Mortgage Industry Shock and Awe

I was on CNBC a few nights ago, slated to do a spot re: dubious mortgage professional practices.  The spot was titled: Confessions of a Mortgage Industry Insider.

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The Pitch:

Part A.  Talk about the nefarious ways mortgage professionals can, have and will dupe consumers.

Part B.  Enlighten consumers on how to avoid such practices and give advice on how to find and align with honest, ethical and transparent mortgage professionals.

The Reality:

Throw yourself under the bus and come across as a former deceptive con artist (decepticon?)…Shock and Awe, Bombs over Baghdad…

I was supposed to have ample time to cover these issues but instead got crammed into 3 minutes of self-vilification.

For example, question 1:  Whats the worst thing you’ve ever done?-  Ehhhh…

‘Talk about forging documents’-  Ummmm…

The Aftermath:

I received more than a few emails from mortgage professionals calling me names I haven’t heard since grammar school…including an uncomfortable call from my mom.

Nice.

Well it is TV, so the sensational story angle should’ve been expected.  It just felt like ‘Inside Edition’ more than ‘Help The Consumer’.

Anyone who knows me or has read this blog for even a modicum of time knows I am one the most outspoken advocates for industry reform to restore consumer confidence.  I’ve dedicated the last 18 months of my life to developing a product, service and ultimately a community of mortgage professionals who can restore said confidence to a shaken and disjointed industry.

I’m also of the mindset that (almost) any publicity is good publicity if it adds to your Brand.  Too many businesses and individuals fail to recognize how important Branding is, which is highly thoughtful and concentrated marketing.

Controversial, compelling and hard hitting has always been, and always will be, part of The XBroker Brand…Dirty ex-mortgage broker looking for forgiveness for past sins?..no so much.

The spot was extra ironic since two days prior I met Dan Green in Chicago, where over a fantabulous Greek dinner we discussed how important it was to rally the messaging back towards the positive in and around the mortgage industry.  Those who can differentiate themselves under this context will become this down markets shake-out winners.

There are myriad of outstanding mortgage professionals still in the industry and a ton of opportunity for those willing to adopt, adapt and integrate the ways of New Social Media (aka Web 2.0.) into their businesses.  Social media is a potent yet still evolving marketing strategy for the mortgage industry, its early in the game and many traditionalists don’t (can’t) understand it…Do not let that dissuade you!…Create, focus and grow your brand…reinvent, improve yourself and your business continuously.  Create the conversation and move the market.

Who else in and around the mortgage industry is executing a stellar New Media and branding startegy?

Dan Green and his Bring The Blog product and service.

Todd Carpenter, proprietor of Lenderama and pioneer of REBlogWorld

Daniel Martin of Mad Mortgage World

Do you know of any others?  Let me know!

Demanding Greater Transparency from the Mortgage Industry

In case anyone missed this over at Inman TV…and never being one to miss an opportunity to self-promote ;)

Indecent Disclosure, Yield Spread Premium Class Action Lawsuits on the Rise

Matt Carter at Inman news reported today about the litigious fever spreading through the mortgage industry.

Novastar Home Mortgage seems to have hit the trifecta:  Part of a $46M judgment slapped on them as a participant in the Bankrate.com unlawful restraint of trade lawsuit filed by American Interbanc,  a class action lawsuit brought by it’s investors for not disclosing regulatory issues, and another class action suit for improper disclosure of Yield Spread Premiums to borrowers in Washington State.  Anyone who read my last article and wanted to know more about specific TILA violations that can lead to mortgage rescision, look no further right here.  It’s a white hot topic and lawyers love to play pile on…

A Novastar representative maintained they ‘appropriately disclosed YSP’s and that borrowers did not suffer any actual damages’.  Huh?  What part of selling a consumer a higher interest rate or charging more in closing costs than what was disclosed, is not damaging?  The mortgage industry needs an enema…it’s run by fools who think they’re above the law and don’t know when to shut up.  Pavlov’s canines learned quicker.

When will the light bulb turn on within this industry’s collectively dense head about disclosure issues?

It’s an industry that also has serious multiple personality issues.  Everyone sells the same products yet you have different rules of engagement for the resellers.  Brokers must disclose everything (but don’t), Bankers don’t have to disclose as much as Brokers, and Banks can pretty much keep it all on the inside…

It wreaks of greasy handed lobbyist poisoned politics.

As far as disclosing YSP’s, I have the solution:

Put a bright orange, legal sized page between the GFE and TILA  that says ‘Yield Spread Premium’ with a line for the dollar figure underneath it.  Underneath the dollar figure state:  “Use The Above Amount to Apply Towards Closing Costs”.  There, it’s disclosed, right out there for everyone to see…write it in large braille font for the blind to read as well.  No way to get around talking about it this way…

It should meet RESPA disclosure requirements and shouldn’t require an assessment by Ivy League educated pundits to discover if the new document is clear to the consumer, i.e. show the consumer the document and ask them how much money in Yield Spread Premiums were disclosed.  If they don’t answer correctly, promptly let them know they no longer qualify for a mortgage and call the No Child Left Behind organization.

The sad part is, those originating mortgages are usually not much more savvy than the consumers they serve, which is why the lending industry makes it easy for it’s resellers to tell how much in YSP is being charged.  A mortgage rate pricing sheet typically looks something like this:

Loan Amount    
 $300,000.00 Rate Rebate Payment
Par 6.000% 0.000%  $1,789.65
6.125% 0.250%  $1,822.83
6.250% 0.625%  $1,847.15
6.375% 1.125%  $1,871.61

OK, this is where the big math happens, so grab a calculator:  Multiply the % in the rebate column by the Loan Amount, i.e.  .625% x 300,000 = $1875.00

Ideally, a mortgage professional would simply show the consumer this chart and let them choose which rate they wanted…But they don’t.

Ideally, some ‘visonary’ would provide consumers and mortgage professionals a little tool that automatically did this to benefit and protect both parties.  Although I’m still partial to the bright orange piece of paper…