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If you make your living by originating new mortgage loans, I don’t have to tell you that the business is changing. You probably already know that the MBA’s latest mortgage forecast puts the purchase money at 75% of all loan volume. You’re probably already feeling it in your business.

If you’re planning on staying in the mortgage business in 2022, you’re probably already shifting your strategy to better enable you to originate purchase money loans next year. That means you’ve been thinking about real estate agents…a lot.

The purchase money mortgage transaction begins with the real estate sales contract and that’s not something our industry controls. It’s the real estate agent who has the consumer’s trust at this point. They control this business and they have a lot to say about where the buyer goes for financing.