Banks & Mortgage Originators Working Out NPLs/Buy Loans
  • Pricing the sales of NPL’s in a market where future value of property is uncertain
  • How much debt are you planning on selling in the near future? What kind of notes and properties do you look to sell?
  • Which disposal road do you use? Do you dispose internally or outsource the function?
  • Any early pattern of defaults you are noticing?
  • Restructuring approaches
  • How to be approached by a note buyer
Changing Regulatory Environment: What Note Buyers, Bank Workout and Default Servicers Need To Know

• What are some of the changes that have been coming out of the new congress? State government?
• Lending space regulations
• Legal issues facing longer term delinquencies
• The structure of the GSEs
• Property preservation requirements
• Notes and opportunity zones: What you should know
• Implications of new tax law for note investors
• The CSFB and new regulations pertaining to servicing Anything note buyers need to know?
• Changes in the federal regulatory landscape for mortgage origination and servicing
• State law changes: Sunset/replacement for the California Homeowner Bill of Rights
• HOA lien priority issues

Large Institutional Players: How Are Your Strategies Changing As The Expensive Gets More Expensive And The Scarce Gets More Scarce?

• Working with and joint venture partners: What are you looking for?
• What do you see for the future of the market?
• Risk management best practices
• Are politics impacting the way you invest?
• Securitization: Do you securitize your notes? Invest in securitized paper?
• Due diligence on a portfolio level
• What is your NPL/RPL buying strategy?
• Tenants and toilets: When do you go REO?
• Asset management and servicing: What are your latest initiatives? Outsource or keep in-house?
• How does your view on the economy and interest rates influence your strategy?

Macroeconomic Outlook and Implications for the Residential Mortgage Market
  • How are you preparing for a downturn? Rising rate environment?
  • What should a note buyer know about demographic changes
  • Note supply factors
  • Is there a small servicer shake out underway? What is the impact?
  • National housing policy issues to consider
  • Should you begin to sell off assets into this strong market?
  • Current market liquidity
Working With Not-For-Profits
  • What is your note/NPL strategy?
  • Community impact pool: How are you working with the GSEs?
  • Joint ventures with note buyers and sellers: What do they look like?
  • Loss mitigation strategy
  • Is the end game home ownership?
  • How much are you acquiring?
  • Do you use the federal government for supply?
  • Role in neighborhood stabilization
  • Funding sources
  • Partnering with Municipalities 
The Future of the NPL Market-What Forces Can Greatly Alter The Status Quo?
  • 2020, the political climate and the rise of populism
  • Interest rates and the economy
  • The global markets
  • Strength and depth of the servicing market
  • Rise of the institutional REO market
  • Increase in natural disasters
  • What changes that seemed to be in the future are already here?
  • What to know about “Generation I”
Buy To Hold Vs. "Buy-Reperform-Resell” Vs. REO
  • Do you have different buckets for different products?
  • Have you transferred from one strategy to the other? Why?
  • Do you incorporate different strategies in different locations?
  • Dealing with servicers vs. property managers; Owners vs. renters
  • Creating Notes: Transforming REOs to notes and lending to institutional REO buyers
Quantifying, Assessing & Managing Note Default Risk
  • Review at acquisition
  • Pricing risk
  • Risks unique to different product types
  • Evaluating the buyer vs. the loan
  • What have you tweaked regarding your risk standards?
  • What functions have you brought in-house to decrease risk?
  • Follow up practices
  • Curing title issues
  • Vendor management: What do you look at while on-sight? 
  • Do you use 3rd-party diligence providers?
  • Senior status
Firsts vs. Seconds Market: What Is The Risk/Pricing/Yield You Are Looking For?
  • Non-performing/performing/re-performing 1sts vs. 2nds
  • Considering the amount of equity
  • State considerations
  • Regulatory considerations
  • Getting wiped out
  • What is found during the due diligence stage that can get you in trouble
  • When do you buy the first and the second?
Re-Performing Notes: Pricing, Volume, Supply/Demand & Other Key Market Trends

• What are the pools from the government looking like?
• First vs, Second liens
• What will it take for prices to go the other way?
• When do you securitize? When is securitization not the best approach?
• Valuation drivers and methods
• Deferred balance issues
• The management side of things
• Re-default strategy

Neighborhood vs. National-Which Way To Go?

You are getting bigger and valuations are getting tighter… Does it pay to expand the range of your note knowledge from local to national? What kind of legal and regulatory information do you need? What kind of returns can you make? This session will debate if the grass is always greener.  

Generating High Returns In The Low Balance Market

• Defining the market
• Origination dates you look for
• Evaluating the low balance first market
• Notes on low value properties
• Pricing and valuation: Do BPOs usually overstate the value?
• Since it takes as much blood, sweat and tears to work out a high value loan as a low value loan why do it?

Commercial vs. Residential Loan Investing

• Where are you finding commercial notes today?
• Multifamily, construction, owner and non-owner occupied loans: Where is the relative value today?
• Mortgage vs. non-mortgage commercial notes
• Comparing cure methodologies
• Residential vs. commercial bankruptcy
• Risks and advantages of performing vs. non-performing Servicers out there
• Loan to flip vs. loan to own

Growth Decisions… Getting to 20 Million

(Closed-Door Pre-conference discussion for note buyers only)

• Where are the hot spots?
• Is Puerto Rico international?
• Macroeconomic, legal and political overview of countries with high levels of NPLs
• How is the global NPL market changing?
• European banking authority role
• Bad bank/Good bank approaches
• Improving liquidity through government guarantee schemes
• Role of securitization
• The international servicing market

Measuring Market Volatility

• What are the causes of volatility in the note and NPL market?
• Dealing with 75 basis point swings
• Which sectors are more sensitive to swings?
• Deal re-pricing: How much damage?
• Volatility vs. other mortgage products
• Do you think volatility will lessen considering the current Fed policy?

Buying From The Hedge Funds

• How are you finding the hedge funds?
• What kind of prices are they looking for? Structure?
• Pool composition
• Do they think they are smarter than you?
• Why were the selling?
• If you can’t beat them, join them-The joint venture options

Retrades

• NPL vs. REO re-trades
• What are your pre-qualification standards?
• Prevention strategies
• From the special servicer/lender perspective
• Adding the most value
• What are the issues that cause a price reduction?
• Risks and timelines
• What kind of missing information results in a re-trade?
• Highlighting the hidden opportunities
• Compressing the due diligence time frame

Acquisitions, Due Diligence & Pricing-Impact of Time/Capital/Desired ROI/Exit Strategy on Price

• Are you acquisitions standards changing due to the lack of supply?
• What kind of discounts are currently out there for the paper you are looking to buy?
• Servicer sales: What is available?
• Securitized markets
• The liquidation strategy
• Getting a non-performer to perform
• Compliance and due diligence review checklist-What are the latest additions?
• What is the latest change in your acquisition strategy?
• Acquiring firsts vs. seconds

Alternative/Non-Traditional Acquisition Sources

• Using data mining to find product
• The judicial foreclosure market
• Keeping your ear to the ground: Can you find business among friends, family and business associates?
• The pre-settlement funding market
• Bankruptcy trustees as a source

Buying & Selling… Large vs. Small Bulk Buying vs. Individually in High Numbers

• Making sure you have no kick outs
• What kind of sellers do you want to work with?
• Structuring reps and warrants
• Technology and automation available
• Making sure the price is right- The assets overview, factors involved: 1sts & 2nds
• When to start asset level review? What buyers are looking for in due diligence that sellers needs to be prepared for?
• Dirty pools and major defects: Pricing, curative actions, timeline to successful resolution

Acquiring & Managing For Institutional Investors

• Compensation and fees
• Management agreement: What should be present?
• LLC vs. limited partnership and other entity-level challenges
• Lessons learned, advantages and disadvantages of working with
• What are some of the mistakes that you have helped institutions avoid?
• What happens when an institution has two+ agents in a market? What happens when you both bid on the same loan?
• How is your venture structured? How are you paid?
• Taking the next step… Joint ventures
• What is the typical volume and transaction size for these structures? How many AUM per vehicle?  What are the metrics-cost per note, cash yield per property, expense ratio per property?

Finding Distressed Product

• Sources of acquisitions
• Properties damaged by natural disaster
• Pricing: Can you buy and make a profit?
• Picking neighborhoods soon to rebound: What are the factors you look at?
• Buying for rental portfolio vs. a quick flip
• Buying the paper to get at the property
• Leaning towards liens?
• The government channel? The tax lien market?  
• City-owned land banks and working with not-for-profits
• What kind of kick outs are you curing that others aren’t?

Acquiring From The Government

• The politics of the market: Any impact?
• How much debt are you planning to sell?
• Looking at the latest HUD sales
• Trickle down sales: What is coming from the institutional buyers
• Any changes on reps and warranties?
• Do you expect the recent natural disasters will add to the supply?
• The focus on community impact pools and stabilization… How has that changed things?
• Due diligence: How much time, money and effort did it take?
• Evaluating pool quality and time to resolve: Was it as advertised and expected
• What’s the remaining supply & how do you see that being brought to the market in 2018 &2019?  

Financing: Using Equity And Debt

• Sources of debt
• Hypothecation: Any new wrinkles
• Securitization and what investors are demanding
• What’s out there for the bigger and little guy
• The repo market, HELOCs, bridge financing & letters of credit: When do you use?
• Where do you get your equity from?
• Joint ventures with other investors to buy pools 
• Crowdfunding and other alternative funding sources
• Using partials to finance additional paper

Curing Problematic Loans-Evaluating Time, Effort and Brain Damage Necessary

• Working with municipalities to cure

• Code enforcement
• Addressing liens
• Property taxes vs. water liens
• Working with HOAs
• Issues during foreclosure that are overlooked and cause problems
• Fraud-related problems and solutions
• How much do you make on the sale?
• Finding missing documents
• What kind of work do you outsource? Do yourself?

Best Practices in Managing the Servicer/Subservicer/Asset Manager/ Note Owner Relationship

• How do you know you have a fit?
• Servicing transfers: Best practices for note buyers
• Smaller servicer financial strength
• Servicing valuations
• Managing risk exposure on a loan, entity and industry level
• The servicing industry-macro issues
• Talking to the buyer: What kind of regulations do I need to pay attention to?
• In what kind of situations are servicers taxed above their bandwidth?
• The latest natural disasters: What went down and what was learned
• The next downturn…

Portfolio Management: What Are The Best Practices & Carrying Cost Minimization Strategies?

• When is self-insurance the way to go?
• What goes to the services? What stays in-house?
• Statements and reporting
• Technology and software solutions
• Once a client get behind payments…
• Insourcing, outsourcing & staffing your portfolio management team
• Performance management and reporting
• Compliance management

Outsourcing vs. In-house

• What are some of the functions that you outsourced? Insourced?
• How much time did you free up by outsourcing? What were some of the things that you did that made your company more money?
• How much time did you need to allocate to manage the outsources
• Onboarding strategies
• What do you think it is important to manage internally?
• Outsourcing as part of your scaling strategy

Default Rate Drivers

• How much is just the economy? Job loss? Medical?
• How did the 2nd quarter go? How is the 3rd quarter looking?
• Default patterns in your portfolio: What are you seeing?
• Default profile vs. prior cycles
• Impact of equity in house
• Post default recovery influencers
• Modification and re-default recovery drivers

Which Modification And Workout Strategies Will Keep You Out Of Court And Results In The Best Future Cash Flow?

• When is foreclosure your goal?
• Modifications done quickly vs. those that string things out… Considering the time value of money
• What should you do? The servicer?
• Making the payments affordable: What kind of terms do you offer?
• Best Ex when non-foreclosure alternatives run out
• Cash for keys, leasebacks, forbearance agreements, deed-in-lieu and other non-foreclosure options
• Managing pre-foreclosure REO
• Mediations, settlement conferences and loss mitigation hearing: Which has you had the most success with?
• The threat of foreclosure: Does it work?
• Working with not-for-profits

Legal Recovery Best Practices For Creditors: Foreclosure/Bankruptcy/Chapter 11 In Judicial, Quasi-Judicial & Non-Judicial States

• When do you put a property in foreclosure
• Working with multiple lenders
• When do you put a property into foreclosure? What is the cleanest process?
• Firsts and seconds
• Changing foreclosure laws you should be aware of
• What do you do when the borrower declares bankruptcy? 
• Countering delaying tactics
• Vacant vs. occupied properties

Regulators Panel… What Are Your Hotspots: Recent State & Federal Litigation & Legislative Changes

• Where have licensing requirements recently changed? Physical presence requisites?
• Any updates on the judicial side? Does judicial equate longer foreclosure times?
• RESPA and FDCPA compliance
• Non-Bank regulatory update: What does a note holder need to know?

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    We may also provide delegate details (e.g. name, email) to event sponsors who, subject to your consent, may contact you for their own advertising and marketing purposes.

  • Advertising & Marketing

    We use the personal data you provide us and which we collect from you to inform you about similar products and services which we provide. We may send you marketing communications that are sponsored by our partners and which are targeted to your interests based on information you have provided us such as job title, employer and/or industry. If you have consented to receive information from other Euromoney group companies, we may share your personal data with these companies so that they can fulfil your request to receive marketing materials in accordance with your preferences. We will not share your personal data with any third parties for their own marketing purposes unless you have provided your consent.

    Each of the Euromoney group companies that may contact you is a data controller in relation to the personal data that you have agreed to share with them. If you have any questions or concerns, you may contact the individual company, or us – using the contact details set out in the “Who We Are” section.

    You can opt out from receiving such materials at any time.

    The personal data we may use for advertising and marketing purposes includes your name, email address, job title, phone number, company name/employer, geo location, postal address and data collected using cookies and other similar technology (Please read our separate Cookies Policy to find out more about which cookies we use, how they work and how you can control your cookie options).

    Marketing materials are sent electronically, by post and we may occasionally call you.

  • Online Targeted Advertising

    We use targeted advertising on our websites to display advertisements that are relevant to what we believe are your interests. In order to deliver relevant advertisements, we use third parties to deliver cookies that collect information about your IP address and how you interact with our sites (e.g. browsing information, which articles you have read etc.). This data is used by the third parties to determine which advertisements may be of interest to you.

    We may also share your personal data with third parties to deliver targeted advertising to you on other websites (e.g. Twitter Tailored Audiences or Facebook Custom Audiences). This could include your email address, cookie data, and information obtained from third parties. Third party cookies may also be used to enable us to target advertisements to you on other websites that you visit.

  • Lead Generation and Scoring

    We occasionally use the services of trusted third parties in order to ensure that the personal data we use for advertising and marketing purposes is accurate and up-to-date. To do this, we transfer personal data of individual leads (such as name, email, job title, location and phone number) to these third parties who conduct research to verify the data – primarily against public information.

    We also use algorithmic software technology to help us improve the quality and relevance of marketing activities. The personal data analysed by the software includes email address, phone number, job title, address, purchase history and account information. This allows us to provide meaningful offers that are relevant to your specific profile.

  • Surveys, Market Research & Customer Feedback

    We want to understand the needs of our readers and customers. We may therefore use the information you provide us – including your name and contact details – to contact you to request your feedback, or to participate in our customer and market research.

  • Public forums, message boards and blogs

    Some of the pages on our group websites may include message boards, blogs or other facilities for generating content from users. Any information that is disclosed in these areas becomes public information and you should always be careful when deciding to post any personal data. User generated content is also subject to our site Terms & Conditions.

  • Business or Asset Sale

    If we sell a business or assets we may need to disclose your personal data to the prospective buyer of such business or assets.

    If Euromoney, or any of our group companies is sold or sells our assets or is acquired by a third party, then personal data about our customers will be acquired by that third party. A transfer of your personal data in these circumstances would be necessary so that the services you have contracted for can still be delivered, or so that you can continue to enjoy the benefits of our free products and services. You will receive notice if a new controller assumes responsibility for your personal data.

  • Additional Third Party Disclosures

    We may disclose your personal data to other third parties in the following situations:

    • To third party partners who help us by providing services such as technology, marketing, advisory or other services. These third parties only receive encrypted data and may only process personal data to provide those services to us.
    • Where we are required by law or regulation to do so. In each case we will seek, where practicable, to minimise the amount of data that is disclosed.
    • If required to protect the rights and interests of other users and/or Euromoney and its affiliates (including our employees, agents and contractors), or as otherwise set out in our Terms & Conditions. This may include exchanging information with other companies and organisations for the purposes of fraud protection.
  • Email Tracking

    We may include small pixel tags (small image files) within the emails we send you in order to determine whether our emails are opened and/or whether the hyperlinks inside our emails are clicked through. We may also collect browser, location and the device used to engage with our email communications. This information allows us to better understand whether we are meeting our users’ needs and how we can improve our communications. No other information is collected. You can opt out of receiving our direct marketing emails either by following the instructions in each email, or by contacting us (see the “Who We Are” section of this Privacy Notice).

International Transfers

Some of the Euromoney group companies are based outside the European Economic Area (EEA). If you have consented to being contacted by our group companies, then the transfer of your personal data will be made according to the terms of an international data sharing agreement that contains obligations approved by European data protection regulators. Any of our group companies that receive your personal data will be co-controllers of that data, which means they may determine how they process your personal data – although they may only use it for the purposes for which it was shared, unless you are informed of new or additional processing activities.

We may also transfer personal data to third party service providers as described in this Privacy Notice which are located outside the EEA. Where we conduct these transfers, we take all steps necessary to ensure that your data is treated securely and in accordance with applicable privacy legislation, either by only sending your personal data to jurisdictions that provide an adequate degree of legal protection for your data or by imposing approved contractual terms on these third parties.

Retention Periods

We have a data retention policy that ensures we don’t use or store your personal data for longer than necessary. We consider the following issues to determine retention periods:

  • Guidance from the UK Information Commissioner or other regulatory agency, or industry best practice recommendations;
  • The business rationale for collection and expiry of the purpose for which personal data was collected;
  • Our ongoing ability to ensure the accuracy of the data; and
  • Legal and regulatory requirements.

We may occasionally need to keep personal data for either shorter or longer periods than specified in our retention policy. In such circumstances, application of the retention period to the data will be temporarily suspended. The suspension of an applicable retention period will be carried out in a manner that respects the rights and interests of all persons concerned.

How You Can Set Your Data & Privacy Preferences

You can use our Preference Centre to select the topics that are of interest to you so that we can send you publications and information about our products and services that are especially relevant to you. You can also choose the channels we use to contact you (email, phone, post, etc.) and can also opt-out of receiving marketing communications.

Your Rights

You have certain rights in relation to your personal data which include the following:

  • Access & Portability

    You may request access to any personal data of yours for which Euromoney is responsible as controller. Unless there are legal or regulatory reasons for not doing so, we will confirm whether we process any of your personal data and if we do, we will provide you with the following information: the purposes of the processing, the categories of personal data, any recipients of your personal data, the applicable retention period and the data source. Copies of your personal data will be made available to you in a structured, machine-readable format.

    You may also request that we transfer the personal data that you have submitted to us, to another controller, where it is technically feasible for us to do so.

    If you have consented to our processing of your personal data, or if we are processing your personal data in order to fulfil our contractual obligations to you, then you can submit a request that we transfer your personal data to another data controller.

  • Rectification, Restriction, Objection

    You have the right to request that Euromoney rectify any errors in the personal data that we process. In some circumstances, you may also be able to ask for the erasure of personal data, and/or request that the processing of your personal data be restricted. You may also object to the processing of your personal data for sales or marketing purposes.

  • How to Exercise Your Rights

    To exercise any of these rights, please contact us by post or email at the following addresses:

    Euromoney Institutional Investor PLC
    8 Bouverie Street
    London, EC4Y 8AX
    United Kingdom

    Email: dataprotectionofficer@euromoneyplc.com

    Web form: Complete Subject Data Request Form

    We may need to check your identity prior to processing a request.

    Euromoney will do our best to respond to any questions and address any of your concerns. You are also able to register any complaints regarding the processing of your personal data directly with the UK Information Commissioner.

Protecting Your Data

Euromoney is committed to keeping your personal data secure and we will take appropriate technical and organisational measures to protect your personal data from loss, unauthorised use, disclosure or destruction. Although we do our best to protect your personal data, we cannot guarantee that any transmission of data is without risk. We have therefore implemented information security policies and rules, staff training on information security, and technical measures to ensure the integrity of data that we have under our control.

All our employees, contractors and data processors (i.e. those third parties that process personal data on our behalf) are required to keep such data confidential and not to use it for any purpose other than the performance of services we have requested.

Third Party Sites

Our site may contain links to other websites – including, for example, providers of payment processing services. Euromoney is not responsible for the privacy and data collection practices of third party sites and we therefore recommend that you review the privacy policies and terms of service of each site you visit.

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