that are required.

****First, it goes without saying that your LOS should be able to handle mortgage loans of all kinds from all of the traditional channels. But it should also be able to handle consumer lending products such as personal loans, auto loans, equity and lines of credit, and construction lending products as well. It should use the same database and take advantage of the same security, data validation and related tools to maximize efficiency and eliminate the need for your staff to learn multiple system and infrastructures.

****Your LOS should also handle doc prep, secure messaging and doc delivery as well as the traditional tasks. Most importantly, your system must have in-depth integrations with business partners to help perform these tasks. Integrations allow you to offer clients faster service, decrease manual requirements and increase the quality of the information flowing in and out of your LOS. Simply put, the right LOS integration makes your operation better, stronger, and faster!

****Lastly, your LOS must perform non-traditional tasks such as assisting with marketing and customer retention. Your LOS should help you attract new customers with fast and easy point-of-sale features, instant approval messages and instant loan status updates. It should also serve as a repository of data on current customers so that you can quickly and easily reach out to them with offers on other products, or re-finance opportunities, before your competition does.  Today your technology solution must reach beyond the traditional definition of an LOS and include:

****>> Consumer facing web portal for quick, secure applications w/ real time status updates to the borrower

****>> Dynamic point-of-sale functionality

****>> Secure document delivery

****>> Secure messaging

****>> Processing

****>> Underwriting

****>> Closing

****>> Document Preparation

****>> Custom documents & letters

****>> Mortgage processing

****>> Consumer processing

****>> HELOC processing

****>> Construction Loan Processing

****>> Integration with banks business partners

****>> Ability to quickly and compliantly respond to rule changes

****To effectively respond to the challenging lending environment that lenders are faced with today, lenders need to turn to technology to answer the call.

Daniel Liggett serves as Director of Client Services for Associated Software Consultants’ PowerLender Loan Origination & Processing System. He has more than 20 years experience in mortgage lending and loan automation systems. Danny oversees the configuration, training, support and project management efforts for loan origination and secondary marketing at ASC and serves as a development and marketing advisor.

Rethinking Originations: Changing Dynamics

*Changing Dynamics*
**By Mark Phlieger**

***As the market has shifted, so has the face of the average lender. What’s changing? We’re seeing the rise of the community bank or credit union owned mortgage banker. Depositories are king. These institutions are buying independent lenders and starting robust mortgage departments.

****What happens after the sale of that independent lender closes? They need technology. There’s a lot of interest in loan origination systems today. The deals are coming in left, right and center. We are seeing a surge of companies looking for a Web-based LOS. In the cases of these community banks and credit unions picking up independent bankers and coming into mortgage, they’re looking to the Web as well. Here’s why:

****They want to be up and running quick. They are looking at low barriers to entry. They want rapid implementation. They want to avoid a large capital expenditure. They are steering clear of all the old school technology. They want a turnkey solution that the provider will run.

****All of this leads to cloud computing and placing the entire mortgage office on the cloud. What’s great about this new market dynamic? The depositories now own the mortgage companies and these depositories don’t have legacy technology. They aren’t stuck doing things the same old way because they’re used to doing things that way. They want to innovate. They want to be efficient and nimble.

****This is very different as compared to how things used to be. We used to see lenders look to upgrade from client server technology to Web-based technology. We saw evolutionary change. However, we’re seeing those guys get acquired by a community bank or credit union and then bring in a whole new system. Now we’re seeing revolutionary change and an opportunity to leapfrog these new lending institutions into this century with the latest technology.

****Another important factor to note in this changing dynamic is when you talk Software as a Service and cloud, you as the vendor can drop code into the LOS quickly to meet changing regulatory requirements, which keeps the lender compliant. We at Avista had an LQI solution in place in late September because of the agility that Web technology affords. That’s just on of the huge benefits of moving toward the Web. I think it’s also important to differentiate between Web-based and Web-enabled technology as we have this discussion. If it’s truly Web-based you could do the demo with the vendor from your computer’s web browser and if you can’t it’s because the technology is just Web-enabled and requires client downloads or client installed software to run. This Web-based model better supports the lender in this new world. Core technology has moved to become on-demand vs. installed technology. Don’t be fooled, join the new mortgage lending dynamic.

A longtime leader and technologist for the mortgage lending industry, Mark Phlieger is president and CEO of Avista Solutions, the Charleston, South Carolina- based creator of innovative all-channel, Web-based loan origination systems. Co-founding the company in 2001, Mark has led Avista since its inception and has an impressive record of achievement in pioneering and development in the mortgage technology space. Mark was a team member on the Fannie Mae project that developed the groundbreaking technologies of Desktop Underwriter and Desktop Originator and later became responsible for their implementation and adoption as the industry standard among Fannie Mae lenders. He went on to create Resource Bancshares Mortgage Group’s core Web-based e-business platform, e-RBMG.

Technology Spotlight: Subprime Flying High Again?

*Nonconforming Is Making A Comeback*
**Quadriga Mortgage Group Profiled**

***Who said nonconforming is dead? The Quadriga Mortgage Group specializes in portfolio funding nonconforming mortgages with low loan to value (LTV) ratios on a wholesale basis, originated through licensed mortgage brokerages and other third party lending professionals. Quadriga manages a mortgage pool that is funded by private investors who are taking advantage of the benefits of investing in a diversified pool of well secured residential mortgages. To further streamline its operation and grow the company has chosen to implement the Mortgage Builder LOS. Here’s why:

****According to Sue Villa, a 30-year mortgage industry veteran and chief underwriter at Quadriga, picking a loan origination software package for the new company was not an easy task, but one made simpler by Mortgage Builder’s design concept.  Her research on LOS systems revealed that Mortgage Builder offered an “everything’s integrated” approach, including the availability of advanced electronic document management (EDM) that would allow Quadriga Mortgage to have a paperless operation from the very beginning. The portal capabilities built into Mortgage Builder allow third parties to submit loans and supporting information instantly online, resulting in faster, more efficient decisions – a great advantage when dealing with more complex loans originated by others.

****“We are a new company but one with generations of experience in mortgages and financial services,” says Ms. Villa. “We wanted an origination technology that could do everything, was already integrated with leading vendors, and would allow us to operate with great efficiency but without necessitating a huge investment. Mortgage Builder’s hosted delivery model let us open our doors with an industry-leading LOS platform while incurring costs transactionally,” she explains. “It is a very advanced, streamlined system and one our brokers will benefit from, as well.”

****Quadriga Mortgage is a unit of Auriga Holdings, a privately held investment firm based in New York City. Recognizing the demand for mortgages from borrowers with less than perfect credit, non-standard income streams or an appetite for investing in rental properties in today’s restrictive underwriting and credit environment, Quadriga Mortgage expects that its offerings will resonate well in its target markets. The company is focusing initially on California, Arizona and Nevada, with nationwide expansion planned.

****“Our model broker is a retail originator specializing in conforming loans but who wants an alternative for good loans that don’t qualify for current government and agency programs,” Ms. Villa says. “Mortgage Builder gives us great flexibility with different loan scenarios and is totally scalable.  With loans available up to $1 million on 65 percent LTVs, there is a pent up demand for us to tap and Mortgage Builder’s features will help us accomplish that.” After two to three years of steady payment history, she expects their loans to refinance into mainstream programs with other conventional lenders.

****Having a good deal of industry experience has its benefits: Ms. Villa knew exactly what she wanted and precisely what she wanted to avoid when considering an LOS system. “With all the details of a startup operation to take care of, the last thing we needed was a complicated technology implementation,” she notes. “Research told me that Mortgage Builder’s customer service was excellent and our experience has verified that their reputation is well deserved. The implementation has been very smooth and there is always someone knowledgeable on hand to help when we need it,” she says. “And that is just how we want people to describe the lending experience at Quadriga Mortgage.”

****Keven Smith, Mortgage Builder’s president and CEO, observes that while Quadriga Mortgage’s market niche is potentially quite sizeable, the larger lenders are leaving it for the smaller companies, at least so far. “We have seen the mortgage qualification pendulum swing far to the opposite side over the last few years, to where many worthy borrowers are now excluded from having access to credit,” he says. “I expect there will be numerous observers watching companies like Quadriga Mortgage to gauge their success as they serve this segment.”