In this month’s episode of the Advisory Angle, powered by the Chrisman Commentary, STRATMOR Principal David Hrobon joins veteran mortgage strategist Rob Chrisman to dig into how the mortgage landscape is being redefined. They’ll explore how big players are using AI, automation, and strategic M&A to reshape the mortgage landscape—and what independent mortgage bankers can do to stay competitive. From innovation and partnerships to exit strategies, David and Rob share practical insights on how lenders can position themselves for success in this era of transformation. David and Rob don’t sugarcoat it—in this new era, doing nothing is not an option. Whether you're focused on staying independent, scaling via M&A, or modernizing your operations through AI, this conversation gives you a practical, clear-eyed road map. Founded by industry veteran Rob Chrisman, the Chrisman Commentary is your trusted source for mortgage industry insights and updates. Whether you're a mortgage broker, lender, investor, or industry enthusiast, Chrisman Commentary will keep you informed and ahead of the curve in this dynamic and ever-evolving industry. Join our community and stay on top of the latest trends in mortgage lending. #mortgagenews #chrismancommentary #mortgageindustry #mortgagelending #mortgage

In this month’s episode of the Advisory Angle, powered by the Chrisman Commentary, we explore what the mortgage industry can learn from the world of hospitality. Fresh off the Welcome Conference in New York City, the global gathering of hospitality leaders founded by Unreasonable Hospitality author Will Guidara, STRATMOR’s Garth Graham, Sue Woodard, Will Ayer, and Madison Ayer unpack the big idea: if your customers are human, you’re in the hospitality business. We’ll dig into how lenders can transform the borrower journey and share why random acts of service alone aren’t enough. You’ll also learn how to systematize hospitality in mortgage, and why this shift could be the key to borrower loyalty in a volatile market. Whether you’re a lender looking to boost repeat business or an executive searching for your next competitive edge, this conversation will challenge you to see your borrower experience through a new lens, one that moves beyond efficiency to create clarity, confidence, and lasting connection. Founded by industry veteran Rob Chrisman, the Chrisman Commentary is your trusted source for mortgage industry insights and updates. Whether you're a mortgage broker, lender, investor, or industry enthusiast, Chrisman Commentary will keep you informed and ahead of the curve in this dynamic and ever-evolving industry. Join our community and stay on top of the latest trends in mortgage lending. #mortgagenews #chrismancommentary #mortgageindustry #mortgagelending #mortgage

In this episode of The Advisory Angle, Sue Woodard, Garth Graham and Nicole Yung explore the evolving home equity landscape. The discussion highlights key trends, including the rapid shift from bank branches to direct and fintech-driven originations, the role of speed and convenience in consumer decision-making, and the proactive marketing strategies separating leaders from laggards. With insights backed by data from TransUnion and ICE, this conversation offers actionable takeaways for lenders navigating today’s competitive home equity market. #ChrismanCommentary #MortgageNews #ArtificialIntelligence #AI #MortgageServicing #LendingStrategy #AIinMortgage #ServicingTechnology #MortgageIndustry #OperationalExcellence #STRATMOR #AdvisoryAngle #HousingMarket

On this month's episode of Advisory Angle, powered by the Chrisman Commentary, STRATMOR experts Sue Woodard, Kris van Beever, and Garth Graham return for part two of their deep dive into mortgage servicing. This episode focuses on how to operationalize servicing strategy by modernizing infrastructure, integrating technology, leveraging AI, and navigating regulatory and process challenges. Learn what it takes to bridge the gap between vision and execution in today’s competitive lending landscape. #ChrismanCommentary #MortgageNews #ArtificialIntelligence #AI #MortgageServicing #LendingStrategy #AIinMortgage #ServicingTechnology #MortgageIndustry #OperationalExcellence #STRATMOR #AdvisoryAngle #HousingMarket

The Future of Mortgage Servicing: Key Trends, Subservicing, and CX Strategies | Advisory Angle Podcast In this episode of Advisory Angle, STRATMOR Group’s Garth Graham, Michael Grad, and Mike Seminari explore the evolving mortgage servicing landscape. Backed by STRATMOR’s deep advisory expertise and exclusive MortgageCX data, the team highlights key trends shaping the industry, including the rise of subservicing, the demand for seamless data integration, and the shift toward borrower-centric strategies. Whether you're evaluating in-house servicing options, refining your subservicer relationships, or looking to optimize customer experience (CX), this episode delivers actionable insights to help you future-proof your servicing model and drive competitive advantage. Subscribe for more expert-driven mortgage insights. #ChrismanCommentary #MortgageNews #MortgageServicing #Subservicing #CustomerExperience #MortgageLending #STRATMORGroup #MortgageCX #FinancialServices #LoanServicing #ServicingStrategy #MortgageIndustry #Mortgages #Mortgage

📉 Mortgage Consumer Trends & D2C Strategies | STRATMOR Insights with Garth Graham & Sue Woodard Join STRATMOR Group’s Garth Graham and Sue Woodard as they reveal the top takeaways from the Consumer Direct Workshop in Chicago. In this fast-changing mortgage market, learn how top lenders are: 📱 Adapting to shifting consumer behavior 🧠 Optimizing digital mortgage strategies 📈 Boosting performance in tough conditions 🔍 Competing more effectively in the D2C space Perfect for lenders looking to refine their direct-to-consumer approach and stay ahead of the latest mortgage trends. #ChrismanCommentary #MortgageNews #MortgageIndustry #DirectToConsumer #STRATMOR #MortgageTrends #DigitalMortgage #ConsumerBehavior #MortgageMarketing #LenderStrategy #SueWoodard #GarthGraham #aiinmortgage #artificialintelligence #ai #mortgagelending #mortgagelender #loanofficer #innovation #mortgagetech #mortgagetechnology #d2c #agenticai #ConsumerDirectLending #refinance #refinancemortgage

On this month’s episode of the Advisory Angle, powered by the Chrisman Commentary, STRATMOR Group Senior Partner Nicole Yung reveals some of the key findings from the 2024 Technology Insight Study Digital Innovations module, STRATMOR's annual deep dive into the latest digital trends and advancements transforming the mortgage industry. From trends in automation to digital capabilities and their perceived benefits and barriers, Nicole, along with STRATMOR Senior Partner Garth Graham discuss how lenders can harness these innovations to enhance efficiency, reduce costs, and improve customer experiences. Don't miss this opportunity to tap into the latest trends and insights driving success in mortgage technology.

On this month’s episode of Advisory Angle, powered by the Chrisman Commentary, STRATMOR Group Senior Partner Garth Graham and Senior Advisors Rob Chrisman and Sue Woodard offer their analysis of Rocket Companies’ agreement to acquire Mr. Cooper. What does this deal mean for the future of mortgage services? How will it impact the competitive landscape? And what can we learn from this high-profile transaction? Watch to find out, and see below for links to articles referenced during the show. Market watch article: https://www.marketwatch.com/story/rocket-redfin-deal-could-make-home-buying-more-convenient-and-more-expensive-dab106ff Garth article on compensation: https://www.stratmorgroup.com/sales-compensation-do-you-get-what-you-pay-for/ WSJ article link: https://www.wsj.com/business/deals/rocket-to-buy-mr-cooper-group-in-9-4-billion-deal-e5cb9ce3

Garth Graham and Kris Van Beaver from STRATMOR Group discussed the potential and practical applications of AI in the mortgage industry. They emphasized the importance of AI in intelligent document processing (IDP) and data extraction, which can streamline underwriting and improve process efficiency. They highlighted AI's role in automating repetitive tasks, such as transcription and data entry, and its potential to enhance customer satisfaction by reducing redundant information requests. They also stressed the need for AI literacy within organizations, including leadership support, training programs, and governance. The discussion concluded with a focus on the significant ROI AI can bring to the industry.

Fresh off the conference floor at the MBA’s Independent Mortgage Bankers Conference in Austin, TX, our STRATMOR attendees share their insights from the event. On this month’s episode of Advisory Angle, STRATMOR Senior Partner Garth Graham, Principal David Hrobon and Senior Advisor Sue Woodard break down the highpoints and key takeaways from the IMB conference. Whether you attended the conference or not, this episode will provide invaluable insights to help you navigate the challenges and seize the opportunities facing independent mortgage lenders today. Advisory Angle is the go-to show for the latest insights and strategies in the mortgage industry. Tune in for expert analysis and actionable advice tailored to mortgage professionals striving for excellence. Each month, panelists will delve into crucial topics shaping the market, from strategy design and execution, to marketing and sales optimization, customer experience, operations optimization, and mergers & acquisitions. Enhance your efficiency, improve customer experience, and stay ahead in a competitive landscape.

To kick off 2025, Garth Graham, David Hrobon, and Rob Chrisman co-host Advisory Angle presented by the Stratmor Group and cover a wide range of subjects germane to mortgage bankers for the year ahead. The conversation focuses on how companies in the mortgage industry, including executives, CFOs, presidents, and loan officers, are responding to current market challenges to boost their profitability. 1. **Revenue Focus:** - The panel stresses the importance of focusing on revenue generation through strategic product expansions. Non-QM (non-qualified mortgage) loans, for example, are identified as an area for growth, offering higher revenue potential by meeting the needs of specific niches (like investors). - Managing *revenue "leakage"* is another critical focus. This includes avoiding price exceptions, margin erosion, and costly loan extensions at the branch level. Monitoring and reducing unnecessary fee leakage can significantly impact profitability, as small adjustments—like improving fee collection practices—can add up over time. - **Gain on Sale:** Ensuring that the margin you plan for on a loan actually holds until the loan is closed and sold is vital. Any margin reduction (due to price exceptions, free extensions, or other leakages) must be tracked and addressed at the individual loan officer or branch level. 2. **Expense Management:** - **Managing Fixed Costs:** While administrative costs are generally fixed and harder to control, focusing on the variable expenses that can be managed (like marketing, overhead, or fees) is essential. - **Warehouse Fees:** There's a significant opportunity to reduce expenses by negotiating better terms with warehouse lenders. Even small adjustments in warehouse fees can have a big impact on the bottom line. - **Sales Expense Structure:** One key point raised is the growing cost of loan officer compensation. Loan officer compensation has risen significantly due to higher average loan amounts, especially in areas like California. This increases the overall expense per loan, and the panel challenges the industry to reassess whether compensation based on loan amounts (basis points) is sustainable. They suggest that shifting toward a more balanced compensation model, such as a per-loan or volume-based structure, could reduce the expense burden. - **Sales Strategy:** For loan officers, there's an opportunity to focus on *volume* over *price*. Reducing commission rates in exchange for closing more loans could be a more profitable strategy in a competitive market. This would allow loan officers to increase their overall production, despite lower per-loan commissions, which could ultimately result in more consistent business and referrals. 3. **Other Revenue Sources:** - Exploring non-traditional revenue streams, like mortgage servicing rights (MSRs), joint ventures with title companies, and other value-added services, is seen as a way to diversify revenue. These initiatives can help provide financial cushion when the core business faces pressures. 4. **The Importance of Data:** - Successful companies are ones that measure every aspect of their operations, from loan officer performance to fee collection and warehouse expenses. Tracking these metrics at a granular level can help identify inefficiencies (or "leakage") and enable targeted adjustments to improve overall profitability. 5. **Looking Ahead:** - There is a strong emphasis on having a clear, data-driven strategy for both revenue and expenses. The most resilient businesses are those that can pivot when needed, focusing on improving margins, expanding product offerings, and addressing inefficiencies head-on. - The panelists urge executives to have "fortitude" to make difficult decisions, such as changing compensation structures or adjusting branch-level margin control, and to keep an eye on the long-term health of the business rather than getting bogged down by short-term fluctuations. The takeaway is clear: companies need to be vigilant in managing both revenue and expenses to stay competitive in a challenging market. Shifting focus from pure volume to smarter pricing, diversifying income streams, and tightening expense management could help organizations thrive through tough times.

On this month’s episode of Advisory Angle, STRATMOR Principal, and resident ChatGPT expert, Kris van Beever sit down with principal Jennifer Smith and senior advisor Sue Woodard to discuss the potential AI has in the mortgage industry. It was a lively discussion of what AI is, how it is already being used and can be used in the mortgage space, and potential pitfalls to avoid. Artificial Intelligence (AI) has the potential to disrupt traditional mortgage processes by improving cost efficiencies while providing an enhanced customer experience. We’re already seeing several mortgage lenders and solution providers fully embracing AI to enhance efficiency. Others are just starting to investigate the possibilities. Wherever you are on that spectrum, learning more about AI and harnessing its features for your business will be crucial to competing in the mortgage space.

In this episode of Advisory Angle, powered by the Chrisman Commentary, Senior Partners Nicole Yung and Garth Graham share trends from the latest Lender Intelligence TIS module. They discuss changes in the survey over the years, highlight systems that have been added, show how comparisons between scores are determined, and explain what the proprietary Lender Loyalty Score® Analysis measures and how it can help lenders choose their technology providers.

On this episode of Advisory Angle, powered by the Chrisman Commentary, Senior Partner Garth Graham, along with conference circuit veterans and STRATMOR Senior Advisors Sue Woodard and Brett McCracken, share insights from the recent events attended and talk about what we’re looking forward to and expecting at events to come. Plus – we’ll even share some hot tips for how to make the most out of YOUR conference season, too! Register today..

Mortgage interest rates have started to fall making buying a home more affordable again. The decrease in rates certainly SHOULD inject some new life back into the real estate and home finance business — but what will our business look like when that happens? STRATMOR Group Senior Partner Garth Graham believes the upcoming surge in purchase business will not look like it did the last time the industry saw a wave of new business and it won’t benefit all lenders equally. On this episode of Advisory Angle, Garth and STRATMOR Senior Advisors Brett McCracken and Sue Woodard talk about why the ongoing battle between the industry’s largest real estate companies and the Department of Justice over consumer disclosures regarding buyer’s agents — among other things — is having a massive impact on the real estate business and what lenders can do to prepare.

This month on Advisory Angle, we discuss why the next refi wave will differ and how to prepare. From impending restrictions on trigger leads to capacity issues, to non-traditional compensation plans and the customer experience, STRATMOR Group Senior Partner Garth Graham, Customer Experience Director Mike Seminari, and Senior Advisor Sue Woodard will talk about how the refi world has already changed and why it won’t provide the lift all lenders are looking for in this market. There are things lenders can do now to keep their businesses afloat, and Garth, Mike, and Sue will also explore those strategies.