THE ADVANTAGE
Your monthly recap of the most important
mortgage-related news, perspective, and advice
November 2022
What Homebuyers Want in a Post-Pandemic Market
5 minute read
The global pandemic transformed homebuying in numerous ways, but we are only just beginning to truly understand the data. While the market continues to evolve, there are some key factors that continue to influence decision-making when it comes to buying and financing.
In a recent Borrower Insights Survey conducted by ICE Mortgage Technology, they identified three critical factors influencing homebuyers that are still relevant now and will be for the foreseeable future. Smart marketers will focus on these factors to generate new leads and meet mortgage-seekers where they’re at.
Low rates
Rates aren’t at the historic lows they were one or two years ago, but relative to the last 15 to 30 years, they’re still attractive to many homebuyers, especially those who are strongly motivated to buy.
Plus, as evidenced by the surge in popularity of adjustable rate mortgages (ARMs), homebuyers are still looking to get the lowest rates possible and buy now. Last month, we took a deeper look at ARMs and how to talk to your members about them. If you missed it, you can check it out here.
Family
The ICE Mortgage Technology survey revealed that moving and living closer to family influenced more homebuyers than anything else. This includes seeking out mortgage referrals from trusted family members. This is a good reminder to check in with membership, especially those with adult-aged children, for opportunities to help them find a home and build a tighter-knit community in the process.
Digital experiences
Many of the first-time homebuyers through the pandemic are “digital natives,” millennials and gen Zers that grew up online. Because of this, these buyers choose to initiate the mortgage process digitally. They prefer the anonymity of a digital application, avoiding any associated shame they might experience if turned down in person.
These potential homebuyers are also more likely to trust a lender with a smooth, robust, and seamless digital experience, as they expect to receive a similar quality experience in person.
This is why Member Advantage Mortgage is continually investing in and improving the digital tools available to our partners and their mortgage-seeking members. This includes our mortgage calculator and our new mortgage hubs, an all-in-one digital location where mortgage-seeking members can educate themselves, easily reach out to a loan officer, and start an application. It’s also a great way to advertise special promotions to members. Improving your credit union’s digital experience is critical to getting in front of this always-online audience.
Smart mortgage marketing depends on knowing what’s influencing homebuyers now-or as close to real time as possible. We hope these insights are valuable to you as you consider your marketing plan for the months and new year to come. If you’re wondering the best way to implement these ideas, we can help. The best way to start is with a conversation. Reach out at 704-995-9863.
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Who Is MAM?
Member Advantage Mortgage (MAM) is a Credit Union Service Organization (CUSO) that helps credit unions increase revenue by offering mortgage solutions to their members.
We achieve this by finding the mortgage solution that is in each individual member’s best financial interest.
What We Do
Since 2006, MAM has offered first and second mortgage origination and fulfillment services to credit unions. We also provide marketing tools (like our Mortgage Payment Calculator) to increase lead generation.
How We Can Help You
We’ll help you improve member satisfaction and deepen member relationships by offering or streamlining your mortgage delivery process. You’ll be able to serve current members so they don’t need to turn to the competition, all while increasing your mortgage revenue and generating non-interest income.
How You Can Learn More
This page goes into greater detail on exactly how we provide support and partner with credit unions.
You can also call Del Smith, our Senior VP of Business Development, to get answers to any questions about partnering with MAM.
Disclaimer:
This information is solely for credit union and mortgage professionals and should not be distributed or provided to consumers or the general public.
Member Advantage Mortgage LLC (MAM) is a subsidiary of CUSO Development Company (CDC), which is owned and operated by credit unions for the benefit of credit unions and their members. Member Advantage Mortgage, LLC NMLS #1557. Visit www.nmlsconsumeraccess.org for complete licensing information.