Banker and Broker- Same Thing, Right?
Published on July 17, 2019
When someone says that they are a Mortgage Banker and another says that they are a Mortgage Broker it is two people with different titles doing the same thing, right? Many people think this. I have found that even people who deal with real estate often like realtors are confused about what the difference is and use the titles interchangeably. This is not a case of semantics but rather it is an important concept to understand when you are preparing to buy a home loan or refinance an existing mortgage. I believe that once I explain the difference between a Mortgage Banker and a Mortgage Broker, you will see why it is crucial to know and will assist in guiding your choices as you decide whom to do business with.
Before we move forward I would like to note that in the mortgage industry there is not a duality of banker vs broker. Many different models can blur the lines and even some other models that are very different from being a broker or a banker. That being said, we will focus on the pure Mortgage Banker and a Mortgage Broker.
Simply put a Mortgage Banker is a loan officer that works for a bank or a non-bank mortgage lender. Their job is to sell the loans that their employer has to offer. In contrast, a Mortgage Broker is a loan originator that takes their clients loan application and uses their expertise and knowledge to shop multiple lenders. They are first looking for the best opportunity to get the client approved and then if multiple lenders will, which lender will offer the best rates, cost, fastest turn times and most reliable service. The broker then processes that loan in partnership with the chosen lender to complete the loan process to purchase or refinance.
A big difference, to begin with, is how someone becomes a Banker or a Broker. A Banker is qualified for the position by being hired by the bank and receiving an NMLS number. It is up to the individual bank to ensure the person is competent and knowledgeable. NMLS is required of all lenders working to originate loans (both Bankers and Brokers) that are secured by residential real estate. An NMLS certification requires a background and credit check. For a Broker, it is a much harder process. They must get personally licensed in each state that they are working in (they can get licensed in multiple states but must go through the licensing process for each state). To get a license they must complete 20 hours worth of class and pass a state-issued exam. If they are starting their brokerage as an owner, they must also establish the brokerage itself with has its own licensing requirements. The Broker must pass another background check and credit check.
A Mortgage Bankers' job is to sell you the home loan options that their employer has to offer. They are limited to the choices that their company has for a mortgage and if you are a square and all they have are circles, they will try to fit you into a circle (or perhaps convince you that you are a square) because if not then they lose the sale and most of the time that means a smaller paycheck for them. For a Mortgage Broker, their job is not to sell a loan but rather to place the loan with the best lender who fits the client's particular situation and goals. A Broker takes the application and collects the related documents. Working with multiple lenders, they use their experience, knowledge, and expertise to figure out which lender is the best option for the client. This first starts off the question of who will approve this loan? The question may arise of which loan program is best when several options may exist. That is where the Broker works with the client to find the square that is a perfect fit for your square needs and wants. If several lenders will then the next question is who will offer the best mix of rate, cost, speed to process and reliability to perform as expected? The Broker will then work in partnership with that lender to process the loan and have it ready to close for the purchase or refinance.
As mentioned above, a Banker is limited to whatever options their bank offers. Some banks are better than others but even the best of the best of banks will never have as many options as a Broker. Further, most banks are extremely conservative in their underwriting. When dealing with conventional and even government-backed loans like VA, FHA, and USDA they will often have overlays. An overlay is a rule or guideline that goes beyond what the minimum requirements are of the loans to qualify. Brokers often have access to lenders with minimal or no overlays. Even beyond that, Brokers often work with lenders who specialize in doing loans that are not part of the everyday loan box that a Banker is in. This means that depending on the Broker they may be able to do loans with very low credit scores and recent bankruptcies or foreclosures. Clients with particular needs like ITIN's will often not find a bank who will help but a Broker may. Business owners or 1099 contractors that take advantage of the tax code and write off much of their income and thus can not show their true income, a Broker can use their bank statements to show the income. Brokers simply work with more options and thus can provide more options to their clients than a Banker could.
For a Banker, when it comes to rates they are often limited by the general rates and cost that their bank has determined is what they are going to charge. 77% of home loan consumers do not shop for a mortgage. Retail lenders (Banks and non-bank lenders) know this and take advantage of it. They also need to pay for a tremendous amount of overhead. The loan officer needs to be paid, the loan officers boss and their boss and on up to the CEO. Plus the CEO needs his bonus for that 4th summer home and to do that the shareholders must get paid. That is all after paying for the bank branch and everything else as well. When it comes to rates and charges on a home loan, a Broker accesses wholesale rates. As opposed to the retail organization that can bet that the consumer will not shop for a better deal, wholesalers know that 100% of their loans are being shopped. If they are not competitive in offering rates and costs then they will not get the business from the Brokers. This creates very healthy competition for the consumer that ends in their best interest. Further, the Broker has very little costs associated and not as many mouths to feed. All of those savings are passed to the consumer in the form of lower interest rates and lower costs for the home loan.
Time is an important factor when you are buying a home. As the buyer, once you sign that contract you are obligated to be ready to close on the home. To close, you need your loan ready to close. This is yet another area where Bankers and Brokers tend to be different. Of course, it depends on the bank but many bankers will close loans in 25-45 days. The Banker has no choice of whom to send the loan to for processing. They are stuck with their bank. If the bank is performing well, great. If not, then the consumer suffers. Brokers, since they can choose whom they send a loan, they will often only send loans to wholesalers that have shown they can be ready to close loans quickly. Brokers often talk to one another and if a particular wholesaler is underperforming they will shift their business to other lenders in the best interests of their client. Brokers often have most of their loans close within 2-3 weeks. Some deals can be ready to close in a little over a week!
Whether Banker or Broker, both are only human. And they work with other humans. So, mistakes will happen. But what is the difference when a mistake happens? For a Banker, there is a limited amount of choices. They can appeal to a higher level of management within the bank to make the situation better and hope they decide to act. After that, the Banker is out of choices. For a Broker, they can work with the lender that the loan is currently at. However, if there is an option of taking the loan to another wholesaler then that is very much an option. But before a mistake happens, a Broker can limit the possibility of mistakes happening by sending loans to wholesalers who have proven themselves to be reliable. Once more, a Banker has no choice. They just have to hope their back-office team with the bank is on their game.
There is an old saying that describes someone who does not work a lot of hours. That saying is someone has "Bankers hours" and though this has changed much from the past when the saying originated it is still a difference between Bankers and Brokers today. Of course, this can vary with individual Bankers and Brokers but in general, Bankers are available during regular business hours and perhaps some Saturday hours. As a Broker, I have personally answered the phone, a text or email in the early morning, late evening, through the weekend and even on holidays. I often tell my clients that I don't have set hours that I work. If I am available then I will answer and if not then I will get back to them as soon as I can. I set appointments around my client's ability and not them around my own. I will say that I know plenty of Bankers who will do the same but in general, Brokers are much more available than Bankers.
Of course, there is competition between Banker and Brokers to get the business of clients looking for a home loan. You may be wondering at this point, why would anyone use a bank for a mortgage? There are many reasons for this. Here are the top 6 reasons in my view:
People do not know the difference between a Banker and a Broker. If you did not know there was a difference then why would you worry about which to pick? Hence, the reason for this article.
Brokers nearly went extinct after the Great Recession. There were a lot of bad Brokers working pre-2008. Many did not do business the right way and we're looking for the quick buck. When the easy money was gone, they were gone as well. Then regulatory changes were made that further forced any of the remaining bad ones out as they could not do business the way they did before. Brokers have experienced a rebirth of sorts recently and are growing. Bankers have moved to be Brokers because they see the advantages and consumers are becoming more aware of the advantages to them as well. The Broker channel now accounts for almost 15% of the mortgages done in this country.
A bad reputation. To be very honest it was earned. It was not unheard of for a Broker to take advantage of a borrower before 2008. At this time, I was a Banker and I cautioned my clients to only use a Broker if they knew what they were doing. Even as a Banker and working for a bank with employee discounts on the mortgage, I used a Broker to buy my home as I knew I was capable of keeping them honest. After some major regulatory changes and the purging of bad Brokers, the abuses that took place before are not possible now.
Not knowing what to do. Many consumers do not know much more than they want to buy a home or need to refinance. Often they assume going to their bank will be the best option. After all, they are already a customer, of course, the bank will give them a great deal. They go and talk to their bank, get their pre-approval and move forward.
Referrals from sources that may not be neutral. It is against the law for someone to refer another person to a loan officer and get paid on that referral. That being said, anyone can refer anyone to anybody. Often a borrower will get referred to a lender from their realtor. Your realtor is a trusted person and they know the business so they must have a good idea of what is best for me, right? Hopefully so but not always. Some lenders, often Bankers with marketing budgets, will pay for realtors marketing costs. This is legal up to half of the costs but this, in turn, creates an obligation on behalf of the realtor to send their clients to the lender who is helping pay for things for them (in a around way get paid for the referrals). A Broker could do this just as much as a Banker but typically it is Bankers who do this as a way to create referral sources since otherwise, they have very little advantages over a Broker.
Lot's of money in advertising. Banks and non-bank lenders often have huge marketing budgets that they spend heavily on TV, print, radio, and social media ads. According to Kantar Media from March 1 through May 21 of 2018, the current largest lender in the nation spent $57.3 million on network, cable, syndicated and spot TV ads. Brokers do not spend money like that. I know many who do not spend any money on marketing at all and rely on referrals from professionals who trust them and past clients who love them.
There also some myths or misunderstandings of what a Broker does and how they do it. I have heard some people mention these to me as reasons to not choose a Broker and I have heard Bankers push some of these myths as well. The top 5 of these being:
Bankers have in house underwriting and thus have more control. This is silly. I have never known a loan officer to have control over an underwriter. Most of the time the underwriter does not have control either, they have to follow the guidelines for conventional and government-backed loans and most often have tougher underwriting that the minimum required. If a loan officer ever did have control then the underwriter is not doing their job. And in fact, this is yet another area a Broker has the advantage over a Banker. The Banker has no choice of who does the underwriting. As discussed before, if a Broker has an issue with an underwriter, they have the opportunity to move the loan to a new lender with a new underwriter.
Brokers have no control over the appraisal. This is true. But it is also true of the Banker. There are some strict regulations now in place that have separated the lender from influencing the appraiser. The only thing that can be done would be to point out errors or missed information. This is a limitation of both the Banker and Broker.
Brokers are middlemen and you end up paying more. The reality is that by using a Broker who is accessing the wholesale channel (which is an extremely competitive marketplace) and getting wholesale rates/cost while not having to pay for all the overhead of a bank, you are most often paying more with the bank.
Brokers charge points and/or extra fees, that is how they get paid. This is again not accurate. Though a Broker can charge points, just like a Banker, in most cases it would be to pay down the rate (pay points now to get a lower rate on the mortgage). Most transactions for a Broker are "Lender Paid Compensation" which means that the wholesale lender is paying the Broker their commission which is already baked into the rate given. In some instances, Brokers do have the ability to do "Borrower Paid Compensation" which at that point the borrower does pay the Brokers commission. There can be several reasons for doing this which can get a little technical, but the Broker normally will do this to lower the rate and take less commission.
The bank has all your information so it will be easier. I must confess, I heard customers say this to me when I worked at banks and I never really bothered to correct them. I would just inform them that there would be some documentation I would need. Sure, I didn't have to ask for the social security number or address but the only thing that I could provide for them was the bank statements. For most people, getting a couple of months worth of bank statements takes about 2 minutes. Is it worth tens and perhaps hundreds of thousands of dollars of extra interest and costs? I am thinking it is not.
If you have stuck with me and read to this point chances are that I have won you over. With just a little information it is blatant that not only is there a very big difference between a Banker and a Broker but that the Broker is the preferred solution for most consumers. Likely anyone that would say otherwise has an agenda other than helping clients. Sure, there are exceptions as banks can have some great programs but for the vast majority of consumers out there if they did not talk to both their bank and a local Broker then they lost out on significant savings. The good news is that you can always refinance or choose a Broker for your next purchase. A Mortgage Banker and a Mortgage Broker are not the same and in the end #brokersarebetter