
I spent a good amount of my freshman year of college and several summers there-after working at Wells Fargo Home Mortgage as a loan pricer.
It was really good money for a college student, and I learned more than I could have ever imagined about the mortgage process.
I also saw a side of the mortgage industry that most of the public has absolutely no clue about (and likely would shudder knowing). My job was to take phone calls from brokers from small banks and mortgage companies throughout the country. The broker would give me lot's of pertinent information regarding you (the borrower) and depending on factors such as loan amount, property value, ltv, your credit rating, and even the state you are in… I would quote the broker a “price” for several different rates and lock the loan with them.
I quickly learned that rule number one for the broker is to make as much money off of you as humanly possible. Ok, that may be a bit of an overstatement, but I shudder to think of how many poor people I saw completely reamed by their “trusted” broker. Truthfully, not all brokers are out there to “screw” every customer, but choosing the correct lender/broker can make a significant difference in the overall cost of your home mortgage.
Anyways, at the time I worked at Wells Fargo, a single broker could make a maximum of around 7.00% (depending on the circumstances of the loan), which meant $7,000 on a $100,000 loan and $14,000 on a $200,000 loan and so on. This 7% is split amongst two primary areas: origination and a secondary mortgage credit.
The origination is agreed on by the broker and borrower up-front and is usually straight-forward and rarely exceeds 3% (although I always had a strange feeling that most borrowers didn't really understand how much 3% of their loan amount was even if it was stated clearly on the good faith).
The secondary mortgage credit (smc) is a bit trickier though. This part is determined based on how high the broker can get your mortgage rate up. This is the part that many borrowers don't realize: the higher the rate, the more smc the broker can expect on the back-end from the big lender (up to a certain point at least). The process is a bit more complicated than that, but you get the idea.
The point is, most brokers don't really have your best interest at heart. The difference between 5.5% and 5.75% can mean $6,000 to the broker's pocket book, but may cost you nearly $30,000 in extra interest over the life of the loan (which is why it's a good deal for the lender's to promote higher rates). Sadly, these are fairly conservative numbers and we are assuming that the broker is honest. If he or she doesn't have the best intentions, there are some serious and illegal ways to completely rip a borrower off, so watch out!
So, what's my point? My point isn't to distrust all brokers or anything silly like that; just be careful. Consider shopping around and even looking on the web for your home loan. Not only can you save a bundle at closing (with less origination), you can also save a LOT over the life of your loan by just being careful and taking your time.
Please feel free to ask me any questions if you are unsure about the process. I would easily take a few minutes out of my life to save you massive amounts of money.
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