We evaluate a lot of mortgage technology and services businesses. This allows us to quickly run customer- level models to decide if and how we should proceed.

Before we start the monthly call we know the upside opportunity and downside risk associated with performance. We can request pipeline in areas we know we can perform; it’s a win-win.

When on-boarding new lenders we are asked to implement one-off processes on promises of volume. This knowledge allows us to secure a volume ramp based on hitting agreed milestones.

We report monthly on these new waiver and hybrid programs to our production executives. We want to offer our LOs and borrowers the most innovative and cost effective choices we can.

This takes the guesswork out of sales. We know which lenders to target, and can see who is gaining or losing originations volume – big lenders have dropped significantly in the rankings.

We use the insights to update the originations market segmentation every month – we use it to evaluate content, conferences, and advertising – we invest where we can forecast a realistic ROI.