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Demand Side Mortgage Pricing: A Way out of the Expense Squeeze

Via the systematic study of competitive pricing position and price elasticity of customer demand, margins and revenues can be optimized in challenging circumstances. Mortgage lenders are facing serious questions about how to drive revenue growth and profitability, suffering from both an excess capacity overhang and new layers of compliance-related expenses. For many, it is time to consider a performance tool widely used elsewhere but underutilized in mortgage origination — demand-side pricing. Across the industry and within individual network footprints, price sensitivity varies measurably among mortgage applicants: by geography, type of product, borrower purpose and loan amount. Through a careful analytical ...

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