Module 3.7 Review market for lender and product Flashcards
(41 cards)
What are preferred lenders
are those lenders with whom a brokerage conducts a significant volume of business and from which the brokerage may receive certain partnership benefits. In order for these types of “partnerships” to occur, a brokerage needs to demonstrate that a high percentage of its applications are approved and closed.
What are benefits to brokerages from preferred lenders
- brokerages are expected to send a certain amount of deals to preferred lenders. saying that they will reward with:
- exclusive mortgage products
- rate discounts
- more flexible underwriting
- faster turnaround times
6 best practices to ensure you have a good lender relationship
Review the brokerage’s preferred lender list (if there is one), or review the market to find the lender that best fits your applicant’s situation.
Review and understand that lender’s underwriting guidelines.
Review that lender’s products to ensure that there is a product that is a fit for your applicant’s circumstances.
Thoroughly review every aspect of your applicant’s loan application.
Ensure that the documentation does not misrepresent the applicant.
Ensure that you have addressed any red flags and that none of the documentation is forged.
6 reference/info files for lender information
the lender’s underwriting guidelines
information about the insurer that the lender uses
the lender’s preferences for format and content in a loan file
deal-breaker information for that lender (such as type of property and size of property)
loan file checklists from previous deals with that lender
fact sheets/product sheets for products offered by that lender
Possibilities of organizing lender files
paper filing in folders or binders
lists, databases, or spreadsheets
electronic bookmarks online
dedicated information management software programs
what is generally the LTV and max loan value for insured mortgages
greater than 20% downpayment, 25 year am, and less than 1 million
Some qualities of an unisured mortgage
- outside the scope of definitions above for insured/insurable mortgages.
- over 1 million
- refi
- am greater than 25 yrs
What programs do insurers use to evaluate risk
emili (used by CMHC)
mySagen (used by Sagen)
Vantage (used by Canada Guaranty
How does risking software compare information submitted in the loan application
Reviews and evaluates the file base off:
characteristics of the property compared to similar properties in the neighbourhood
employment trends
value of the subject property compared to neighbourhood norms
local housing market compared to historic market trends, local data, analyses, and future expectations
applicant’s current living arrangements
qualifying ratios
loan details
equity position
credit report(s)
3 Benefits to automated risking
Turnaround times are much faster (from days to minutes).
The risk assessment models are consistent and predictable.
“24-7” automated risking frees up human underwriters to concentrate on higher risk files.
what resources does mortgage default insurers provide
mortgage insurance products and information about premiums
information about the mortgage and housing industries
online tools and calculators for mortgage professionals
training workshops and seminars for mortgage professionals
consumer information for your clients
What services does CMHC provide
research-based market analysis information and reports
funding for low-income housing, assisted housing, and retirement facilities
funds for on-reserve housing
consumer education about housing
free publications about home maintenance, renovations, and healthy (green) housing
what is Sagen
Sagen is the Canadian arm of a large, American-based, global financial services provider
Sagen was the only private mortgage insurance provider in Canada. Although its main offering in Canada is mortgage default insurance, Sagen also sells life insurance, universal life and long-term care insurance, lifestyle protection, annuities, and various investment products.
Sagen underwriters and account managers can provide you with information about the company’s products and services and will review applications and make suggestions to improve the possibility for approval for insurance.
what is Canada Guaranty
Canada Guaranty Mortgage Insurance Company is the only 100% Canadian-owned private mortgage insurer. Prior to 2010, Canada Guaranty was known as AIG United Guaranty Mortgage Insurance Company Canada. The company is currently owned by the Ontario Teachers’ Pension Plan and National Mortgage Guaranty Holdings Inc. Canada Guaranty sells a range of different mortgage insurance products for high-ratio loans.
Canada Guaranty underwriting teams in different areas of the country have local experience and expertise. Calls to the underwriting centre are answered by underwriters who can address your questions and concerns about submission, review, and adjudication of mortgage insurance applications. Regional account executives can also provide information, direction, and insights to help mortgage associates find appropriate solutions for their clients. Account executives offer professional development seminars on industry-relevant topics.
what info is important to learn about insurance providers
From your broker, learn which lenders use which mortgage insurance provider(s).
Learn what each insurer has to offer (products and services). Each has a detailed and informative website, e-newsletters, mobile/web apps, and each offers information and/or training seminars.
Introduce yourself to and develop rapport with a representative from each of the major insurers.
Use that relationship to find out the differences between the policies of different insurers. What is or is not acceptable with regard to mortgage default insurance approval? Policy differences can be very important when dealing with programs such as rentals and business for self. Business for self programs are designed for self-employed borrowers who are unable to provide traditional income but have at least a 2-year history of managing their credit and finances responsibly.
Keep in mind that insurer standards are minimum standards. Lenders may impose stricter qualification criteria. (For example, an insurer might allow family GST income to help qualify for a loan, but not all lenders will.)
what is mortgage life insurance
Mortgage life insurance (also called mortgage insurance, creditor insurance, or mortgage protection insurance) is an optional product that protects a homeowner against property foreclosure in the event of death, disability, critical illness, or terminal illness. Mortgage life insurance pays the outstanding mortgage balance to the lender, in full, at the time a claim is made and approved.
how is claim paid out for mortgage life insurance compared to term life insurance
MLI:At the time of a claim, any remaining mortgage balance is paid out to the lender. (Note that the amount to be paid out decreases as the mortgage balance decreases.)
TLI: At the time of a claim, the full amount of the policy is paid out to a named beneficiary.
How much is the premium for MLI compared to TLI
MLI: Depends on the mortgage amount and amortization, and the age, health, and habits of the applicant. (Note that the premium remains fixed even though coverage decreases as the mortgage balance decreases.)
TLI: Depends on the policy and term, and the age, heath, and habits of the applicant. (Note that the premium and the pay out are fixed for the duration of the term.)
how long does the borrower pay the premium for MLI compared to TLI
MLI: For the duration of the amortization period or until the mortgage is paid off, or the policy is cancelled.
TLI: For the duration of the term or until the policy is cancelled.
Does the premium increase as the borrower gets older for MLI compared to TLI
MLI: The premium is a fixed amount for the length of the amortization. Some policies may expire when the borrower reaches the age of 70.
TLI: The premium is fixed for the length of the term; however, once the term expires, the premium and conditions for a new policy are not guaranteed.
What is the difference between offering insurance and selling
Any individual who offers or sells insurance must be licensed to do so under the Insurance Act. There is an important distinction between offering and selling mortgage life insurance.
What does offering insurance allow you to carry out
discuss (in generic terms) the pros and cons of mortgage life insurance
offer mortgage life insurance products from a single insurance provider (either a private insurance company or the lender)
what is a restricted licence in offering insurance
is an insurance licence that permits you to offer—but not sell—insurance products. In other words, it allows you to present the option to purchase mortgage life insurance.
With a restricted licence, you cannot offer insurance products from more than one provider.
who are the two main providers of insurance in Canada
First Canadian Title and FNF Canada.