In the vast realm of the real estate market, securing a mortgage is often a crucial step in the journey of aspiring homeowners. The Mortgage Loan Originator (MLO) facilitates the behind-the-scenes loan process. In this article, we will explore the responsibilities, skills, importance and the role of a Mortgage Loan Originator as we also explore the world of mortgage loan origination.
Understanding Mortgage Loan Originators
Mortgage Loan Originators, or Mortgage Loan Officers, act as intermediaries between lenders and borrowers during the mortgage application process. Obtaining a mortgage loan can be a complicated process, so the MLO’s primary responsibility is to guide their clients through it. The purchase of a home is usually the most significant financial transaction conducted during an individual’s life. Although the process of finding and applying for the right mortgage can naturally be nerve wracking, a good MLO eradicates anxiety by guiding the borrower on a smooth and even pleasurable journey to the American dream of homeownership.
Qualifications and Licensing
To become a Mortgage Loan Originator, individuals must meet specific qualifications and many must obtain the necessary licensing. The requirements may vary slightly by state, but they typically involve registering through the Nationwide Mortgage Licensing System (NMLS), completing pre-licensing education, passing a written examination, and successfully undergoing a criminal and financial background check. Individuals who originate mortgage loans for depository institutions regulated by a federal banking regulator or the Farm Credit Administration (FCA) must be registered through the NMLS but are exempt from licensing requirements. For licensees, ongoing professional development and compliance with federal and state regulations are essential to maintaining active licensure.
The Role of a Mortgage Loan Originator
1. Establishing Client Relationships
The primary responsibility of a Mortgage Loan Originator is to build and maintain relationships with clients. To do so, they must understand each client’s unique financial situation and what they want to achieve through their home ownership. The ability to earn the client’s trust is not only critical to a successful transaction but essential to forging a successful mortgage career.
The MLO is a detective solving a challenging case. He or she must accurately ascertain the amount that his or her client earns, how much money he or she owes, evaluate his or her credit condition, analyze their savings and other assets, and conclude the maximum loan amount for which the borrower can qualify and comfortably borrow. It’s nothing short of an exploration … uncovering and discovering the relevant information to help the client get into their dream home.
Being an MLO, however, is much more than numbers and math. It’s about really understanding clients on a deeper level. MLOs must be exceptional listeners in order to thoroughly understand both the client’s wants and needs. They understand the importance of taking the time to understand and empathize with each client in order to identify what matters to them the most. Ego must never be a part of the mortgage transaction. And one recommended best practice is to always utilize the 75/15/10 rule – listen 75% of the time, ask questions 15%, and only speak 10% of the time.
2. Assessing Borrower Eligibility
Although Mortgage Loan Originators never render actual credit decisions (only underwriters can do that), MLOs help position the borrower for success. The MLO reviews the client’s credit, deciphers the stability of his or her employment history and income, and assesses the client’s relation of their debt to their income in order to determine their ability to afford and repay the debt that they desire.
By analyzing all of the pertinent factors affecting loan qualification, MLOs can identify the likelihood of the customer’s ability to repay the loan and which loan options might work best for them. It’s important to state, however, that MLOs may never discourage someone from applying for a loan.
3. Presenting Loan Options
Once the Mortgage Loan Originator determines that someone is likely to get a loan, they review various mortgage products and discuss the nuances between them. They explain how the loans work, how much interest they have to pay, and how they can repay the money. Although the customer is always the one to decide on whether to apply, no MLO should ever knowingly set a borrower up for failure just to make a sale and earn a commission.
4. Assisting with Loan Applications
Like the knowledgeable guide skillfully at the helm of the jungle safari, Mortgage Loan Originators are critically important in navigating borrowers through the seemingly daunting mortgage loan process. MLOs ensure the accurate, complete, thorough, and timely preparation of all necessary documentation and disclosure forms while assisting each customer to fully comprehend everything that he or she is requested to sign.
5. Facilitating Loan Processing and Underwriting
As the primary liaison between the customer and the lender, one of the MLO’s roles is to help keep things running as smoothly and efficiently as possible. The application is when the MLO should take possession of all documentation necessary to substantiate the customer’s ability to qualify for the loan for which they are applying. This is why setting the appropriate expectations with the customer, from the very start, is critical. A mortgage file lacking important documents, because the borrower forgot to bring them to application, will always result in unnecessary delays, complications, and could even manifest in the assessment of additional fees. Once the MLO has completed a thorough application and collected all required documentation, he or she delivers the mortgage file to the Mortgage Processor. The Processor’s role is to gather any remaining and outstanding documentation, order the appraisal, title insurance, flood zone certification, and any other necessary components to the mortgage transaction so that, when he or she delivers the mortgage file to the Mortgage Underwriter, the Underwriter has everything that he or she needs to accurately render an appropriate loan decision.
6. Providing Guidance Throughout the Closing Process
As the mortgage loan process nears its end, Mortgage Loan Originators continue to help their borrowers by reviewing and explaining closing-related documentation. They’re by their customers’ sides every step of the way, through the closing and even beyond, to always eagerly help with any questions or concerns that may arise.
7. Fiduciary Responsibility
All Mortgage Loan Originators are legally obligated, through their fiduciary responsibility, to always act in their customers’ best interests. Although MLOs are certainly entitled to be paid for their services, one’s own income should never eclipse one’s fiduciary responsibility to the customer. Even if that was to mean forgoing a transaction altogether.
A mortgage customer once shared how, although she believed that everything went smoothly with her first-time home purchase, she was ultimately frustrated over the costly private mortgage insurance (PMI) premium associated with her mortgage loan since she only had 5% to contribute towards her down payment. It turned out that this first-time homebuyer was also an honorably-discharged veteran of the U.S. military. When asked why she didn’t pursue a loan guaranteed by the Veterans Administration through which she could have refrained from making any down payment and also through which PMI would not have been required, she confessed that she was unaware that any such option was even available. As it turned out, her MLO neglected to discuss VA loan options with her since his company did not offer these loans and, had she elected to pursue a VA loan, she would have had to have applied elsewhere, costing the MLO his commission.
The MLO’s failure to discuss the most appropriate loan option constituted a blatant example of failing to honor his fiduciary responsibility to his customer. Without question, he should have informed this borrower of the product that was in her best interests even though that would likely have resulted in the loss of his commission. After she filed a complaint with the appropriate regulatory authorities, the MLO’s license was eventually revoked.
MLOs must always act in the best interests of their customers and never deviate from doing so.
Critical Skills for a Mortgage Loan Originator
Some of the essential skills that successful Mortgage Loan Originators possess include the following:
1. Strong Communication Skills
To be successful, Mortgage Loan Originators must be able to clearly explain complex financial concepts, discuss loan options, and keep borrowers informed at all times. They must be able to hear as well as listen.
2. Financial and Analytical Acumen
The ability to accurately analyze borrowers’ financial conditions and match them with the appropriate loan product solution is an essential skill for Mortgage Loan Originators to master. MLOs need a solid understanding of financial concepts including credit analysis, income calculations, asset evaluation, and loan structuring.
3. Knowledge of Mortgage Products and Regulations
Providing the best advice to borrowers requires a thorough understanding of the lending landscape, which includes the latest mortgage products, interest rates, and industry regulations. MLOs must be knowledgeable of all available mortgage loan products, even those that may not be at their disposal to originate through their own company.
4. Attention to Detail and Organization
The meticulous nature of mortgage loan origination and processing requires Mortgage Loan Originators to keep themselves organized and pay strict attention to detail. Managing multiple applications and ensuring all required documents are in order are critical to fostering smooth transactions. Solid organization is a mandatory key to success.
5. Customer Service Orientation
Providing exceptional customer service is essential in the mortgage industry. Mortgage Loan Originators must be responsive, empathetic, and patient, addressing clients’ concerns and walking them through what can often be a stressful process. Creating satisfied customers is not nearly enough. The successful MLO knows the importance of forging raving fans.
The Impact of Mortgage Loan Originators
Among the key contributions Mortgage Loan Originators make in the real estate and financial sectors are:
1. Driving the Housing Market
A Mortgage Loan Originator is essential in driving demand for real estate and supporting property values by properly and successfully facilitating mortgage lending in the housing market.
2. Supporting Economic Growth
Mortgage lending is vital to businesses and individuals. It furthers the investment in real property while stimulating the renovation and home improvement sectors.
3. Ensuring Compliance and Ethical Practices
Mortgage Loan Originators must adhere to strict regulations and ethical standards to protect borrowers and uphold the industry’s integrity. Their expertise ensures that loan applications satisfy all legal and financial requirements.
Challenges Faced by Mortgage Loan Originators
Mortgage Loan Originators have a rewarding role; however, they also face particular challenges.
1. Fluctuating Interest Rates
The mortgage market is greatly affected by interest rates, so loan originators should be aware of rising rates and educate borrowers on how such fluctuations may affect their loans. The most successful MLOs, however, are rarely adversely affected by rising interest rates. MLO superstars know how to prosperously originate mortgage loans in any interest rate environment.
2. Changing Market Conditions
Mortgage Loan Originators must stay informed and up-to-date with market conditions, such as shifting housing supply and demand, so as to provide their clients with the best advice, options, and guidance.
3. Regulatory Changes
A complex regulatory framework governs the mortgage industry. Mortgage Loan Originators must stay abreast of regulations and compliance requirements to ensure that their practices continuously comply with all state and federal laws.
The Mortgage Loan Originator plays a crucial role in helping families and individuals achieve their dreams of homeownership. Their expertise, guidance, and commitment to exceptional customer service contribute to the housing market’s growth.
With the mortgage industry evolving, Mortgage Loan Originators will remain at the forefront, assisting borrowers with the seemingly complicated mortgage process. As long as people buy homes and lack the money to pay for them in cash, the MLO’s skills, expertise, and guidance will always be in demand.
If you are ready to get your new career started as a Mortgage Loan Originator, why not get started today?! Visit www.nmlstraining.com today to begin your pathway to mortgage origination success.