Lenders who succeed in today’s market will be the ones who create an extremely profitable process. While some will be successful at targeting their marketing, increasing new loan applications, and streamlining the loan origination process, they will fall short when it comes to overall execution.

The difference between a highly profitable mortgage lender and a mediocre one often comes down to the methods and tools they use to minimize risk and maximize profitability. There are many ways to run the lender’s secondary marketing operation but knowing the difference between the most and least effective ways is a key differentiator.

How to profit by avoiding the profit center approach

Many lenders set up their secondary marketing department as a profit center, but that’s the wrong approach. Secondary marketing is part of the lender’s core operation and should be staffed with professionals who are compensated for keeping it running in an optimal fashion.

The big mistake many lenders make is setting up this critical department as a profit center and then compensating their managers solely on gain on sale profitability. This is one of the surest ways to lose money (for more ways to mess up your secondary marketing, download our eBook here).
There is a better way. This is our forte and we have successfully helped hundreds of lenders achieve better results.

The support you need from a company you can trust

Since 1994, Mortgage Capital Management has helped mortgage bankers of every size become more profitable through the use of best-in-class pipeline risk management tools and strategies. Our pipeline risk management services, secondary marketing consulting, and hedging/trading services enable clients to prosper in any market environment.
Since 1994 the U.S. mortgage industry has called upon Mortgage Capital Management for expert advice and proven technologies all designed to deliver optimal results in services and software designed and built to deliver a more profitable enterprise. Our customer list includes some of the most successful firms in the business.

Lenders call on us to combine our state-of-the-art technology with personalized client service to help them develop a secondary marketing operation that consistently delivers optimal results for the loan products they originate, regardless of market dynamics. We provide a customized set of services designed to meet the specific needs of our customers. Our services always come with expert counsel from senior advisors who have a history of success.