The Lending Coach

Coaching and teaching - many through the mortgage process and others on the field

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There’s No Rule Against Re-Applying For A Mortgage

dont-give-up-on-your-mortgage-approval

According to Ellie Mae, the 75% mortgage loan approval rate is at its highest level in more than a decade. That is obviously great news for those purchasing a home and for those existing homeowners who are taking advantage of the robust refinance market.

Source: The Mortgage Reports

What Do The Other 25% Do?approved

Denial of credit is, usually, not permanent.  This is good news.  Loan offers and underwriters analyze many financial factors in every loan file. Automated underwriting systems (AUS), FICO scores, debt to equity ratios, loan to value ratios, and the appraised vale of the home are indicative of a borrowers ability to repay a mortgage.

None of house_on_cashthese factors are permanent and all can be improved with good financial planning.

A reputable lender will work with borrowers who are denied credit.  The loan officer must take time to explain the reasons for the denial and offer suggestions for improvement.  For a nominal fee, credit repair companies  provide recommendations for retiring debt that is responsible for the mortgage denial.   Frequently the loan officer will check the AUS findings and make recommendations that will improve FICO scores.

Small Changes, Big Impact

Most lenders approve or turn down a loan based an Automated Underwriting System, or AUS — software that weighs all factors of your loan profile.

The algorithm is not super predictable. In fact, a small tweak can move you to “approved” status.

For example, an applicant might have perfect credit, but a high debt-to-income ratio, and a small downpayment. He does not receive an approval.

But he pays off a high-payment credit card. His debt-to-income drops, and he is approved.

Lenders see these reversals in fortune all the time. Often, they keep mental notes of what works and what doesn’t. If your loan is not approved, ask your loan professional if there’s anything you can change quickly to get approved, such as the following.

  • Make a slightly bigger downpayment
  • Buy down the interest rate by 0.125%minimum-down-payment
  • Obtain a rapid rescore to raise your credit score a few points

You could be surprised at what a seemingly small change can do to your approval status.

Remember, the financial factors that result in credit denial are not permanent.  Credit can be improved.  In many situations the borrower can improve credit within a month or two – quick enough to change the denial to approval.

The attached article  provides a road map for next steps when you or a customer are denied credit.  Make sure you are working with the right lender as well.  A reputable lender welcomes the opportunity to help a potential buyer improve their credit so they can own a home.

The Bank Statement Mortgage – A Great Option

Borrowers that have incomes that are less documented have a much more difficult time qualifying for a traditional home loan.  In general, self-employed borrowers or those who write off 2106 un-reimbursed expenses will be the most likely to benefit from the bank statement program.  These programs can be used for a primary residence, a second home or an investment property.

“Bank Statement loans are designed specifically for the self-employed and others whose tax returns and employment history may not adequately express their financial viability”

As its name would suggest, the concept is predicated on providing evidence of future payment ability, in the form of bank statements from the past 12 to 24 months. These can serve as the means for a down payment, in addition to taking the place of a traditional employment history for the years of W -2 forms typically required of buyers during the application process. Freelancer-Finances-810x552

The bank statement program is designed to alleviate this shortfall of standard documentation.  We will determine an applicant’s ability to repay based on a more pragmatic, case-by-case approach.

Bank Statement Program Verification

Lenders may allow the use of personal or business bank statements to support a self-employed borrower’s income for qualification purposes. The documentation provided needs to document that the income is stable, likely to continue and sufficient to enable the borrower to repay the debt.

The income presented must be reasonable for the profession or type of business.  In addition, when using business bank statements to support the borrower’s income, the nature and structure of business must be evaluated to determine if the applied expense assumptions are reasonable.

The borrower’s business may be a sole proprietorship, a partnership (general or limited), or a corporation. They may also receive income documented by Form 1099, or filed on a Schedule C.

Borrower must have been in the same line of work or own the same business for two years. Self-employed borrowers must be able to document by a neutral third-party that the business has been in operation for the last two years and that they have had ownership for that period of time. Third-party verification generally includes:

  • A letter from a certified public accountant (CPA)
  • A letter from a regulatory agency or professional organization
  • Copy of business license

stick figure on cashBorrowers that are employed by the seller, property seller, realtor, or receive foreign income are ineligible.

Income Documentation Requirements

The Borrower’s application must include all sources and amounts of income. The bank statements must support income listed on the application.  Deposits from income sources that are not reflected on the 1003 or those not needed to qualify will not be included in the qualifying income calculation.

Income sources separate from self-employment must be verified. Examples of verification include social security letter, employment verification, or divorce decree. If tax returns are provided for the borrower using bank statements to support their income, the loan must be fully documented.

Income may be documented by either personal or business bank statements. However, the co-mingling of personal and business or multiple business accounts is prohibited. If multiple accounts are used to show income and reserves, documentation must be provided to show evidence that the funds are separate and distinct.

Here are a few of the key features of this type of loan:

  • Up to 45 percent debt-to-income ratio
  • 5/1 & 7/1 adjustable-rate mortgage options
  • Loan-to-value ratios of up to 75 percent
  • Cash-out options of up to $350,000 for a primary residence
  • Loan amounts of up to $2 million

While the bank statement program is truly unique, there are signs the rest of the mortgage market is catching up to the evolution. These types of transactions are becoming more and more common – and for good reason!

 

Find A Lender That Will Take the Time to Know You – A Mortgage Is Personal

Another-Happy-Homeowner1

A real estate transaction and mortgage is personal.  The right mortgage, for example, should reflect your goals – both long and short term.  A mortgage is certainly not 15 minutes on the web with a completed application and a rate ready to lock.  Especially for the self-employed borrower.

In the past weeks, I’ve had multiple questions from Realtors and borrowers asking me about the “quick and easy on-line loan application”.  On the face of it, the filling out of the application is relatively quick and it seems to be pretty easy.

The problem is this process can actually be more expensive – and, most importantly, almost never reflects the goals of the borrower.

Source: The Mortgage Reportsrefinance totter

Which brings me to the article linked above.  Give it a read – it’s a good one.  Towards the end of the article, the author discusses the differences in loan underwriting systems. It’s a little bit of “inside baseball”, but one of the key differences between these systems is the need for tax returns.  In many cases, one will yield an eligible finding with only one year of tax returns – while the other requires two.  The subtle difference in two underwriting programs can be the difference between credit approval and denial.

The point is this, you must have a relationship with a loan officer who knows the subtle details.  The subtle details of borrower qualification relative to the borrower’s circumstances can be the difference between getting the loan approved or being denied.

piggybanks marchingI spend a lot of time working with real estate agents.  I want to build profitable relationships with the agents to help them grow their business.  Key to these relationships is my ability to know a borrower and find a way to secure funding within the limits of regulation and law.  This requires both product knowledge and understanding of borrower needs.

“The Champion’s Mind” – Dr. Jim Afremow

Gold Medal Mind

“What separates the top few from the many in a sport?  Mentality.  The importance of the mental side of athletics was once brilliantly summed up by basketball legend Kareem Abdul-Jabbar: ‘Your mind is what makes everything else work.'”

Dr. Jim Afremow is a mental game coach, licensed professional counselor, and the author of The Champion’s Mind: How Great Athletes Think, Train and Thrive. He is the founder of Good to Gold Medal, PLLC, a leading coaching and consulting practice right here in Phoenix, Arizona.  His book (it’s also available as an audio book) is really worth checking out.Champions Mind

Dogged determination requires keeping your feet moving forward through inconveniences, discomfort, and insecurities to reach your goals.”

Here’s an excerpt from his book:

“Mental toughness is built by doing something that is hard over and over again, especially when you don’t feel like doing it. Our society has conditioned us to believe that there should be no discomfort, to stop when we are uncomfortable. But the discomfort we feel when we’re doing a challenging workout is an important part of the strengthening process. Push through your down days when you’re not feeling your best (unless, of course, you are injured or ill).”

I’d encourage you to learn more about  Dr. Afremow’s book here.

Dr AfrenowFor over 15 years, Dr. Afremow has assisted numerous high school, collegiate, recreational, and professional athletes. Major sports represented include MLB, NBA, WNBA, PGA Tour, LPGA Tour, NHL, and NFL. In addition, he has mentally trained several U.S. and international Olympic competitors. He served as the staff mental coach for two international Olympic teams, the Greek Olympic softball team and India’s Olympic field hockey team. From 2004 to 2013, he served as a senior staff member with Counseling Services and Sports Medicine at Arizona State University.

What is APR….and is it all that important?

Mortgage-APR-Is-Most-Often-Inaccurate

There is a lot of regulation around APR and home mortgages – and anything with this much regulation must be important, right?  Lenders and loan officers spend a lot of time calculating, managing, and disclosing APR.  It is a big part of everyday life in the lending industry.

Candidly, APR is confusing and hard to understand.  I have heard it called many things – average percentage rate, about percentage rate, approximate percentage rates…for the record it is Annual Percentage Rate, so let’s clear up some of the confusion.

Source: The Mortgage Reports

What is APR and is it all that important?

APR (annual percentage rate) is the interest rate plus the costs associated with the loan.  This mysterious number is intended to give an apples to apples comparison between two different loans.  

Theoretically, if the consumer compares the APR of two loans, the loan with the lowest annual percentage rate is naturally the best loan for the consumer.  APR is designed to protect consumes from hidden costs, bait & switch, and deceptive marketing schemes which have been used in this industry.

Equity Prime - Michael NelsonHang On A Minute – Does APR Tell the Whole Story All Of The Time?

APR is certainly helpful and an important part of the lending process.  However, loans are complex and ultimately one number alone does not automatically find the best loan for a particular borrower.  Please do check out the article I have attached with this post that details  APR – the good and the bad.  APR is a complex calculation with many variables. If these variables are not exactly the same between loans, the loans are not apples to apples comparisons.

Remember, the borrower must look at a refinance or purchase of a new home relative to their particular needs.  The borrower’s debt, savings, down payment, anticipated time in a home, family, etc all play an important part in selecting the right mortgage.  While APR is important, one number can’t take into account all the variations and nuances in the life of a borrower.

APR Michael NelsonEquity PrimeWe Need to Help Our Customers Understand Hard Concepts!

I have said this before and it is worth repeating – lenders (such as myself) and real estate agents must  educate clients on  appropriate real estate and lending options.  If you are a borrower – make sure you have the right professionals supporting your real estate needs.  The right professionals care about your needs and take the time to do the research required to recommend the correct products.

A big thanks to my friend and colleague, Mike Nelson, for really bringing together the key pieces of APR!

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