Date post: | 29-Jan-2016 |
Category: |
Documents |
Upload: | emmeline-higgins |
View: | 215 times |
Download: | 0 times |
Packaging a Loan
A Mortgage Direct Continuing Education Presentation
A Sales Perspective
What is Packaging?
My Definition:
Building Strength by Pre-Assessing RISK to
Help your underwriter TRUST your file!
Build A Strong Story…
OBJECTIVE: Provide a reasonable scenario which will eliminate as many underwriting questions as possible.
Must know your underwriter• Typical information requested• Aggressive or Passive?
Must know your Transaction• What are the details?
Must Know you Borrower• Are they strong or Weak?• Can I make a case for them?
Must know your Property• Is it a risky property?• Can we get the value?
Goal of Packaging…
Closing Opportunities
Aggravation & Risk
What is Risk?
Definition:
The chance or possibility for loss.
Loan Decisions are based upon overall risk?
o Delinquency Risk:• What is the probability that the borrower will repay their loan
on a timely basis?o Foreclosure Risk:
• If we are forced to take the home, is the property value sufficient to cover the loan and all associated costs of the foreclosure, and the subsequent sale?
Questions to Ponder…
Based on the information I have gathered, and now know about my borrower:
o Does it appear that my borrower has the willingness to repay their loan?
o Does it appear that my borrower has the ability to repay their loan?
o Is my borrower’s property sufficient collateral for the loan, in the event of non-payment?
Balancing Your Transaction…
TRANSACTIONFramework/Structure of Loan
• Purchase / Re-finance
• Owner / Non-Owner
• Loan–To-Value
• Debt-to-Income
BORROWERCommitment/Repayment of funds
• Income
• Credit
• Assets
PROPERTY
Security/Collateral for the loan
• Property Type
• Market Value
• Marketability
Evaluating Risk
P A C I T
If You PACIT effectively, you will get faster, better mortgage loan decisions.
P A C I TProperty Assets Credit Income Transaction• Units
• Acreage
• Material
• Age
• Location
• Surroundings
• Checking
• Savings
• Retirement
• Investments
• Property
• Other
• FICO
• Mortgage
• Payment
• Judgments
• Collections
• Other
• Stated
• Employment
• Commission
• Bonus
• Rental
• Other
• Purchase
• Refinance
• OO/NOO
• LTV
• DTI
• SISA/Full Doc
How To Look At PACIT…Can strengths of the transaction offset weaknesses?EXAMPLE: High DTI ratios may be balanced by significant verified assets, excellent credit, and a low LTV.
Transaction Income Credit Assets Property
Excessive High Medium Low Compensating
(Poor) (Fair) (Acceptable) (Good) (Excellent)
Examine the Risk…While probing your borrower and taking the application,
be aware of the potential risks of your transaction.
Keep these thoughts in mind:
• What are the risks involved?
• Are there potential compensating factors?
• How can I paint a picture that will make sense to my underwriters?
• Does this transaction make sense to me - If this were my company, would I loan this borrower money?
How Do My Categories Look?TRANSACTION
Risk is relative. Which of the following components is riskier to the transaction?
Purchase • Refinance
Arm’s Length • Non-Arm’s Length
Owner Occupied • Non-Owner Occupied
Stated Income • Full Documentation
Cash-Out • Rate & Term
< 80% LTV • > 80% LTV
Corporate Vesting • Individual Vesting
Single Family Detached • Condominium
How Do My Categories Look?INCOME – Ability to Repay
RSVP Your Borrower!
• REASONABLE
- If Stated, does it make sense?
• STABLE
- Has the borrower received this income for 2 years +? • VERIFIABLE
- If necessary, can we verify the employment?• PREDICTABLE
- Is it likely your borrower will continue to make this in the future?
How Do My Categories Look?INCOME – Ability to Repay
Is your borrower’s income constant every month or does it fluctuate?
• FIXED INCOME SOURCES
- Salary
- Child Support
- Alimony
- Rental Income
- Disability
- Trust Income
- Retirement/SS/Pension
• VARIABLE INCOME SOURCES
- Overtime
- Bonus
- Commission
- Part-Time Job
- 2nd Job
- Self Employment
How Do My Categories Look?INCOME – Ability to Repay
Debt-To-Income (DTI) Ratios
• Housing Debt
- PITI
- 1st, 2nd, 3rd, etc. mortgages
- HOA
- Mortgage Insurance
- Flood Insurance, etc.
- Guideline: 33% of Gross
• Total Debt
- Housing, plus all other monthly
- Installment, Revolving
- Alimony, Child Support, etc.
- 2nd Home, Rental Neg. Cash flow
- Guideline: 45% of Gross
How Do My Categories Look?CREDIT – Willingness to Repay
We need to explore and be prepared to explain…
• The Credit Payment History
- Evaluate the type and severity of derogatories
- 80% or lower CLTV, we generally do not use credit scores for SISA transactions – Has to make sense.
- Above 80% CLTV, secondary market (MI) requires credit scores
- Past and Present extent of use and management of debt
How Do My Categories Look?CREDIT – Willingness to Repay
What does derogatory credit look like?• Patterns & Dates of derogatory items
• How recent are the late items? Is there a visible pattern?
• Types of derogatory items• Mortgage vs. Installment vs. Revolving
• Severity of derogatory items• 30, 60, 90 days late or charge-off/collection
• Current Status of derogatory items• Have the late accounts been brought up to date?
• Borrower’s explanations• Did the derogatory items with a major life event?
NOTE: There are NO compensating factors that
can balance out bad credit. A customer’s letter of explanation can often
times help the underwriter to look beyond the credit
for a decision.
How Do My Categories Look?CREDIT – Willingness to Repay
How does the borrower manager their debt?
• How much revolving debt do they have?
• Are there any new accounts within the last 12 months?
• Can you balance the debt with assets?
How Do My Categories Look?ASSETS
• What is your borrower’s ability to save? Stable savings are a stronger indication of borrower’s strength than “windfall” funds.
• Does the borrower have any assets to speak of?
• How much in assets do they have?
• If transaction is a purchase, where is the down payment coming from?
• How are your borrower’s assets allocated?• Retirement?• Investments?• Savings / Checking?• Other?
The borrower’s down payment or equity is there commitment to the transaction. Can they be verified if needed?
How Do My Categories Look?PROPERTY
Get a good sense of the property and surroundings from your borrower during your probing phase of your sales process.
• Does the property conform to other near properties?
• Where is the property located – Urban, Rural, etc.?
• What condition is the property currently in?
• What type of property is it – SFR, Condo, 2-4 Unit?
• What are the surrounding properties – Other homes, major streets, schools, industry, airports/railroads, commercial, water front, etc?
How Would I Rate The Risk?Scenario #1
TRANSACTION
$150,000 Loan, 50% Loan-To-Value, Purchase, Owner-Occupied, Full Doc
INCOME
Police Officer, salaried, 12 years on the job
CREDIT
Payment history good, minimal use of revolving debt
ASSETS
Down payment coming from sale of current home, 6 months reserves after closing
PROPERTY
$300,000 value, Low Risk, Conforming Tract Home
Scenario #1 – How Did You Do?
Transaction Income Credit Assets Property
Risk Scale
Excessive High Medium Low Compensating
(Poor) (Fair) (Acceptable) (Good) (Excellent)
Scenario #1: low risk transaction, excellent stability with very good credit and debt management, excellent commitment and savings, low risk property
How Would I Rate The Risk?Scenario #2 – From our floor
TRANSACTION
$300,000 Loan, 90% Loan-To-Value, 68% DTI, Purchase, Owner-Occupied, SISA
INCOME
TV Producer in Burbank, $238,000 annual salary, 1.2 years on the job,
CREDIT
720 Mid FICO, Good Mortgage History, Good debt payment history
ASSETS
$325,000, Down payment coming from Retirement Account
PROPERTY
$335,000 value, 1 block from elementary school, Conforming Tract Home
Scenario #2 – How Did You Do?
Transaction Income Credit Assets Property
Risk Scale
Excessive High Medium Low Compensating
(Poor) (Fair) (Acceptable) (Good) (Excellent)
Scenario #2: medium risk transaction, good quality with very good credit and debt management, fair commitment, medium risk property
Scenario #2 – How Did You Do?
Transaction Income Credit Assets Property
Risk Scale
Excessive High Medium Low Compensating
(Poor) (Fair) (Acceptable) (Good) (Excellent)
Scenario #2: When reviewed, there was information that was left out that when put in, made a difference in the decision. High DTI. Assets were primarily liquid, and allocated in various retirement, 401K and investment accounts.
How Would I Rate The Risk?Scenario #3 – From our floor
TRANSACTION
$450,000 Loan, 80% Loan-To-Value, Refinance, Owner-Occupied, QQ (SISA)
INCOME
W2 employee, $120,000 annually salary, 6 years with current company
CREDIT
695 FICO, Mortgage history good, medium use of revolving debt, 50% DTI
ASSETS
$75,000
PROPERTY
$563,000 value, 12 acres, biggest home with most land in subdivision
Scenario #3 – How Did You Do?
Transaction Income Credit Assets Property
Risk Scale
Excessive High Medium Low Compensating
(Poor) (Fair) (Acceptable) (Good) (Excellent)
Scenario #3: High risk transaction, stable with ok credit and debt management, fair commitment of equity, high risk property
Scenario #3 – How Did You Do?
Transaction Income Credit Assets Property
Risk Scale
Excessive High Medium Low Compensating
(Poor) (Fair) (Acceptable) (Good) (Excellent)
Scenario #3: When reviewed, there was information that was left out that when put in, made a difference in the decision. High DTI. Assets were primarily liquid, and allocated in various retirement, 401K and investment accounts.
Re-CapPACKAGING
The object of packaging a loan is to be able to paint a picture that will make sense to your underwriter...
Think about the transaction:
• Can you build a strong case for SISA?
• Do you have compensating factors to effectively offset weak factors?
• Can you match life events to “red flags”?
• Do you have all of the information filled out on your BRF?
• If you were the lender, would you lend the borrower money?
• If you would not lend them money, is there anything you can see in the transaction, that if presently differently, might cause you to reconsider your decision?
ConclusionPACIT
By effectively using the PACIT system, you will be able to get a much better feel for your borrower’s situation. Fully understanding your loan scenario will allow you to formulate and be creative in your presentation to your underwriting staff.
Eliminate as much stress, aggravation, and wasted time by making your file as strong as possible before your submit it. By doing so, you will not only better internal and external customer service, you will also close more loans and…
MAKE MORE MONEY!
Questions
Thank You!