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(Closed door small group meeting for originators)
How do I market Non-QM products vs. QM products vs. old-style subprime? What kind of training and licenses do I need? What should I look for in a wholesaler? How can I measure the client’s ability to pay? These are a sample of the questions all loan officers need to ask before embarking on the journey to start a non-QM lending program. The small group format will encourage you to ask questions and hear how peers attack the same issues you have.
- What is the volume of QM during the last year? What is your prediction for the next year?
- What kind of potential capital can come into the market? What would happen if it does come in?
- Comparing the bank and non-bank markets
- How much is the Non-QM patch holding the market back? Which other regulatory risks concern you?
- Non-QM in this interest rate environment
- When do you expect the changes? What do you expect the new rules to look like? What kind of an impact will they have on the market?
- FHA vs. Fannie & Freddie
- Average prime offer vs. DTI
- What is new on the agendas of state regulators? Federal regulators?
- Dodd-Frank considerations
- Licensing requirements to consider
- Future of the GSEs and the impact on Non-QM
- Using GSE automated underwriting systems for approval of QM status
- Risk retention regulations
- Looking at past cycles and late cycle performance
- What sectors of legacy mortgages are you using to guide you?
- Pre vs. post-crisis loans
- Bond vs. whole loan losses
- Level of distress in the economic environment vs. performance
- Impact of patch solution proposals on potential future performance
- Effect of local natural disasters
- Home pricing and unemployment scenarios
- The last 5 years of performance
- Entity construction options
- Acquisitions options: flow vs. bulk
- Relative value of buying paper vs. institution
- Licensing requirements
- Regulations: Which approach has the least hurdles to leap?
- Economies of scale: Is it still worth doing it all?
Michael Soliz Jr
Please sign up for Optional Luncheon Roundtables at the registration desk:
- Capital markets
- What are you finding is your highest-yielding strategy?
- Comparisons vs. other standard mortgage products
- What is successful on the social media side? Digital marketing?
- Non-traditional lead sources: Which one(s) really work?
- Why loan officers from banks and credit unions are good sources of leads?
- Your friend the real estate agenda and divorce lawyer
• Pre-payment speeds credit and interest rate sensitivity
• What process(es) do you use to value Non-QM? What is your mark-to-market policy?
• Valuing and identifying risks and cash flows for new issue vs. seasoned paper; Performing vs. re-performing vs. non-performing; Senior vs. subordinated classes
• Property-level valuation issues and how important are home prices vs. other national, regional, and local stresses stress scenarios you look at?
• What will cause the next mortgage liquidity crisis? How can you hedge your portfolio from that risk?
• Which risk management tools are the best hedges for different non-QM products?
• Weighting pool default, loss severity, prepayments and delinquencies
• Seller diversification, natural hedges and the performance of an unhedged portfolio historically
• DTIs and default risk
• 4th quarter market volatility
- Evaluating at self-employed customers and gig economy participants
- Ability vs. willingness to pay
- What kind of scenarios do you look for when evaluating the ability to pay?
- Assessing product suitability
- Jumbos vs. super jumbos
- What is the “not so secret sauce?”
- Where is the risk?
- Alternative methods of income validation
- What should you look for in a non-QM underwriting system?
- What kind of documentation do you use?
- Managing risks of undocumented foreigners
- What kind of due diligence do you do when choosing a wholesaler? What are the keys to maintaining an effective relationship your wholesaler?
- What is the latest product you added onto your platform?
- What is your marketing strategy?
- Evaluating the processing side
- Is non-QM a catalyst for business growth?
- Which non-QM product(s) have the most demand?
- What kind of non-QM product does the industry need?
- Uploading customer data
- Loan scorecards
- Auto origination, appraisal and scheduling engines
- Merging with credit engine
- Getting pre-approval
- Product and pricing engines
- Automation: What have you done?
- Measuring bank statement income
- Third-party due diligence
- What should your web have available in a few clicks?
- What do borrowers look for in a non-QM portal?
- Which products are securitizable? How much non-QM product do you need for it to make economic sense?
- Public vs. 144a
- What level of subordination are you looking for? Comparing subordination vs. wrap structures
- Who’s issuing? Buying?
- SEC stuff
- Traditional servicer, sub servicer, or special servicer: Who should handle the loan?
- Due diligence and rating agency approval
- Diversification concerns and credit performance
- What are optimal securitization conditions and minimum pool size for the non-QM originator?
• What kind of warehouse lines and repo are available?
• Distinguishing between different warehouse lenders
• Determining how large a facility to offer
• Current terms and structures
• Leverage and taking credit risk on a short-term facility
• Net interest margin
• Diversification of financing sources
• Repo vs. LIBOR movements
• Recent rate changes: Why?
• Repo and swap coverage ratios
- Risk-adjusted return expectations
- Where is the risk that you don’t know?
- Relative value of different non-QM products vs. other mortgage and fixed income investments
- How do you see market conditions changing relative value?
- What are your favorite determinants of relative value today?
- Whole loan vs. securitized paper
- Role of credit strength of paper
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Euromoney Institutional Investor PLC (“Euromoney”, “we”, “us” or “our”) is an international business-information group covering asset management, price discovery, data and market intelligence, and banking and finance. The group also runs an extensive portfolio of events for the telecoms, financial and commodities markets.
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This Privacy Notice was updated on 23 May 2018
This Privacy Notice outlines the information we may collect about you in relation to your use of our products and services (“personal data”). It also explains the legal rights that you have in relation to your data and how you may exercise these rights.
Some of our group companies may collect and use personal data for different purposes; those companies have their own websites and privacy notices.
We will process your data for the following lawful purposes: with your consent; to fulfil our obligations to you; and where there is a legitimate interest to do so.
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We may determine that processing your personal data serves both of our legitimate interests. This is the case in relation to many of our research, customer survey, sales, marketing and advertising activities described in this Privacy Notice. These activities allow us to better understand your requirements, which in turn enables us to provide you with a better service. We review the bases for our processing decisions carefully and you can object to these activities at any time (see the “Your Rights” section of this Privacy Notice).
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Events & Conferences
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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.
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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.
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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.
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).
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.
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.
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.
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
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.
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.
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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