Mortgage Secrets For Real Estate Investors
by
Susan Lassiter-Lyons
How to BEAT MORTGAGE LENDERS
at their own game and INCREASE YOUR PROFIT
on every real estate investment.
Mortgage SecretS
for Real Estate Investors
is book was written with the intention of providing information on the subject matter contained herein. However, the
author and publisher are not engaged in rendering legal, investment or tax advice or services through this publication. If legal
or other expert services are required, the services of a competent professional should be sought.
is book was designed to give correct and helpful information, but there may be typographical errors or mistakes in content.
Care should be taken to use this book as a general guide to real estate investment and finance information and not as the
ultimate source of this type of information. In addition, the information in this book is only current up to the date of
publication.
e purpose of the opinions and the information contained in this book is to educate and entertain the reader. e publisher
and author of this book shall not have responsibility to any person or other legal entity in regard to any loss or damage caused
or alleged to be caused either directly or indirectly by the information or the use of the information contained in this book.
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Mortgage Secrets for Real Estate Investors is a trademark of Lassiter Mortgage Group, LLC, Copyright 2009, 4
nd
Edition.
ISBN-13: 978-1-4243-2852-9
ALL RIGHTS RESERVED: No part of Mortgage Secrets for Real Estate Investors may be reproduced or transmitted in any form whatsoever,
electronic or mechanical, including photocopying, recording, or by any informational storage or
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written and signed permission from the author (with the exception of brief quotations as used in reviews or discussion groups,
with attribution to the author and source).
i
Dedication
Dorothy H. Lassiter
1910 – 1997
My Grandmother and Teacher
ank you for the love, the lessons and the laughter.
iii
Foreword
e mortgage business is a complicated and ever-changing industry. It is important that you understand
how the mortgage market works and how the lenders make their profit. In doing so, you will gain an
appreciation of loan programs and why certain loans are offered by certain lenders.
Investors use mortgage loans to increase their leverage. e more money an investor can borrow, the
more he can leverage his investment. Rarely do investors use all cash to purchase properties, and when
they do, it is on a short–term basis. ey usually refinance the property to get their cash back or sell
the property for cash.
e challenge is that loans for investors are treated as high–risk by lenders, as compared to non-investor
(owner-occupied properties) loans. Lenders often look at leveraged investments as risky, and are less willing
to loan money to investors. Lenders assume that the less of your own money you have invested, the more
likely you will walk away from a bad property. e goal of the investor thus is to put forth as little cash as
possible, pay the least amount in loan costs and interest, while keeping personal risk at a minimum.
As an investor, getting a mortgage may seem like a straightforward process on the surface. But as Susan
and I well know it is the financing that can make or break the profitability of any real estate investment.
It pays to do business with the experts and it pays to educate yourself about the process, with its many
pitfalls and challenges, before you ever make offers on properties.
Real estate investing will make you a lot of money if you learn the techniques and apply yourself. e
bottom line is that education will help you avoid mistakes and learn new ideas. Read books, go to
seminars and learn from other investors. Your best investment is in yourself.
I regularly refer Colorado investors to Susan when they have challenging loan scenarios so I know the
information you’ll learn from this book will serve you well in the future.
WILLIAM BRONCHICK
William Bronchick, CEO of Legalwiz Publications, is a Nationally-known attorney, author,
entrepreneur and speaker. Mr. Bronchick has been practicing law and real estate since 1990,
having been involved in over 1000 transactions. He has trained countless people all over the
Country to become financially successful. His best-selling book, “Flipping Properties,” was named
one of the ten best real estate books of the year by the Chicago Tribune. William Bronchick is also
the author of the highly acclaimed books, “Financing Secrets of a Millionaire Real Estate Investor”
and “Wealth Protection Secrets of a Millionaire Real Estate Investor.”
William Bronchick has served as President of the Colorado Association of Real Estate Investors since 1994.
v
Table of Contents
Introduction 1
e Problem with ose Investment Gurus 2
Industry Secrets 2
e Secret Agencies 3
Mortgage Rate Secrets—why do they go up and down? 4
Your Secret Ratio 6
Special Secrets for the Self Employed Investor 7
Credit Score Secrets 7
Loan to Value Secrets 8
Condo Secrets 11
Rural Property Secrets 12
Mobile Home Secrets 13
Loan Application Secrets 13
Pre-Approval Secrets 15
Reserve Secrets 16
Loan Product Secrets 17
e Secret of Determining Your Interest Rate 18
Amortization Secrets 19
Secret Loan Features for Investors 20
Hard Money Loan Secrets 22
Rate Secrets 23
e Biggest Secret of All—Yield Spread Premium 24
Seller Concession Secrets 26
C S—Seller Paid Origination 27
Interest Rate Buy Down Secrets 27
Rate Lock Secrets 28
Secrets of the Good Faith Estimate 29
Appraisal Secrets—It’s All in the Approach 31
Secrets of As-Is vs. Subject-To 31
No Appraisal Loan Secrets 32
Deferred Maintenance—is SHOULD be a Secret! 32
Loan Processing Secrets 33
Loan Underwriting Secrets 36
Title Insurance Secrets 38
Cash Back At Closing Secrets 39
vi
Double Close Secrets 39
Cross Collateralization Secrets 40
Secret to Financing Foreclosures 41
e Secret to Buying in the Name of Your LLC 41
Non Recourse Loan Secrets 42
100% Loan Secrets 43
e MLS Listed Refinance Secret 43
e Vacant Property Refinance Secret 44
Hazard Insurance Secrets 44
Case Studies 45
In Closing 51
About e Author 53
Appendices 54
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
1
Introduction
Congratulations! You’re An Investor
Congratulations! You have decided to become a real estate investor—or you already are one! It’s an
exciting profession and hobby. I first began investing in real estate back in 1994. My friends from work
and I went to a seminar about investing in tax liens and, convinced we would soon be millionaires, set
about researching the tax lien auctions that were happening in the counties of Colorado.
We formed a limited liability company and called ourselves e Lien Lords. Pretty clever, huh? When we
got to the auction we had a pooled sum of $1000 and we ended up winning four tax liens. Tax liens back
then paid close to 16% upon redemption so we made a few bucks when three of the liens redeemed within
a year. e 4
th
lien, to this day, has never redeemed. is was a dinky $17 lien on a piece of vacant land in
an area of Colorado called Strasburg. I figure if urban sprawl ever really sprawls then we will apply for the
treasurer’s deed and make a profit when we sell the land.
My next foray into investing was after attending a seminar on lease options. I learned how to structure
the sandwich lease option. I managed to get two properties under contract but then could never re-
lease option them.
Never one to be daunted, I then attended a seminar on how to invest in apartment buildings. is time,
something happened—I got it! I actually understood the concepts and realized that multi-units were
the strategy for me. I immediately bought a triplex that needed some work for $199,000. I put $16,000
into fixing it up and today it cash flows and is worth $315,000. Finally, after all those seminars, home
study courses, mentorships and books read, I was finally a REAL real estate investor. is continues to
be my personal focus today. I look each week for bank owned or distressed 3 and 4 unit buildings and
have my realtor make offers.
However, as adept as I felt I was at the investing side of things, the one big gaping hole in my knowledge
that I couldn’t really seem to find any information on, was the financing piece of the puzzle. I couldn’t
figure out why there were so many rules that made no sense. For example, when I went to my bank
and told them I wanted a loan for my triplex that gave me 100% of the purchase price plus rolled in
all of the closing costs and repair costs, they actually laughed at me. LAUGHED at me right there in
the office.
Again, never one to cave to a challenge, I went to work for a mortgage company. I figured it was a
decent way to make a living plus gain insight into the lending process for investment properties. Turns
out my gamble paid off. I started in a department called Secondary Marketing where I learned the
mortgage industry from the top down. I learned how Wall Street buys pools of mortgages and I learned
all about mortgage backed securities. I also learned how to price loans and how current events and
economic indicators drive interest rates.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
2
en I went to work part-time on the side as a loan originator for a local broker to generate some
real money for my knowledge. When my first commission check on one loan turned out to be bigger
than my pay check for two entire weeks at the mortgage company, I quit on the spot to originate full
time. After an appropriate number of months, I became a broker and set up my own shop arranging
residential and commercial financing for real estate investors and that is what I continue to do today.
is book is my attempt to give you the benefit of the education I have received through lessons
learned and hard knocks. Every mistake I have made and every crazy scenario I’ve encountered
through my clients and associates is in this book. You now are privy to more than 6 years of insider
mortgage knowledge. Use it wisely!
e Problem with ose Investment Gurus
In my previous chapter I mentioned a few real state investment seminars that I have been to. It seems
like there is a new one every week and a new guru to go with it. Now I am all for education and
benefiting from knowledge that someone else has gained and is willing to share with me for a price,
but I feel that some gurus are lacking in real world application. e stuff always sounds better in theory
than it plays out in real life. Like the cash back at closing thing that so many people tout. Carleton
Sheets says there are 10 ways (or more) to get cash back at closing. I know for a fact that many of them
can never be accomplished using a conventional lender to finance your loan. You have to use hard
money and pay almost three times as much for it.
Sometimes the tricks that they share with you just do not fly in the real world. is book will never be
guilty of that. is is because I have spent a great deal of time rescuing people that are trying to do it
according to some guru. Creatively finding ways to accomplish the theory in the real world is essentially
my specialty. So, do not fear! is will not be another one of those situations where you could be rich
if only the strategies actually worked. ese strategies DO work and if you follow my advice, you will
discover ways to get around some of the messes that other gurus can get you in.
Industry Secrets
A
. T ’
’ . M ,
.
Back before 1934, insurance companies were the only entities providing financing for homes. After
1934, the Federal Housing Authority (FHA) was established to try to stimulate homeownership and
they established mortgages with down payments as low as 50% and amortized over 5-7 years with
balloon payments at the end of the term. Yikes!
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
3
Over time, the down payment requirements were lowered and many new types of loan programs were
developed and marketed to make home ownership appealing and affordable to the masses.
Today we have literally hundreds of entities offering hundreds of different mortgages or loan programs.
Ultimately most mortgages are securitized and sold off in bulk to agencies such as Fannie Mae and
Freddie Mac through the Secondary Mortgage Market which is just a market in which existing
mortgages and mortgage-backed securities are traded. Most lenders will either sell their loans outright
for cash or swap them for mortgage-backed securities such as Participation Certificates which they can
hang on to or sell to dealers for cash.
e Secret Agencies
A
, -
. M
U.S. G. E
F M (FNMA), F M (FHLMC), FHA
G M (GNMA). A
. T . I
“ ” -. N-
.
If a loan is outside of Fannie Mae’s standard guidelines, the agencies won’t buy it and the lender either
has to service the loan themselves while holding it in their own portfolio or find a whole loan buyer that
will buy it from them. Most whole loan buyers are Wall Street companies such as Bear Stearns, Credit
Suisse, Lehman, Goldman Sachs, etc.
Lenders pool whole loans together with credit enhancements to create whole loan collateralized
mortgage obligations or CMOs. Credit enhancements are designed to make the loans more palatable
and to ensure investors receive timely interest payments. is, my friend, is why there are so many rules
about mortgages for investment properties. Because mortgages on investment properties are the riskiest
mortgages out there, the originators have to have these crazy rules to make them less risky and more
attractive to the end buyer.
In a nutshell, this is why EVERY lender will do a 20% down 30 year fixed owner occupied mortgage
but only a few will do a higher loan-to-value adjustable rate mortgage for an investor. e 30 year
is an easy sell but they have a harder time unloading the riskier investor adjustable rate loan.
Mortgage lenders or originators also have the option of selling the loan and the servicing rights or just
the loan or just the servicing. ere are lots of different ways to profit from the sale of a mortgage.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
4
is book isn’t meant to be a course in secondary marketing and mortgage securitization (thank
goodness), I only bring it up to give you an idea of what is going on in the background and who is
really making the rules.
Mortgage Rate Secrets—why do they go up and down?
To understand why mortgage rates change, we must first ask the more general question, “Why do interest
rates change?” It is important to realize that there is not one interest rate, but many interest rates!
Prime rate: e rate offered to a bank’s best customers.
Treasury bill rates: Treasury bills are short-term debt instruments used by the U.S. Government
to finance their debt. Commonly called T-bills they come in denominations of 3 months, 6
months and 1 year. Each treasury bill has a corresponding interest rate (i.e. 3-month T-bill rate,
1-year T-bill rate).
Treasury Notes: Intermediate-term debt instruments used by the U.S. Government to finance
their debt. ey come in denominations of 2 years, 5 years and 10 years.
Treasury Bonds: Long-debt instruments used by the U.S. Government to finance its debt.
Treasury bonds come in 30-year denominations.
Federal Funds Rate: Rates banks charge each other for overnight loans.
Federal Discount Rate: Rate New York Fed charges to member banks.
Libor: London Interbank Offered Rates. Average London Eurodollar rates.
6 month CD rate: e average rate that you get when you invest in a 6-month CD.
11th District Cost of Funds: Rate determined by averaging a composite of other rates.
Fannie Mae-Backed Security rates: Fannie Mae pools large quantities of mortgages, creates
securities with them, and sells them as Fannie Mae-backed securities. e rates on these securities
influence mortgage rates very strongly.
Ginnie Mae-Backed Security rates: Ginnie Mae pools large quantities of mortgages, secures
them and sells them as Ginnie Mae-backed securities. e rates on these securities influence
mortgage rates on FHA and VA loans.
Interest rate movements are based on the simple concept of supply and demand. If the demand for credit
(loans) increases, so do interest rates. is is because there are more buyers, so sellers can command a
better price, i.e. higher rates. If the demand for credit reduces, then so do interest rates. is is because
there are more sellers than buyers, so buyers can command a lower better price, i.e. lower rates. When
the economy is expanding there is a higher demand for credit, so rates move higher, whereas when the
economy is slowing the demand for credit decreases and so do interest rates.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
5
is leads to a fundamental concept:
Bad news (a slowing economy) is good news for interest rates (lower rates).
Good news (a growing economy) is bad news for interest rates (higher rates). A major factor
driving interest rates is inflation. Higher inflation is associated with a growing economy. When
the economy grows too strongly, the Federal Reserve increases interest rates to slow the economy
down and reduce inflation. Inflation results from prices of goods and services increasing. When
the economy is strong, there is more demand for goods and services, so the producers of those
goods and services can increase prices. A strong economy therefore results in higher real estate
prices, higher rents on apartments and higher mortgage rates.
Mortgage rates tend to move in the same direction as interest rates. However, actual mortgage rates
are also based on supply and demand for mortgages. e supply/demand equation for mortgage rates
may be different from the supply/demand equation for interest rates. is might sometimes result in
mortgage rates moving differently from other rates. For example, one lender may be forced to close
additional mortgages to meet a commitment they have made. is results in them offering lower rates
even though interest rates may have moved up!
ere is an inverse relationship between bond prices and bond rates. is can be confusing. When
bond prices move up, interest rates move down and vice versa. is is because bonds tend to have a
fixed price at maturity––typically $1000. If the price of the bond is currently at $900 and there are 10
years left on the bond and if interest rates start moving higher, the price of the bond starts dropping.
e higher interest rates will cause increased accumulation of interest over the next 5 years, such that a
lower price (ie. $880) will result in the same maturity price, i.e. $1000.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
6
Effect of economic data on rates
Number of arrows indicates potential effect on interest rates. 1 arrow=least effect, 5 arrows=max. effect.
Economic EvEnt
EffEct on
intErEst ratEs
significancE of EvEnt
Consumer Price Index (CPI) Rises
Indicates rising inflation
Dollar Rises
Imports cost less; indicates falling inflation
Durable Goods Orders Increase
Indicates expanding economy
Gross National Product Increases
Indicates strong economy
Home Sales Increase
Indicates strong economy
Housing Starts Rise
Indicates strong economy
Industrial Production Rises
Indicates strong economy
Business Inventories Rise
Indicates weak economy
Leading Indicators (LEI) Increase
Indicates strong economy
Personal Income Rises
Indicates rising inflation
Personal Spending Rises
Indicates rising inflation
Producer Price Index Rises
Indicates rising inflation
Retail Sales Increase
Indicates strong economy
Treasury Auction Has High Demand
High demand leads to lower rates
Unemployment Rises
Indicates weak economy
OK! On to the good stuff!
Your Secret Ratio
Debt to income ratio is simply your total debt divided by your gross monthly income. But to get the
real picture, there are two types:
One is your top ratio or your payment to income ratio. is is the total present monthly housing
expense divided by your gross monthly income.
e second ratio is the most important one in terms of mortgage lending and it is known as the
bottom or back ratio. is is calculated by dividing your total monthly debt payments by your
gross monthly income.
Back ratios can go as high as 60% for some sub prime programs. For most investment loan programs,
50% is the max and if you are trying to qualify for an agency loan the max is normally 41%.
1.
2.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
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7
Let’s use our plumber again as the example. Let’s say that according to his credit bureau his monthly
debt obligations are as follows:
Countrywide (primary residence mortgage payment) $1500
MBNA VISA $25
Macy’s $25
His total monthly debt payment is $1,550. If we divide that by his income in $5000 then we have a
back ratio or debt ratio of 31%. So far, so good!
Special Secrets for the Self Employed Investor
All investor loans must be fully documented which means if you are self employed they will use your
tax returns to get your income. Make sure you’re showing enough income on your taxes so that your
debt to income ratio will qualify!
Credit Score Secrets
Here we go. is chapter could be a book all on its own. I hope as an investor you realize that this is a
cornerstone of your business and you therefore already have a good understanding of it. I will explain
your credit score as it relates to mortgage lenders and underwriting guidelines.
When you first begin the loan qualification process, your mortgage broker will pull a tri-merge credit
report on you. is means that one single credit report will pull in your scores and reported information
from all three of the main credit bureaus.
e Credit Bureaus
E/FICO
TU/E
E/B
We pull from all three because not all creditors report to all three bureaus. is is just the lender’s way
of making sure they don’t miss anything. Once they get the report, they will use the middle of the three
scores as the credit score on the file.
Let’s say that your scores are:
E/FICO:
TU/E:
E/B:
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
8
We would say that your score is 701 for the purpose of this particular transaction.
If a bureau doesn’t have enough reported information in order to score you then sometimes it won’t
return a score at all. In this case you would just have two scores and the lender will use the lower of the
two for the transaction.
e general rule is that you can qualify for a conforming mortgage with a minimum credit score of
620. Anything below that is considered sub prime and anything 720 and above is considered A+. is
rule is for full doc primary residence loans only. For a stated income investor loan the minimum score
is usually 680. If you are a full doc investor you’ll want to have at least a 660. Again, this is a rule of
thumb so don’t despair if your scores are lower. ere are many lenders out there that will accept much
lower scores on investment loans.
Investors ask me all the time what they can do to improve their credit scores. ere are three types of
debt reported on your credit report—mortgage, installment and revolving. Hopefully you know what a
mortgage debt is! Installment debt is anything that has a fixed monthly payment such as a car payment
and revolving debt is debt that can fluctuate on a monthly basis like a credit card.
Anytime you have a late payment (30 days or more) it will affect your credit in a negative way. However,
if you are having a bad month and you have to choose one obligation NOT to pay, the one that will
affect your score the least is the revolving debt. If you are an investor, you must take care to NEVER
pay a mortgage late. It truly could be the kiss of death. Also, try not to utilize more than 50% of your
total available revolving credit and try to limit the number of times your credit is pulled to no more
than four times per quarter.
To check your three scores online instantly visit the Bonus Offers page at
http://www.mortgagesecretsbook.com/Bonus
Loan to Value Secrets
Mortgages are categorized and priced fundamentally based on the loan to value of the subject property.
e definition of LTV from investopedia.com is:
“A
. T, LTV
, , ,
.”
Calculated as:
Loan to Value Ratio =
Mortgage Amount
Appraised Value of the Property
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
9
Fannie Mae and other agencies require that the borrower have mortgage insurance on a loan that has
an LTV of 80.01% or higher.
I get scenarios all the time where investors have a seller that has agreed to carry back a 2
nd
mortgage of
20% and they want 80% financing for the property. With all conventional lenders this is still going to
be a 100% deal because the CLTV adds up to 100%. You can’t just say it’s an 80% loan even though
that’s all you’re asking of the lender because you are still going to have secondary financing on the
property.
Mortgage insurance coverage is usually charged as a percentage of the loan amount and the higher the
loan to value, the higher the coverage percentage.
Property Type Secrets
Now, just as the underwriter is qualifying you based on your credit history, reserves, etc they are
also qualifying the subject property. Lenders don’t want to write loans on properties that they think
are weird or “outside the guidelines”. e easiest property to finance is obviously the single family
residential detached house or SFR.
Lenders are just like the rest of us—they stick with what they know.
Most lenders will follow Fannie Mae’s guidelines to determine what properties are eligible for loans and
which ones aren’t. Here’s a list of eligible properties according to Fannie Mae.
Eligible Property
1 - 4 unit Single-Family dwelling (detached, semi-detached, attached);
Unit within a planned unit development (PUD) (detached, semi-detached, attached);
Unit within a condominium building with no restrictions on the number of stories.
Eligible Structure
Site Built;
Modular Precut/Panelized Housing.
Ineligible properties according to Fannie Mae are:
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
10
Ineligible:
Manufactured Housing:
Condo-hotels (condotels);
Non-warrantable condos;
Boarded-up Properties;
Post-Pier-Beam, Stilts and Cantilevered foundations (may be considered on a case-by-case
basis);
New properties without a satisfactory Certificate of Completion or Certificate of Occupancy
and a final appraisal certifying completion and value;
Commercial properties;
Co-ops;
Property damaged or deteriorating, such that if it is prohibitively expensive or unfeasible to
restore the structure to habitable condition;
Economic Life of Less than 30 Years;
Properties with current or potential environmental hazard risk;
Properties with marketing time in excess of nine (9) months;
Properties that are not insurable because they are situated in a flood hazard area not eligible
for participation in the National Flood Insurance Program;
Properties with identified potential for property damage from local geological conditions;
Properties located on or near hazardous waste sites;
Properties designated by the appraiser as "Not highest and best use;"
Houseboats, including those permanently affixed to piers, docks, or moored to land;
Properties that are a wholly illegal or non-conforming use for the site;
Illegal/Ineligible Improvements/Additions;
Properties that are an imminent threat to the health or safety of the occupant;
Properties with less than present code foundations (i.e., mud sills, unreinforced brick, concrete
blocks) and residential properties that are not permanently affixed by a foundation;
Properties without permanently affixed legal heating systems (not space heaters or fireplaces);
Properties that lack city or county maintenance or services;
Properties without full utilities installed to meet all local health and safety standards including:
Continuing supply of potable water, public sewer or certified septic system, public electricity,
natural or LP gas;
Vacant land or properties that are effectively vacant land (i.e. improvements contribute 10%
or less to the total value), value will be given only to the lot with residential improvements;
Properties with more than four (4) units;
Properties listed for sale within the past six (6) months;
Properties with severe location detriments;
Poor marketability’s (access, condition, etc.);
Mobile Homes share all the same characteristics as Manufactured Homes (see definition)
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
11
except that they were built prior to June of 1976 when the Federal Manufactured Home
Construction and Safety Standards (HUD code) became effective;
Identified recent or pending zoning changes which would have a negative or destabilizing
impact on residential market values;
Raw Land;
Resort properties that are not within a reasonable commuting distance of employment
centers;
Rooming and Boarding Houses;
Timeshares;
Working farms where the Borrower’s income is derived from use of the land (agriculture,
horse ranch, etc.);
Residential properties that are not permanently affixed to land by a foundation;
and
2-4 units within a PUD
Condominium projects with recreation leases
Manufactured Homes purchased from a Manufactured Home dealer
Properties that cannot be rebuilt 'as is' if destroyed
And I can add two that I have been asked about recently—geodesic domes and abandoned school
busses with no electricity or plumbing. Don’t ask.
Now, I don’t want you to look at this list and freak out. Just because the agencies deem it ineligible,
there are lenders out there that specialize in ineligible properties.
One very important thing to remember is just because a property is eligible doesn’t mean you will be
able to get 90% financing for it. For example, some lenders will offer 90% financing on single family
residences but only 85% on triplexes.
For investors you will usually be able to find 90% financing for
residential 1-4 unit properties and condos.
Condo Secrets
Condos need a chapter all of their own because there are a ton of
special rules and guidelines, secrets if you will, regarding condos.
A condo will be deemed by the lender as either warrantable or
non-warrantable. A warrantable condo will usually sail through
for any type of financing but a non-warrantable condo requires a
special lender.
Condominiums create additional risk because the homeowners’
QUICK SECRET NO. 1
If you buy condos,
ask to see the HOA
questionnaire to make
sure that your condo is
warrantable and there
aren’t any problems
financial or otherwise
with the home owners
association.
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12
association has legal rights that could adversely impact the lender’s rights. Prior to funding a loan a
lender will require that a HOA fill out a questionnaire. Each lender has a standard form and this is how
they get info about warrantability, etc. If an HOA seems iffy, it’s not a bad idea to have your broker have
them fill out the questionnaire before you make an offer. at way you know before you even make an
offer if there will be issues regarding the project.
I once had a client that had a bunch of condos in the same development under contract. ese condos
were all in foreclosure and we suspected that the HOA was pretty shaky. e lender required the
questionnaire from the HOA and they said that they could never get a hold of the manager. I called
my client and told him what was going on and he said, “Well, he doesn’t have a computer and his phone
got shut off but I can go knock on his door and see if he’ll give me the records.” Um, yeah. Good luck with
that.
Generally, lenders do not want to lend on more than 20% of the total units in a project, will not lend if
the HOA is involved in any type of litigation, and if there is commercial space (i.e. first floor restaurant,
deli, hair salon, grocery store, etc.,) there should be no more than 20% commercial space within the
building.
Additionally, lenders like to see that the project is at least 90% completed, that no more than 10% of the
units are owned by a single entity, that it is no more than four stories and that at least 50% of the units
are owner occupied.
I just had a deal where the HOA was being sued by a home owner and the lender declined the loan. I
requested a copy of the suit from the attorney and discovered that it was all over a “funny smell” in one
unit. Because the litigation did not involve a structural issue, the lender reconsidered and approved the
loan. Oh, and my borrower (also my nephew) reports that his unit smells just fine.
Rural Property Secrets
Real estate investors are everywhere and not all of them have the advantage of living in metropolitan
areas. Unfortunately, rural properties and properties with a lot of acreage can be difficult to
finance. e main reason for this problem is that the value of the property can often be difficult to
determine.
Appraisals rely heavily on comparable sold prices within a mile or so of the subject property. In a rural
area with houses far away from each other, it’s hard to get good comps. ese homes tend not to sell
very quickly and the lender may shy away since their main concern is always about taking the property
back through foreclosure.
Usually, lenders will require larger down payments on these types of properties.
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© Copyright 2009. All rights reserved.
13
Mobile Home Secrets
ere are investors that invest in mobile homes as rentals and they do very well. Financing mobile
homes, especially as a non-owner occupant, is difficult. Mobile homes, also known as manufactured
housing, are not universally liked by lenders. If you are considering investing in mobile homes here are
a few guidelines to follow to ensure you can get these things financed:
Make sure the mobile home was manufactured later than 1976. All manufactured homes built
since June 15, 1976, must conform to the HUD Code, a building code administered and
enforced by the U.S. Department of Housing and Urban Development. Manufactured homes
are the only form of housing constructed to comply with a national building code. Look for the
HUD certification label on the home.
Make sure it is a double-wide.
Make sure it is on a permanent foundation with all wheels, axels, and hitches removed.
Make sure you have a down payment. High LTV financing is not available for investors on this
type of property.
Loan Application Secrets
Fannie Mae form 1003 is also known as the Uniform Residential Loan Application. All lenders are
required to use this industry specific form. If you have applied for a mortgage before, I’m sure you have
completed or at least signed one of these documents. e document is usually five pages long and has
nine sections:
e type of mortgage and terms of loan
Property information and purpose of the loan
Borrower Information
Employment Information
Monthly Income and combined housing expense
information
Details of the transaction
Declarations
Acknowledgement and agreement
Government monitoring section
For investors, you’ll want to make sure that the application states you are purchasing an investment
property and in the declarations, state that you do not plan to reside in the property. Sometimes my
1.
2.
3.
4.
1.
2.
3.
4.
5.
6.
7.
8.
9.
QUICK SECRET NO. 2
Make sure to never let
the name of your LLC
have anything to do with
real estate investment.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
14
clients will mark up the application and change the amount owed on credit cards or installment loans.
Don’t do this. is information is usually automatically populated from the credit report so when
completing the application it’s important that the numbers match the credit report.
Another thing to remember, with regard to your employment on a loan application, NEVER claim that
you are a real estate investor. You might as well say you’re a drug dealer in terms of what an underwriter
will think of you being a real estate investor. All it means to them is that if you are investing in real
estate as a job there is really no way for you to earn regular income. It means that you are waiting for
houses to sell or conditions to be right so you can purchase additional inventory for your business so
you can flip that inventory. ey don’t ever like to see employment that has anything remotely to do
with real estate investing.
If you are a new investor just setting up your entity, and I could give you one good piece of advice it
would be please don’t name your company something like Foreclosure Investment Specialists, LLC or
Real Estate Investment Services Inc., or anything like that. is will be a big tip off to the underwriter
as to what you do. In fact if you are self employed (and I do this with my self employed real estate
clients that invest full time), I would prefer to say you are involved with property management or that
your company does home improvements instead of saying you are a real estate investor just so we don’t
raise any eyebrows.
Ok, back to the application. If you recently paid something off and it has not been reflected in your
credit report yet let your broker know, especially if it’s really affecting your debt to income ratio. If you
provide proof of the payment the lender can usually get a quick update from the credit bureau to reflect
the lower balance.
Also, make sure to check your income and list of real estate
owned very carefully. Remember you are signing a legal
document so use appropriate care.
For purposes of the application you will need to also submit
some documentation to support what you have stated in the
loan application. e documentation will vary based on the
documentation type loan you have chosen (full doc, stated
income, no doc, etc) but for now we will assume that you are
applying for a full doc loan.
e standard list of documents your broker will need to
include in your loan package are:
Verification of income
Earnings statements: W-2 forms, recent pay stubs and tax
returns for the past two years;
QUICK SECRET NO. 3
If you are using rental
income to qualify for
a loan remember that
you are only allowed to
use 75% of that rental
income for income
qualification purposes.
Lenders don’t let you
use 100% of the income
to allow for expenses.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
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15
If you are self-employed: profit and loss statements and tax returns for current year and previous
two years;
Additional income: social security, overtime bonus, commission, interest income, veteran's
benefits and so on.
If you have rentals and you are using rental income to qualify, the lender will also want to see
a copy of the lease(s). Most lenders will only count 75% of the gross rental income as income.
is means that if your lease says you collect $1000 rent each month the lender will only give
you income credit for $750 so plan accordingly!
Verification of your assets
Checking and savings account statements for the previous 2-3 months;
List of savings bonds, stocks or investments and their approximate market values.
Information about the purchase
Copy of the ratified purchase contract
Copy of the earnest money check
Your debts
Evidence of mortgage and/or rental payments
Copies of alimony or child support or divorce decree if applicable.
Lenders may also ask you about the origin of your down payment. If the money for the down payment
is a gift from a relative, get a gift letter and copy of the gift check. e gift letter states that the money
will not have to be repaid.
Keep in mind that different lenders may have slightly different information requirements, so these
requirements may vary. Also, after your loan is submitted to the lender and goes through underwriting,
your broker may need to get additional documentation from you that the underwriter requests so be
ready!
Pre-Approval Secrets
is is a good one. Buyers with a mortgage pre-approval have a huge advantage when they are making
offers on properties. A pre-approval shows the seller that you are a fully qualified buyer with financing
already in place and can sometimes make the difference between a seller choosing to accept your offer
over another offer.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
16
Pre-approval will determine the maximum you can spend on a house before you shop, so you know
what price range to target. Many buyers aim too high, bidding on a property that they later learn is
beyond their means because of debt to income issues or due to cash flow issues relative to the monthly
mortgage payment (in the case of a rental).
e contract you sign when you make an offer on a property allows a finite period in which to find a
mortgage—typically 30 days or less. If you fail to secure financing within that period, the seller may
cancel your contract and you lose your earnest money.
Pre-approved buyers can usually close more quickly and that is a bonus to a seller. Ultimately, being
pre-approved gives you bargaining power.
Some brokers pre-qualify applicants based on a cursory check, never actually pulling credit or verifying
assets and income which is necessary to guarantee a loan. Without these steps, it’s not a true pre-
approval and it carries no weight. In a true pre-approval, the lender will give you a letter bearing your
name and the maximum loan amount you are pre-approved for.
e length of the pre-approval process varies, depending on the lender and applicant. Some brokers
can complete it in a few hours. Lenders that promise 20-minute pre-approval usually take that amount
of time to gather and discuss the applicant’s information, but the approval is still pending a review of
the applicant’s resources, income and debt.
e next step in this process, the actual underwriting or final approval, happens after your offer has been
accepted and your loan has been processed, packaged and sent to the lender. Once all the underwriting
conditions have been satisfied, the underwriter will issue the final approval and give your broker the
clear to close!
Reserve Secrets
When you apply for a mortgage there will usually be what’s known as a reserve requirement. is just
means that in addition to your down payment and closing costs the underwriter wants to make sure
you have some money in the bank to cover the first few monthly payments. e requirement varies
from lender and loan product but as an investor you should try to have a minimum of six months
payments in reserves. e reserve requirement on refinances and owner occupant purchases can be as
little as zero to two months.
Some lenders will also require that these reserves be seasoned and sourced. “Seasoned” means that
you can prove that you have had the money for 60 days or so. is is usually determined from your bank
statements. When they want to “source” the money that means that if all of a sudden a huge deposit
shows up on your bank statement, the underwriter will want to know where it came from. In this
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
17
situation they may ask you to provide documentation of the source of the money. For example, if you
just sold a house they may ask for a copy of the HUD1 settlement statement to source the money.
If you are going to have a problem sourcing and seasoning your cash to close, then let your broker
know. Sometimes there are ways around using your statements to source and season the money such as
obtaining a Verification of Deposit from your bank.
Some lenders will require 6 months’ PITI per property owned so make sure you get the details of what
they require early in the process since that can really add up!
Loan Product Secrets
e loan product that you select for financing an investment property is probably the most important
decision you will make with regard to your profitability. is decision is also wholly dependant on
your exit strategy. Before you ever make an offer on a property, you should have an idea of what your
intention is with regard to your particular investment strategy and ultimately your exit strategy. is
will naturally lead you to the correct loan product for your investment goal.
T
. S,
. T
,
.
A fixed rate mortgage is one that has the same rate for the loan term—usually 30 years. e rate will
never change during the course of your loan.
An adjustable rate mortgage is different. ere will be a fixed rate period—anywhere from one month
to ten years. After that period is up your loan will adjust and your rate will change. ARM payments are
based on the index plus the margin. e final rate will be known as the fully-indexed rate.
e most common mortgage loan indexes or indices if we’re being grammatically correct are:
Prime Rate
11
th
District Cost of Funds Index (COFI)
1 Year Treasury (CMT)
12 Month Treasury Average (12MAT/12MTA)
Fed Funds Target Rate
Certificates of Deposit Index (CODI)
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18
Cost of Savings Index (COSI)
1 Month LIBOR
3 Month LIBOR
6 Month LIBOR
1 Year LIBOR
CMT, COFI, and LIBOR indexes are the most frequently used. Approximately 80 percent of all the ARMs
today are based on one of these indexes. You can find historical comparisons of these indices and their
comparative volatility online.
e Secret of Determining Your Interest Rate
Let’s say you have a 5/1 LIBOR ARM. is means that you have an adjustable rate mortgage that is
fixed for the first five years of the loan term. After that the rate will adjust to the LIBOR index plus the
margin agreed to at the start of your loan. e margin is the number of percentage points (for example,
2.75) the lender adds to the index rate to calculate the fully indexed interest rate at each adjustment.
e margin is set in the mortgage contract, remains fixed for the term of the loan and is not impacted by
the financial markets and movement of interest rates. When trying to determine margin, just know that
the less money you put down and the less documentation you provide, the higher your margin will be
.
Additionally, ARMs will have what is known as rate caps. Rate caps limit how much interest you can be
charged. ere are two types of interest rate caps associated with ARMs. Periodic caps limit the amount
your interest rate can increase from one adjustment period to the next. Not all ARMs have periodic rate
caps. Overall caps limit how much the interest rate can increase over the life of the loan. Overall caps
have been required by law since 1987.
A payment cap limits how much your monthly payment can increase at each adjustment. ARMs with
payment caps often do not have periodic rate caps.
Example Life-Time Cap:
ARM : .
ARM : .
L-T C:
C I : . ( + )
When your fixed rate period is over let’s say that the ARM index rate has jumped to 8%
e new interest rate equals 8% + 2.5% = 10.5%
e life-time cap limits the new interest rate to: 4.5% + 4% = 8.5%
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19
Example Adjustment Rate Cap:
ARM : .
ARM : .
P A R C:
C I : . ( + )
e ARM index rate has jumped to 6%.
e new interest rate equals 6% + 2.5% = 8.5%.
e adjustment rate cap limits the new interest rate for the adjustment period to: 4.5% + 1% = 5.5%.
So your new rate will be limited to: 5.5% + 2.5% = 8.0%.
Rate caps may not be important to you now but they should be a very important factor when deciding
to go with an adjustable mortgage over a fixed rate. You do not want to experience payment shock when
your initial fixed rate period is up and you adjust to the fully indexed rate. It could wipe out all of your
monthly cash flow and more on a rental.
Amortization Secrets
A ., ,
, ,
. S
.
Amortization really just has to do with the ratio of principal and interest to be paid with each payment.
Your broker can provide you with an amortization schedule that shows the amount of principal and
interest made with each monthly payment.
Here is a snapshot of a sample 3 year amortization schedule of a $100,000 loan at 7% interest:
Principal Interest Cum Prin Cum Int Prin Bal
1 81.97 583.33 81.97 583.33 99918.03
2 82.44 582.86 164.41 1166.19 99835.59
3 82.93 582.37 247.34 1748.56 99752.66
4 83.41 581.89 330.75 2330.45 99669.25
5 83.90 581.40 414.65 2911.85 99585.35
6 84.39 580.91 499.04 3492.76 99500.96
7 84.88 580.42 583.92 4073.18 99416.08
8 85.37 579.93 669.29 4653.11 99330.71
9 85.87 579.43 755.16 5232.54 99244.84
10 86.37 578.93 841.53 5811.47 99158.47
11 86.88 578.42 928.41 6389.89 99071.59
12 87.38 577.92 1015.79 6967.81 98984.21
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20
Even though this just shows the first 12 payments, you will see that as the payments go on, the amount
of principal you pay increases while the amount of interest you pay decreases.
T ,
. A ,
.
Here are the first 12 payments for that same loan amortized over 15 years:
Pmt Principal Interest Cum Prin Cum Int Prin Bal
1 315.50 583.33 315.50 583.33 99684.50
2 317.34 581.49 632.84 1164.82 99367.16
3 319.19 579.64 952.03 1744.46 99047.97
4 321.05 577.78 1273.08 2322.24 98726.92
5 322.92 575.91 1596.00 2898.15 98404.00
6 324.81 574.02 1920.81 3472.17 98079.19
7 326.70 572.13 2247.51 4044.30 97752.49
8 328.61 570.22 2576.12 4614.52 97423.88
9 330.52 568.31 2906.64 5182.83 97093.36
10 332.45 566.38 3239.09 5749.21 96760.91
11 334.39 564.44 3573.48 6313.65 96426.52
12 336.34 562.49 3909.82 6876.14 96090.18
You can see that this is a much more aggressive payment schedule.
A
, . F
’
. I’
.
Secret Loan Features for Investors
It’s very important to understand the difference between a loan product and a loan feature. It may help
to think of the concept in terms of a car. You buy a certain model but that model has additional features
that you pay extra for—same with loans. Just remember, if you add these features to your loan, it will
usually cost you a little more in rate each month.
Here are some loan features that are popular with investors:
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21
Interest Only
is is probably hands down the most requested loan feature for investors. It is a way to reduce
your monthly payment (and increase your monthly cash flow) by paying only an interest
payment each month—no principal.
Not paying principal each month means that you are relying solely on appreciation to increase
the equity in your property, so make sure you are only applying this feature on those properties
that you feel will appreciate a little faster than normal.
When this feature was first introduced it was usually a free feature. Now lenders charge anywhere
from .125 to .500 for the feature, so do the math before you decide if it will work for you. For
example, take a look at this scenario:
L : ,
I :
I O : .
Your fully amortized payment (principal and interest) will
be $1330.60*
Your interest only payment will be
$1229.16 (200,000 * 7.375%/12).
You will save $100 a month but is it worth it to pay a higher
rate and not have the benefit of principal reduction/equity
increase to save $100/month? Only you can decide.
* You can find a free calculator online that will calculate this for
you at http://www.realdata.com.
Waive Escrows
As an investor, sometimes you prefer to pay the taxes and insurance separately from the mortgage.
You can do this if you choose to not allow the lender to set up an escrow account to collect
and pay the taxes and insurance on your behalf. is is known as “waiving escrows” or “no
impounds”. Escrows are also referred to as “prepaid closing costs”.
If you are putting 20% down on the deal and your loan to value is 80% or less, then the
lender doesn’t really care and will charge nothing for this feature. If you are using higher LTV
QUICK SECRET NO. 4
If your deal is 80% LTV
or below (meaning you
are putting down 20%)
you can waive escrows
in order to reduce your
closing costs. That
means you will not have
to fund your escrow
account for taxes and
insurance at the closing.
That will really reduce
your closing costs.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
22
financing, then the lender does care and this feature will usually cost
you .250. e advantage to waiving escrows can really be seen at
closing. Since you have to fund your escrow account at closing, you
can actually use waiving escrows as a strategy to reduce your out of
pocket closing costs.
40 year amortization
40 year amortization is a feature that was introduced to give the
advantage of an interest only payment and the benefit of a principal
reduction each month. If we use the same loan scenario from
above and assume that this feature will also cost us .375 in rate, the
monthly payment will be $1297.70. It kind of lands you halfway between the interest only and
the 30 year. Again—an option.
Hard Money Loan Secrets
Hard money loans are also known as asset based loans. Investors are usually trained to finance their
acquisitions with this type of loan because the property qualifies—not the borrower.
Investors are told all the time to just go get a hard money loan. is way, your credit and assets will
never be a factor in the decision AND you can close fast.
is was very true back in the old days when a rich guy would loan an investor 65% of the value of the
property just by looking at the house and doing some quick comps. e rich guy would not require a
credit check and could close quickly with cash. e rich guy did this because he charged big fees (5%
or so in points) and high interest rates (10-18%). And he figured that there was plenty of equity in the
place if he ever had to foreclose on the investor. Sometimes the old rich guys made these loans because
they WANTED to foreclose on the properties!
It’s rare today to find a true, old-fashioned asset based loan. Most hard money lenders today prefer to
be called private money lenders and will require some sort of qualification for the borrower in addition
to the property. Sure, the credit score requirement will be lower than a conventional lender but be
prepared to disclose some information to the private money lender.
For example, here are the products and requirements of our most popular hard money fix&flip loans:
70% LTV Program
15% interest only payments
QUICK SECRET NO. 5
Choose a 40 year
amortization over
an interest only loan
to get some principle
reduction if you
will be holding the
property long term.
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23
3 points origination
Minimum credit score of 640
Full subject-to appraisal is required to determine ARV.
Today the real advantage of using a hard money loan instead of a conventional loan lies in the fact
that the hard money loan LTV is based on the value of the property subject-to the repairs being made
instead of the as-is value. Conventional lenders have the “lesser-of” rule which states that the loan
amount will be the lesser of the sales price or the appraised value.
Obviously as an investor buying fix up properties, your sales price will be significantly lower than the
value of the property.
My opinion, in case you were wondering, is to use hard money to fund the acquisition and
repairs, then do a conventional rate and term (no cash out) refinance to cut your holding costs in
half and/or greatly improve your cash flow.
Rate Secrets
Who has the best rates? Wholesale, Correspondent or Retail?
Wholesale, Correspondent and Retail are the three origination
channels in residential mortgage lending. e best rates may be a
relative thing but I will give you some information that may help
you with your decision.
If you just walk into a strip mall office of a lender like Countrywide
or Washington Mutual, you are walking into a retail origination
office. eir secondary marketing office each day publishes a
rate sheet for them with all of their available loan programs and corresponding rates. It is generally
accepted that these rates are higher than the rates the same institutions offer to their wholesale brokers
or correspondent lenders.
I worked in secondary marketing at a correspondent lender and each morning we would publish a
rate sheet for our internal loan officers or originators. is was a national home builder. We would
download the correspondent rate sheet from the lenders we sold to each morning and then MARK
THEM UP by a certain percentage that varied by loan product. We would do this before ever releasing
the rate sheets to our own internal loan officers so the par rate that they were offering to their borrowers
was not a par rate at all. It had premium built into the rate already.
Even if the customer asked to see the rate sheet, they would think they were getting a par rate because
that’s what the rate sheet said—but they were paying mark up on that rate. Additionally, we would
QUICK SECRET NO. 6
Use yield spread
premium to pay some
closing costs or buy
down the interest rate.
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© Copyright 2009. All rights reserved.
24
not have to disclose that rate mark up on the HUD1 settlement statement because as correspondent
lenders we funded the loans in our own name, not the name of the ultimate lender like Countrywide
or Washington Mutual.
If you want to be sure you are getting a wholesale rate and want to have proof of that, then you should
be working with a wholesale mortgage broker. Ask to see the rate sheet from the actual lender—not
the broker’s internal rate sheet. And if the rate is marked up and the broker is collecting yield spread
premium, it will be listed on the HUD1 settlement statement. Look around the 800 lines. It will say
POC (paid outside of closing) broker premium somewhere around in there if it is being paid to the
broker. It will not be listed in the borrower’s or seller’s column but on one of the actual 800 lines.
e Biggest Secret of All—Yield Spread Premium
Yield Spread Premium or YSP is the real secret in mortgage finance. is is the premium that the
mortgage lender or bank pays the broker to sell you a higher rate. e higher the rate the broker can
sell you, the higher the commission on the “back end” of the deal.
To understand rates and their corresponding price, you must travel back with me to high school
math where we learned about bond pricing. Remember par, premium and discount? e rates that
lenders offer can be priced at par, premium or discount. Let’s say that the table below is sample
pricing for Acme Funding. Acme sends these rate sheets to lenders and brokers all over the country
saying “Hey – here’s what our rates are today!”
30 Year Fixed
RATE PRICE
6.000 99.000
6.125 100.000
6.250 101.000
What this means is that if I offer a rate of 6.000 to my borrower, then I have to pay a point (1.000) in discount
in order to get that rate. On a $200,000 loan that means we’re bringing an extra $2000 to the closing table.
If I offer my borrower a rate of 6.125 then it’s a wash. He doesn’t have to bring any extra to the table
and I don’t make any extra commission from the lender to sell this rate. is is this PAR rate.
Now, if I can get my borrower to agree to a rate of 6.250 then this is a PREMIUM rate—higher
than the going rate—so the lender is paying me a commission of a point (1.000) on the deal. I make
$2000 extra commission.
Here’s what a real rate sheet looks like.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
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25
You can see in the example above that Homecomings is the lender. Look at the 30 Year Fixed box above
and you can see a list of rates offered from 6.375% all the way up to 7.375%. e purple arrow shows
you that 6.375, on a 15 day lock, costs .125 in discount. If you wanted this rate today, you would have
to pay .125% of the loan amount to get it. On a $200,000 loan that’s $250.
If the broker can sell you the 6.625% rate then she can actually make one point (1%) in Yield Spread
Premium on this deal.
Now what if you had a broker who was trying to sell you a rate of 7.375? at broker is making 3% in
YSP—a whopping $6000 on a $200,000 loan.
YSP is required to be disclosed on the HUD1 settlement statement if the broker you are using is a wholesale
broker, meaning they fund the loan in the lender’s name, Homecomings Financial, not their own.
If they are a correspondent lender, this means that they actually fund your loan in their own name,
Acme Funding, from a line of credit and then they sell the closed loan to the lender. If this is the case,
then they DO NOT have to disclose the YSP on the HUD1 settlement statement. You never know at
that point how much extra profit they have made by selling you a higher rate. To protect yourself, ask
your mortgage broker to show you the rate sheet. ey won’t want to and they’ll probably tell you that
it’s private, just for internal use, for mortgage professionals only, etc., but if they want to show you they
can. ere is no law prohibiting it. So, ask and the answer you get will tell you a lot about the broker
you’re working with and the rate that you’re being offered.
Now I want to stress that YSP is not always a bad thing. Sometimes it can actually save you money!
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
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Mortgage brokers have to be compensated for their work so they must be paid somehow. I personally
tell all my investor clients that I must make 1% on each loan that I do. It is up to the client to tell
me where to get my paycheck—either on the front through origination or on the back through YSP.
Sometimes, it is less expensive to pay me with YSP—especially if it is a fix and flip—since it reduces the
buyer’s out of pocket costs. If you end up paying .250 more in rate and you’re only keeping the property
six months then it’s no big deal and can even increase the profitability on your flip if you finance the
origination with YSP. On a $200,000 loan the difference between a payment at 6.000 and 6.250 is
only $32.33 a month. For six months you only end up paying $193.98 by financing the origination
instead of paying 1% at closing. You save $1806.02!
Sometimes, you can even have the seller pay your broker and I show you how in the case study in the
next section.
Seller Concession Secrets
May times, in order to entice a buyer to purchase a house, sellers will offer special incentives. ese
incentives are called “seller concessions” or “seller contributions” and they are essentially using proceeds
from the sale to offset closing costs. e size of seller concessions is limited by the lender.
Here’s the Fannie Mae rule about seller contributions:
S (
, - )
:
Primary Residence and Second Home
If LTV is > 90% maximum contribution is 3%
If LTV is < 90% maximum contribution is 6%
If LTV is < 75% maximum contribution is 9%
Investment Property
Maximum contribution for all LTV’s is 2%
NOTE: Contributions must be calculated based on the CLTV when a mortgage is subject to subordinate
financing for purposes of determining whether it complies with the maximum contribution limits.
So you can see that once again investors get the shaft! Just kidding—there are many conventional loan
programs that will allow up to 6% seller contributions for investors. Just make sure you know the rule
about your specific loan program before you write the offer to ensure you are maximizing the seller
contributions on your deal. And remember this is a % of the purchase price—not the loan amount!
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
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But you should also be careful because you don’t want to get so much that the lender starts to question
the value of the property. If seller concessions go beyond program limits, a lender might think that
the house is overpriced. Yes, a house may have “sold” for $100,000, but if the seller had to give up
$10,000 in concessions, what’s the house really worth, $100,000 or $90,000? A lender would likely say
$90,000. In this case, either the buyer must come up with more cash, the owner must lower the sales
price, or there must be some combination of concessions.
C S—Seller Paid Origination
You are making an offer on a duplex that is listed for $180,000. e property has been on the market
for a while and you think that the seller will be happy to offer some “concessions” or seller contributions
in order to get the deal done. You know that your broker will charge 1% origination or $1800 on this
deal if you offer full asking price, so figure your maximum offer and then ask the seller to also kick in
$1,800 in closing costs. e seller won’t actually have to give you $1,800 cash; it just gets deducted
from his proceeds at the closing table.
Make sure you don’t increase the sales price or your maximum offer in order to get this concession,
though, or you are just financing it.
Interest Rate Buy Down Secrets
An interest rate buy down is a way to use yield spread or discount points to arrive at a specific interest rate
for the life of the loan. e most common buy down is the 2-1 buy down. In the past, for a buyer to secure a
2-1 buy down they would pay 3 points in order to pay a below market interest rate during the first two years
of the loan. At the end of the two years they would then pay the old market rate for the remaining term.
For example, if the current market rate for a conforming fixed rate loan is 8.5% at a cost of 1.5 points,
the buy down would cost a total of 4.5 points giving the borrower a first year rate of 6.50%, a second
year rate of 7.50% and a third through 30th year rate of 8.50% and the cost would be 4.5 points.
In today’s market, lenders have designed variations of the old buy downs. Instead of charging higher
points to the buyer in the beginning, they increase the note rate to cover their yields in the later years.
For example, if the current rate for a conforming fixed rate loan is 8.50% at a cost of 1.5 points, the buy
down would give the buyer a first year rate of 7.25%, a second year rate of 8.25% and a third through
30th year rate of 9.25%, or a three quarter point higher note rate than the current market and the cost
would remain at 1.5 points.
Another common buy down is the 3-2-1 buy down which works much like the 2-1 buy down, with the
exception of the starting interest rate being 3% below the note rate. Another variation is the flex fixed
buy down programs that increase at six month interval rather than annual intervals.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
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As an example, for a flex fixed jumbo buy down at a cost of 1.5 points, the first six months rate would
be 7.50%, the second six months the rate would be 8.00%, the next six months rate would be 8.50%,
the next six months rate would be 9.00%, the next six months the rate would be 9.50% and at the 37th
month the rate would reach the note rate of 9.875% and would remain there for the remainder of the
term. A comparable jumbo 30 year fixed at 1.5 points would be 8.875%.
Buy downs are complicated and I don’t use them much on investor loans but it’s another tool for you
to have if the situation warrants.
Rate Lock Secrets
Rates on a loan have to be locked in before you can close the deal. On a rate sheet, rates are quoted
with various time frames. For example, going back to our Homecomings rate sheet you can see different
pricing for that same 6.625% rate on the 30 year fixed depending on whether we lock it in for 15, 30
or 45 days. e main thing to remember here is that time is money—the longer you lock the more
expensive it is. If I lock in that 6.625% rate for 15 days I make 1% in YSP premium. If I lock that same
rate for 45 days then I only make .750.
Since rates change often—sometimes even several times a day—choosing just the right time to lock
in a rate is important. I remember working at the mortgage company in Secondary Marketing during
the refinance boom of 2000-2001. e securities traders would tell us just the right time to lock in
our rates on our own refinances. ey didn’t tell the customers that—just the employees! It was great
having my own private insider.
e r
ates that are the most volatile are the agency fixed and ARM rates. Since investors usually are using
non-conforming and sometimes even sub-prime programs, we don’t have to worry as much since these
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
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rates don’t change as often. Still, I will pay attention to the monthly economic indicators as they are
released and make sure I have all the loans in my pipeline locked before the Fed raises interest rates again.
e point here is that if you are using an agency program to finance any of your properties, investment
or otherwise, make sure to work with your broker to lock in a rate at the appropriate time.
If for some reason your loan is not closed by the rate lock date deadline, then you will either have to
re-lock at a higher (market prevailing) rate or extend the lock for a few days for a fee. Either way, if you
miss your deadline you pay so make sure you have enough time to close the loan by the deadline.
Secrets of the Good Faith Estimate
e Good Faith Estimate is a disclosure document that you sign to give you an ESTIMATE of the fees
associated with your loan. It will also show closing costs, insurance and tax reserves, your estimated
monthly loan payment and the amount you will need to bring to or get back at closing. Folks, the
Good Faith Estimate is just that—an estimate. We lenders do the best we can to get as close to the real
figures but sometimes we are off. I figure if I am within a $100 or so then I’ve nailed it.
Sometimes things happen that are beyond our control—like a loan payoff coming in higher than
expected or a delayed closing that has us ponying up a full month of interest. Believe me, as a broker I
hate surprises just as much as my clients do.
e main sections of the GFE are Items Payable in Connection With Loan (Section 800), Items
Required by Lender to be Paid in Advance (Section 900), Reserves Deposited with Lender (Section
1000), Title Charges (Section 1100), Government Recording & Transfer Charges (Section 1200),
Additional Settlement Charges (Section 1300) and Total Estimated Funds/Payment. You should note
that the GFE looks a lot like the actual HUD1 settlement statement you will get at closing.
e line items contained in section 800, Items Payable In Connection With Loan are usually the ones
that should get scrutinized the most carefully. e section numbers can change based on the loan
origination software your broker is using but you get the idea.
801: Loan Origination Fee
is is the point(s) you pay a lender to originate your loan. I usually charge one point on each
loan I do. If I am getting my point in yield spread premium this line will show 0.00.
802: Loan Discount
is shows any discount points you have to pay to buy the rate down.
803: Appraisal Fee
is fee is the charge for the appraisal. If you have already paid for the appraisal outside of
closing (POC) then this will show 0.00.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
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804: Credit Report:
is is the fee that the lender is passing on to you for the credit report(s) he had to pull. At the
time of this writing in Colorado (it can vary by state) the cost for a single applicant tri-merge
through Equifax is $11.83 and a joint report is $19.86. Watch for mark up here.
805: Lender’s Inspection Fee
is is charged sometimes if a lender has a requirement to inspect a property prior to closing. It isn’t
used much.
806: Mortgage Insurance Application Fee
If you have MI on your loan there could be a fee here. If you have a loan below 80% LTV or a
combo loan (80/20) to avoid MI obviously this should be 0.00.
807: Assumption Fee
If you are assuming an existing loan there could be a fee here of usually 1%.
808: Mortgage Broker Fee
is is the fee you pay to a mortgage broker to originate your loan. Sometimes if I am brokering
a private loan and that private lender charges an origination fee then I will put my broker point
here. Usually the lenders do not charge origination in conventional residential transactions so
my point just goes in the Loan Origination Fee line item and this shows 0.00.
809: Tax Related Service Fee
Lender fee, usually small, for handling tax related matters.
810: Processing Fee
is is the charge for processing the loan – collecting your application, running credit, collecting
pay stubs, bank statements, ordering appraisal, title, etc.
811: Underwriting Fee
Lender fee that pays for the underwriter to approve and issue conditions on your loan.
812: Wire Transfer Fee
e fee charged, usually by escrow, for wiring money around.
813: Lenders Rate Lock In Fee
is is a fee charged by the lender for locking in your loan. Brokers are never charged a fee to
lock in a loan with a lender so watch this.
814: Application Fee
Some brokers and lenders charge an application fee. I personally do not charge an application
fee and would refuse to pay one to apply for a conventional mortgage unless it was going to be
credited to me at closing. On commercial and some private money applications, though, it is a
requirement.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
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Make sure you scrutinize your good faith estimate carefully and ask questions. An honest broker will
be happy to answer and even negotiate any fees that are negotiable.
Appraisal Secrets—It’s All in the Approach
An appraisal is an opinion of value or the act or process of estimating value. is opinion or estimate
is derived by using three common approaches, all derived from the market.
e cost approach to determining value is to estimate what it would cost to replace or reproduce
the improvements as of the date of the appraisal, less the physical deterioration, the functional
obsolescence and the economic obsolescence. e remainder is added to the land value.
e comparison approach to determining value makes use of other “benchmark” properties
of similar size, quality and location that have been recently sold. A comparison is made to the
subject property. is is the most common approach.
e income approach to determining value is of primary importance in ascertaining the value of income
producing properties and has little weight in residential properties. is approach provides an objective
estimate of what a prudent investor would pay based upon the net income the property produces.
en, after thorough analysis of all general and specific data gathered from the market, a final estimate
or opinion of value is given.
Secrets of As-Is vs. Subject-To
is is an important distinction for real estate investors. “Subject To” in an appraisal sense means that
the property is worth “x” amount subject to certain things being done.
e term “subject-to” can be used interchangeably with “as-repaired”. e conventional rule of lending
states that the lender will make a loan for the LESSER OF the purchase price or the appraised value.
Many investors come to me with their bank-owned and foreclosure deals and expect a conventional
lender to loan on the value of the house. ey are excited because they are getting the property for
significantly less than it’s “subject-to” value. I have to be the one to burst their bubble and drop the
“lesser of” rule on them. Here’s an example of a bank owned scenario that I see often:
Purchase Price: $125,000
As-is Value: $125,000
As-repaired value: $200,000
Max loan amount is the lesser of the purchase price ($125,000) or the appraised value
($200,000.)
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
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is is the benefit of using a rehab loan or private money loan. ese loans, like traditional construction
loans, will loan on the subject-to or as-repaired value. e lesser rule doesn’t bind us in the case and can
go as high 80% of the subject-to or as-repaired value. Same example:
Purchase Price: $125,000
As-is Value: $125,000
As-repaired value: $200,000
Max loan amount is 80% of the appraised value ($200,000.) or $160,000.
In this case you should have enough to roll in your closing costs and fund the repairs. Sweet! e
bottom line is that “Subject-To” items need to be completed in order to give the property full value.
No Appraisal Loan Secrets
Occasionally, there are lenders that will approve a loan and NOT require you to get an appraisal. is
most often happens for two reasons:
You are refinancing at a low LTV and the value that you have stated is equal to the assessed value
or,
You are getting a 2nd mortgage or a home equity line of credit and the lender is just running an
automated valuation model (aka as a desktop appraisal or AVM) that verifies your stated value.
It doesn’t happen a lot but sometimes you’ll get lucky!
Deferred Maintenance—is SHOULD be a Secret!
W D M F,
. A
, ’
. M .
Deferred Maintenance usually means something more than just cosmetic issues. It means big
stuff like the roof needs replacing or the electrical system doesn’t work. Or, it could mean the
existence of a bad foundation. It means bad stuff—stuff that needs to be fixed before any real
value can be placed on the property.
Let’s say that you are making an offer on a house that might have foundation problems due to some
visible cracks both inside and outside the home. You hire an inspector and sure enough, the foundation
has problems and it will cost about $7,500 to fix. Many sellers usually prefer to reduce the sales price
1.
2.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
33
by $7500 instead of fixing it. at might be okay if you, the buyer,
are paying cash for the property. But it won’t work if the appraisal
states that there is $7500 worth of deferred maintenance and you
need financing. Lenders won’t lend on property with deferred
maintenance until it is fixed.
Sometimes you may get lucky and have a lender that has a
threshold tolerance. I had an appraisal for one of my clients come
back with about $1500 in deferred maintenance one time and the
underwriter approved it because it was less than $2000.
Loan Processing Secrets
Processing is another big mystery of mortgage financing. Most
lending institutions charge a processing fee. I charge $450.00 and
sometimes borrowers will ask me to waive the fee calling it a junk fee. I never waive the processing
fee because I pay a professional loan processor to process my files. e broker and the processor work
together closely to get a file to closing. As a broker, it is my responsibility to get business, or loan
origination, through marketing and referrals. Once I have originated the loan, it’s my responsibility to
consult with my clients by helping them select the right loan products for their needs.
My client and I usually go over the transaction itself figuring out what the goal is both for acquisition and
exit. at will help me narrow down the loan programs and features. Next, I’ll set the loan file up in my
origination software and I’ll price out the deal with lots of different investors or lenders and I will decide
where to send the loan based on the best pricing and terms available. Once I have priced out the loan, I
forward a good faith estimate to my client and at that point I’ll electronically turn the whole file over to my
processor, letting him know the rate we agreed on with the client and the designated lender for this file.
e first thing the processor does is make sure I haven’t made any mistakes. He’ll check my calculations
for DTI, make sure we have all properties listed properly in the REO section of the application and if
it all looks good, he’ll generate all of the application documents and disclosures. ese are the papers
you need to sign to begin the loan process. e required disclosures for us are:
Good faith estimate (GFE)
Truth in lending (TIL)
Borrowers signature authorization
Borrowers certification and authorization
Federal disclosure notices
Equal credit opportunity act
QUICK SECRET NO. 7
Make sure there is no
deferred maintenance
listed on the appraisal.
Lenders hate this! If
your appraiser is going
to address it at all,
just say that there are
cosmetic improvements
that need to be made.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
34
Fair lending notice
Mortgage loan origination agreement
Right to receive the appraisal
Servicing disclosure statement
Tax transcripts request (4506)
Patriot Act disclosure
You can see samples of all of these disclosures in the appendix. While these application and loan
documents are out to the client for signatures, the processor will begin working on the file immediately.
What they typically do is order a preliminary title commitment, the appraisal and evidence of insurance
from your hazard insurance carrier (you don’t have to actually pay that policy in advance, but we have
to have a paper in the file saying that you will have coverage for the property once it closes).
In addition to the application documents and disclosures, the processor will also need the income and
asset verification documents such as W2’s, bank statements, pay stubs and business licenses. Once all
this documentation is in, the processor will put the loan file together in a certain order requested by
the lender; this is called the stacking order. You can imagine sometimes the loan files are very thick,
especially when we include taxes. Underwriters don’t want to waste time digging through a messy file
looking for documents. Unfortunately the mortgage industry is not one of those industries that have
gone paperless. I look forward to that day and hope that I can figure out my scanner by then. In the
meantime, we will have to deliver the physical loan package via courier or FedEx. We have a few lenders
that allow us to submit files via fax and even one that will allow document uploads via website, but they
are the exception—not the norm.
Once we send
the file to the lender, there is another person on their side who will take that loan file
and input pertinent data about that loan into the software system they use for processing. is is called
“logging in a loan” or “loan setup”. It takes about 24 hours for this initial process. Next, the file goes
to the underwriter. It is the underwriter’s job to make sure our loan file submission conforms to the
loan program’s set written guidelines. ese guidelines are set by the agency like Fannie Mae or Freddie
Mac, or by whatever ultimate conduit or correspondent lender they will be selling this loan off to in
the secondary markets.
ere are written guidelines about loans that dictate what is acceptable and what is not acceptable. I’ve
included a set of Fannie Mae Conforming Fixed guidelines in the appendix so you can get a sense of
what the underwriter deals with. It is the underwriter’s responsibility at the lender to actually take the
information about you and your deal and match it up against those guidelines. For example, if we have
chosen a loan program that has a maximum loan to value of 80% they’ll want to make sure that our
deal doesn’t have a loan to value of 90%. ey will also look at your income and if this particular loan
program that we are asking for has a maximum debt to income ratio of 50%, you don’t want to submit
a loan that has a debt to income ratio of 54% because it will get declined.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
© Copyright 2009. All rights reserved.
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Underwriting on the lender’s side usually takes anywhere from 24 hours, if it is the beginning of the
month and they aren’t busy, to 3-5 days if it is a busy lender or it is toward the end of the month. ey
will generate what is called a conditional loan authorization and it will have a list of conditions or
stipulations that they will fax to our processor. is is all the extra work they will need to do on your
loan file in order to get that file to closing. Here are some typical conditions from an actual conditional
loan approval that came from an underwriter to us recently (you can also see an actual approval notice
in the appendix).
65-003: full appraisal with income approach completed subject to review. Review ordered 11-
02-2006 estimated return time is 3 days.
65-007: borrower to sign and date 4506T. Lender to execute must receive results back prior to
funding.
66-115: final 1003 to send to closing for signatures.
66-158: verbal VOE with employer verified through directory.
66-432: flood certification required - lender to provide.
66-001 cash to close not to exceed $1692.00 or additional assets must be verified. Currently
$8959.00 verified.
e underwriter will usually sign this and fax it to the processor. When the processor gets this conditional
loan approval, the first thing they do is quickly review it to make sure it isn’t a denial notice. If it is not
a denial, then this is essentially a conditional loan approval that is saying your loan is approved subject
to the following conditions being satisfied or you providing us additional documentation to clear these
stipulations.
Now it becomes the processor’s responsibility to obtain additional documentation from the borrower
to clear all of the conditions/stipulations. For example, on condition 65-007 the processor will generate
a 4506T, which is a request for tax transcripts, and will email it or fax it to you, get you to sign it and
fax it back because they will need to send that in to the lender. When they say they must receive results
back prior to funding, it means that the lender will actually order a copy of your tax transcripts and will
verify that the income we disclosed on the application or W2 for the prior year matches up to what was
actually filed with taxes. If there are any issues with regard to the borrower reporting something that
isn’t completely accurate, that will give us a “heads up” that we need to start looking for another lender
because if these don’t match the deal will not fly with this lender.
Condition 65-003, full appraisal with income approach completed subject to review, means that the
lender will order a review appraisal. Lenders usually have appraisers on staff to actually take a look at
the appraisals we send in just to make sure everything is on the up and up and that the value is there.
Sometimes they will run a desktop appraisal which is also known as an automated valuation model or
AVM and if the value comes back OK they will sign off on it.
Mortgage Secrets for Real Estate Investors Susan Lassiter-Lyons
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36
Occasionally, if the value doesn’t come back, they will actually pull sales comparables themselves
through the MLS system or they will go visit the property. at is why it can take up to three (3) days
to clear a review appraisal condition. is is a big drag when you are trying to close something fast.
On high LTV investor loans this happens quite often. e verbal verification of employment (VOE) is
something the lender will do, so don’t quit your job before the loan closes! Don’t laugh – it’s happened
before. e flood certification is something the lender will order. All it does is verify that your property
is not in a flood zone.
On this deal, the processor needs to take a good look at the good faith estimate to make sure that all of
the fees are accurate and our cash to close doesn’t exceed that $1692 figure. If it does, we need to make
sure you have additional verifiable assets in order to get us enough verifiable cash to close.
So, this is, in a nutshell, what a processor does. is list of conditions is actually very small. I have seen
conditions before on high LTV non-owner occupied deals where there are sometimes up to 15 conditions
that need to be cleared and it requires the processor to do a lot of detailed work and coordination to
obtain documents and additional signatures; even fighting sometimes with underwriters in order to
get your loan closed. e loan processor does a great deal of work on your behalf in working with
the underwriters to get your loan through to closing. at is why there is a fee associated with it and
why very few people will waive that fee (or they’ll say they will but hide it somewhere else) because
somebody has to do it.
Loan Underwriting Secrets
Now let’s talk a little bit more in depth about what an underwriter does on the lender’s side. It’s not
very politically correct, but I look at the underwriter as our enemy. ey are the only thing that stands
between us and the money! Sometimes it seems like the underwriter’s job is to look at the information
we have given them and pick it apart in any way that they can to try to uncover any untruth that they
can. at isn’t their actual job description (at least I don’t THINK it’s the actual one) but sometimes
when we are on the other side of it, it sure feels as though they will grasp at anything they can in order
to deny our loan or make us provide ridiculous documentation.
Underwriters have to be very knowledgeable about literally hundreds of loan programs especially if
they work for a big lender who is doing a lot of volume and selling a lot of loan products to the agencies
and whole loan buyers. As real estate investors we are hoping that the lender we are working with, who
is offering these great investor programs, has an underwriter that is very well versed in these programs
and knows exactly what their ultimate investor guidelines will and won’t allow so we have a better
opportunity of closing our loan with the lender quickly.
I hate it when I get a conditional loan approval back and I can tell the underwriting has been outsourced
or they have someone that isn’t familiar with loan programs because they will have outrageous conditions
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