1. Financing Residential Real Estate Lesson 8: Qualifying the Buyer

2. Introduction In this lesson we will cover:  the underwriting process,  automated underwriting,  credit reports and credit scores,  income analysis,  net worth,  other factors in underwriting,  subprime lending, and  risk-based loan pricing.

3. Introduction Loan underwriting involves evaluation of: 1. Loan applicant’s overall financial situation.  Is buyer likely to make the payments on time? 2. Value of the property (collateral).  If buyer did default, would foreclosure sale proceeds cover the debt?

4. The Underwriting Process Underwriting involves:  reviewing loan application;

5. The Underwriting Process Underwriting involves:  reviewing loan application;  obtaining additional information about applicant from other sources;

6. The Underwriting Process Underwriting involves:  reviewing loan application;  obtaining additional information about applicant from other sources;  verifying information applicant provided;

7. The Underwriting Process Underwriting involves:  reviewing loan application;  obtaining additional information about applicant from other sources;  verifying information applicant provided;  applying lender’s qualifying standards;

8. The Underwriting Process Underwriting involves:  reviewing loan application;  obtaining additional information about applicant from other sources;  verifying information applicant provided;  applying lender’s qualifying standards;  evaluating property appraisal; and

9. The Underwriting Process Underwriting involves:  reviewing loan application;  obtaining additional information about applicant from other sources;  verifying information applicant provided;  applying lender’s qualifying standards;  evaluating property appraisal; and  making recommendation.

10. The Underwriting Process Qualifying standards: minimum standards used in underwriting.  Draw line between acceptable and unacceptable risks. Qualifying standards

11. The Underwriting Process Although lenders can set their own standards, most use Fannie Mae/Freddie Mac standards for conventional loans.  FHA and VA standards must be used for FHA and VA loans. Qualifying standards

12. The Underwriting Process Automated underwriting system (AUS): computer program that analyzes loan applications.  Used in conjunction with traditional underwriting.  Traditional underwriting now called manual underwriting. Automated underwriting

13. Automated Underwriting Most widely used AU systems:  Desktop Underwriter® (Fannie Mae)  Loan Prospector® (Freddie Mac) Either may be used to underwrite conventional, FHA, or VA loans. AU and secondary market

14. Automated Underwriting Most widely used AU systems:  Desktop Underwriter® (Fannie Mae)  Loan Prospector® (Freddie Mac) Either may be used to underwrite conventional, FHA, or VA loans. Although Fannie Mae and Freddie Mac encourage lenders to use AU, they will still buy manually underwritten loans. AU and secondary market

15. The Underwriting Process Programming of secondary market agency AU systems based on performance of millions of loans. Loan performance: whether payments are made as agreed. Analysis of performance statistics highlights factors that make default either more likely or less likely. AU programming

16. The Underwriting Process Fannie Mae/Freddie Mac computer analysis of loan performance is ongoing. Both agencies use latest information to adjust their AU systems and underwriting standards. Adjustments have nationwide impact on underwriting practices. AU programming

17. The Underwriting Process Information from loan application entered into AU system. AUS obtains applicant’s credit information from credit reporting agencies. AUS issues report with recommendations. How AU works

18. The Underwriting Process Three main categories of recommendations in AU report:  Risk classification  Level of documentation  Property appraisal or inspection How AU works

19. The Underwriting Process Risk classification AU report indicates level of scrutiny application should receive.  Approve/Accept = meets all qualifying standards.  Approve/Ineligible = meets credit risk standards, but other aspects of loan make it ineligible for purchase by agency.  Refer/Caution = doesn’t meet all standards, should be reviewed. How AU works

20. The Underwriting Process Risk classification If application requires further review, underwriter looks at application in traditional way (manual underwriting). How AU works

21. The Underwriting Process Risk classification If application requires further review, underwriter looks at application in traditional way (manual underwriting). Some lenders reject Refer/Caution loans without further review. How AU works

22. The Underwriting Process Risk classification If application requires further review, underwriter looks at application in traditional way (manual underwriting). Some lenders reject Refer/Caution loans without further review. Fannie Mae or Freddie Mac may buy manually underwritten Refer/Caution loan, but it will be treated as A-minus loan. How AU works

23. The Underwriting Process Level of documentation AU report indicates how much documentation is needed to verify information on application. How AU works

24. The Underwriting Process Level of documentation AU report indicates how much documentation is needed to verify information on application. Before mortgage crisis, three basic levels:  standard  streamlined (“low-doc”)  minimal (“no doc” ) How AU works

25. The Underwriting Process Level of documentation AU report indicates how much documentation is needed to verify information on application. Before mortgage crisis, three basic levels:  standard  streamlined (“low-doc”)  minimal (“no doc” ) Now just standard or streamlined; “no doc” loans no longer widely available. How AU works

26. The Underwriting Process Level of documentation Refer/Caution loans: Standard documentation (and manual underwriting) generally required. Approve/Accept loans: Streamlined documentation permitted. How AU works

27. The Underwriting Process Appraisal recommendation AU report also indicates which of these is appropriate:  full appraisal  drive-by inspection  report on property’s likely value (with no inspection) How AU works

28. The Underwriting Process Advantages of automated underwriting over manual underwriting:  streamlines process; Advantages of AU

29. The Underwriting Process Advantages of automated underwriting over manual underwriting:  streamlines process;  increases objectivity; and Advantages of AU

30. The Underwriting Process Advantages of automated underwriting over manual underwriting:  streamlines process;  increases objectivity; and  improves underwriting accuracy. Advantages of AU

31. Summary The Underwriting Process  Underwriting standards  Automated underwriting  Manual underwriting  Loan performance  Risk classification  Standard documentation  Streamlined documentation (low-doc)  Minimal documentation (no doc)  Drive-by inspection

32. Evaluating Creditworthiness Buyer considered creditworthy if overall financial situation indicates she can be expected to make payments on time.

33. Evaluating Creditworthiness Buyer considered creditworthy if overall financial situation indicates she can be expected to make payments on time. Qualification of buyer involves evaluation of three main components of creditworthiness:  Credit reputation

34. Evaluating Creditworthiness Buyer considered creditworthy if overall financial situation indicates she can be expected to make payments on time. Qualification of buyer involves evaluation of three main components of creditworthiness:  Credit reputation  Income

35. Evaluating Creditworthiness Buyer considered creditworthy if overall financial situation indicates she can be expected to make payments on time. Qualification of buyer involves evaluation of three main components of creditworthiness:  Credit reputation  Income  Net worth (assets)

36. Evaluating Creditworthiness Of the three main components of creditworthiness, many consider credit reputation most important. To evaluate loan applicant’s credit reputation, lender relies on credit reports prepared by national credit rating agencies. Credit reputation

37. Credit Reputation A personal credit report covers 7 years of information about an individual’s:  revolving credit accounts,  installment debts, and  previous mortgages. Utility bills, medical bills, etc., aren’t listed unless turned over to collection agency. Credit reports

38. Credit Reputation Credit reporting agencies are private companies. Three major credit agencies in U.S.:  Equifax  Experian (formerly TRW)  TransUnion Credit reports

39. Credit Reputation Reports prepared by the three agencies don’t always match. Lender may use reports from all three, or “tri-merge” report that combines them. Credit reports

40. Credit Reputation Credit information important in underwriting:  length of credit history  payment record  derogatory credit incidents  credit scores Credit reports

41. Credit Reputation “Credit history” widely used as synonym for “credit reputation.” Narrower definition used in underwriting. Credit history = duration of applicant’s experience with credit. Length of credit history

42. Credit Reputation General requirements: credit history at least one year in duration with three or more active accounts Alternative for applicant without established credit history: provide records of utility bill payments, rent payments. Length of credit history

43. Credit Reputation For each account listed, credit report gives detailed payment record showing whether payments have been made on time.  Late payments shown as 30 days, 60 days, or 90 days overdue. Payment record

44. Credit Reputation Underwriters view chronic late payments as sign applicant is financially overextended and/or irresponsible.  But spotless payment record not essential. Payment record

45. Credit Reputation Negative information on credit report may include:  charge-offs  collections  repossessions  judgments  foreclosures  bankruptcies Major derogatory incidents

46. Credit Reputation Charge-off: Uncollected debt treated as loss for tax purposes. Tax code allows creditor to write off debt after no payment in 6 months. Doesn’t relieve debtor of liability. Major derogatory incidents

47. Credit Reputation Collections Creditor may turn delinquent bill over to collection agency that presses debtor for payment. Debt held by collection agency appears on credit report, even if original bill did not. Major derogatory incidents

48. Credit Reputation Repossessions If someone buys personal property on credit and fails to make the payments, creditor may have right to repossess the collateral property. Major derogatory incidents

49. Credit Reputation Judgments When someone loses a lawsuit, court may order her to pay money (damages) to the person who sued. Major derogatory incidents

50. Credit Reputation Foreclosures Not surprisingly, foreclosure on applicant’s credit report is a matter of special concern to mortgage lender. Major derogatory incidents

51. Credit Reputation Bankruptcy Bankruptcy on applicant’s credit report also taken very seriously. Major derogatory incidents

52. Credit Reputation Under Fair Credit Reporting Act, derogatory incidents can remain on individual’s credit report for no more than seven years.  Exception: Bankruptcy – ten years. Mortgage loan underwriters focus mainly on previous two years.  Foreclosures and bankruptcies are serious concerns for longer. Major derogatory incidents

53. Credit Reputation Credit score: Figure calculated by credit reporting agency using established scoring model. Takes into account all information on credit report. Indicates individual’s likelihood of default. Three main credit reporting agencies may calculate different scores for same person. Credit scores

54. Credit Reputation Scoring models are based on statistical analysis of large numbers of mortgages. Most widely used: FICO scores.  Range from under 400 to over 800. High FICO score = unlikely to default Credit scores

55. Credit Reputation Underwriters use credit scores to determine level of review applied to applicant’s credit history.  Good scores: basic review  Mediocre or poor scores: in-depth review Credit scores

56. Credit Reputation Aside from major derogatory incidents, other factors that have negative impact on credit scores:  Chronic late payments  Maintaining high balance on credit card, even if payments on time  Applying for too much credit Credit scores

57. Credit Reputation Prospective buyers should look at their credit reports and scores before applying for mortgage.  Some information may be incorrect.  Fair Credit Reporting Act requires credit reporting agencies to investigate in response to complaint and correct errors. Obtaining credit information

58. Credit Reputation If underwriter is convinced that past problems don’t reflect applicant’s attitude towards credit, loan may be approved. Explaining credit problems

59. Credit Reputation Letter to lender explaining negative credit report should: state reason for problem; point out that it occurred during specific period; show problem no longer exists; highlight good credit before and since; provide documentation from third parties; and not blame creditors. Explaining credit problems

60. Summary Credit Reputation  Creditworthiness  Credit report  Credit history  Charge-offs  Collections  Foreclosure  Bankruptcy  Credit scores (FICO scores)  Fair Credit Reporting Act

61. Evaluating Creditworthiness Second main component of creditworthiness: income. Even if buyer has excellent credit reputation, loan won’t be approved unless buyer can afford payments. Buyer’s income is starting point in determining:  maximum loan amount  price range for houses Income analysis

62. Income Analysis Income has three dimensions:  Quantity Enough monthly income to afford monthly mortgage payment  Quality From dependable sources  Durability Likely to continue for at least three years Characteristics of income

63. Income Analysis wages or salary bonuses commissions overtime part-time earnings self-employment income retirement income alimony child support public assistance investment income Stable monthly income Income that meets tests of quality and durability is stable monthly income. May include:

64. Stable Monthly Income Permanent employment is major income source for most home buyers. Positive employment history:  consistency (usually 2 years in same job or field)  opportunities for advancement  special training or education Employment income

65. Stable Monthly Income Commissions, overtime and bonuses Considered stable if consistent part of applicant’s overall earnings pattern. Employment income

66. Stable Monthly Income Part-time work Considered stable if applicant has held job for at least two years. Seasonal work Considered stable if established earnings pattern exists. Employment income

67. Stable Monthly Income Self-employment income Includes income from personal business, freelance work, or consulting work. Underwriters consider earnings trend, training and experience, and nature of business. Generally regarded as risky income source:  amount of income unpredictable  small businesses often fail Employment income

68. Stable Monthly Income Employment verification: Verification form sent to employer, or W-2 forms for 2 years plus pay stubs for 30 days, with phone call to employer. Lender may also request income tax returns for previous two years to verify earnings. Employment income

69. Stable Monthly Income Pension and social security payments are usually dependable and durable. Lenders can’t discriminate on basis of age.  Life expectancy can be considered. Retirement income

70. Stable Monthly Income Dividends or interest may be counted as part of stable monthly income. Underwriter calculates average investment income for previous two years. Investment income

71. Stable Monthly Income If a stable pattern can be verified, rental income is considered stable monthly income. Applicant may have to show gross earnings and operating expenses for previous two years. Rental income

72. Stable Monthly Income Many unpredictable factors affect rental income:  Emergency repairs  Vacancies  Tenants who don’t pay Underwriter includes only a percentage of verified income to leave a margin for error. Negative rental income treated as liability. Rental income

73. Stable Monthly Income Considered stable income sources if it appears payments will be made reliably. Depends on:  whether payments required by court decree  how long payments have been made  financial/credit status of ex-spouse  ability to compel payment Maintenance, alimony, child support

74. Stable Monthly Income Lenders usually require:  copy of court decree  proof of receipt of payments Child support no longer counts when child reaches mid-teens. Maintenance, alimony, child support

75. Stable Monthly Income Applicants may not want to list these as sources of income if ex-spouse is hostile or uncooperative. Equal Credit Opportunity Act prohibits lenders from asking if applicants are divorced or requiring them to disclose alimony or child support. Income won’t be counted if not listed, of course. Maintenance, alimony, child support

76. Stable Monthly Income Equal Credit Opportunity Act also prohibits lenders from discriminating against an applicant because part or all of his income is from a public assistance program. But public assistance won’t count if eligibility will terminate in near future. Public assistance

77. Stable Monthly Income These usually don’t count as stable monthly income:  Wages from temporary job  Unemployment compensation  Contributions from family members Unacceptable types of income

78. Stable Monthly Income Income from temporary work not durable by definition. But steady series of temporary jobs may be treated as freelance work (self-employment income). Temporary employment

79. Stable Monthly Income Unemployment benefits end after a specified number of weeks (ordinarily 26 weeks). But unemployment benefits paid to seasonal worker for a certain number of weeks every year could be considered stable monthly income. Unemployment compensation

80. Stable Monthly Income Usually only earnings of head of household are counted in underwriting. But if borrower’s family member is listed as a co-borrower, that person’s income is also considered. Income from family members

81. Calculating Stable Monthly Income All income payments must be converted into monthly figures. Example: Gwen is paid $14.50/hour. She works 40 hours per week. $14.50 × 40 = $580 $580 × 52 = $30,160 $30,160 ÷ 12 = $2,513 Monthly figures

82. Calculating Stable Monthly Income Gross income figures are used when calculating stable monthly income.  Payroll taxes aren’t subtracted. Gross income

83. Calculating Stable Monthly Income Gross income figures are used when calculating stable monthly income.  Payroll taxes aren’t subtracted. Qualifying standards take into account that:  buyer will have to pay taxes, and  only after-tax amount will be available for expenses. Gross income

84. Calculating Stable Monthly Income Certain types of income are exempt from taxation:  Child support  Disability payments  Some public assistance Full amount of payments available for expenses. Nontaxable income

85. Calculating Stable Monthly Income Certain types of income are exempt from taxation:  Child support  Disability payments  Some public assistance Full amount of payments available for expenses. Underwriter may “gross up” nontaxable income.  For example, might add 25% to child support payments received. Nontaxable income

86. Income Analysis To measure adequacy of applicant’s monthly income, underwriters use income ratios. Rationale: Borrower may have difficulty making payments if: Monthly Expenses > X% of Monthly Income Income ratios

87. Income Analysis Two types of income ratios: Debt to income ratio Measures proposed monthly mortgage payment and any other regular debt payments against monthly income. Income ratios

88. Income Ratios Two types of income ratios: Debt to income ratio Measures proposed monthly mortgage payment and any other regular debt payments against monthly income. Housing expense to income ratio Measures monthly mortgage payment alone against monthly income. Two types of ratios

89. Income Ratios Proposed monthly mortgage payment used in calculating income ratios is PITI payment.  Includes impounds for property taxes and hazard insurance.  Also mortgage insurance and/or homeowners association dues, if applicable. PITI

90. Income Ratios Qualifying standards set maximum income ratios.  Example: Borrower’s monthly housing expense should not exceed 31% of stable monthly income. Maximum ratios

91. Income Ratios Qualifying standards set maximum income ratios.  Example: Borrower’s monthly housing expense should not exceed 31% of stable monthly income. Maximum ratios are generally treated as guidelines, not hard-and-fast limits.  Lender may approve loan if sufficient compensating factors make up for weakness in income. Maximum ratios

92. Income Analysis Cosigner helps borrower qualify by sharing responsibility for loan. Primary borrower and cosigner have joint and several liability for loan. Court can order either one of them to pay loan balance. Cosigners

93. Income Analysis Cosigner must have acceptable income, assets, and credit reputation. Cosigners

94. Income Analysis Cosigner must have acceptable income, assets, and credit reputation. Cosigner’s stable monthly income added to applicant’s. Cosigner’s monthly debts and housing expense combined with applicant’s. Then income ratios are calculated. Cosigners

95. Income Analysis Cosigner must have acceptable income, assets, and credit reputation. Cosigner’s stable monthly income added to applicant’s. Cosigner’s monthly debts and housing expense combined with applicant’s. Then income ratios are calculated. Applicant’s separate income ratios are also calculated; shouldn’t be too far over limits. Cosigners

96. Summary Income Analysis  Quantity, quality, and durability of income  Stable monthly income  Income ratios  Debt to income ratio  Housing expense to income ratio  Cosigner  Joint and several liability

97. Evaluating Creditworthiness Net Worth = Assets – Liabilities Net worth

98. Evaluating Creditworthiness Net Worth = Assets – Liabilities Significance of net worth in underwriting:  Substantial net worth indicates ability to manage financial affairs. Net worth

99. Evaluating Creditworthiness Net Worth = Assets – Liabilities Significance of net worth in underwriting:  Substantial net worth indicates ability to manage financial affairs.  Also, buyer must have enough liquid assets to close transaction. Net worth

100. Net Worth Liquid assets: cash and assets that can be easily converted into cash. Applicant must have enough to cover:  downpayment  closing costs Funds for closing

101. Net Worth Also, desirable for buyer to have reserves left over after closing. In case of financial emergency, can draw on reserves to keep paying mortgage. Reserves

102. Net Worth Also, desirable for buyer to have reserves left over after closing. In case of financial emergency, can draw on reserves to keep paying mortgage. In some cases, lender may require applicant to have enough reserves to cover a certain number of mortgage payments. Reserves

103. Net Worth Also, desirable for buyer to have reserves left over after closing. In case of financial emergency, can draw on reserves to keep paying mortgage. In some cases, lender may require applicant to have enough reserves to cover a certain number of mortgage payments. Even if not required, reserves strengthen application. Reserves

104. Net Worth Almost any assets may help a loan applicant:  real estate  automobiles  furniture  jewelry  stocks/bonds  life insurance policy Assets

105. To verify funds applicant has in bank accounts: verification of deposit form sent to bank(s), or applicant provides bank statements for 2 or 3 months. Bank accounts

106. Assets Reviewing verification information: Does it match statements in loan application? Does applicant have enough cash for closing? Has bank account been opened only recently (last 3 months)? Is present balance much higher than average balance? If account is supposed to be source of good faith deposit, is balance high enough? Bank accounts

107. Assets Underwriter’s concern: Did applicant borrow funds? Lenders generally want borrower to use own funds for downpayment and reserves. Bank accounts

108. Assets Underwriter’s concern: Did applicant borrow funds? Lenders generally want borrower to use own funds for downpayment and reserves. Borrowed funds would defeat purpose of lender’s requirements. Bank accounts

109. Assets Underwriter’s concern: Did applicant borrow funds? Lenders generally want borrower to use own funds for downpayment and reserves. Borrowed funds would defeat purpose of lender’s requirements.  Exception: loan secured by asset (other than home being purchased) Bank accounts

110. Assets Underwriter’s concern: Did applicant borrow funds? Lenders generally want borrower to use own funds for downpayment and reserves. Borrowed funds would defeat purpose of lender’s requirements.  Exception: loan secured by asset (other than home being purchased) Affordable housing programs more flexible about borrowed funds. Bank accounts

111. Assets If applicant selling another property to raise cash, net equity in property can count as liquid asset. Net Equity = Market Value – (Liens + Selling Expenses) Real estate for sale

112. Assets If equity is main source of money for purchase of new home, lender won’t fund loan until old home sold.  Copy of settlement statement usually required as verification. Real estate for sale

113. Assets If equity is main source of money for purchase of new home, lender won’t fund loan until old home sold.  Copy of settlement statement usually required as verification. If new home ready to close before old home sold, buyers may apply for swing loan. Real estate for sale

114. Assets Some applicants own real estate they aren’t planning on selling. Should be listed as asset in loan application.  But only equity contributes to net worth. Other real estate

115. Net Worth Applicant’s personal liabilities are subtracted from total value of assets to calculate net worth. Liabilities include:  credit card and charge account balances  installment debts  taxes owed  liens against real estate owned Liabilities

116. Net Worth Rules regarding gift funds usually limit how much of downpayment and closing costs may be covered by gift funds.  Borrower must invest some of her own funds. Gift funds

117. Net Worth Rules regarding gift funds usually limit how much of downpayment and closing costs may be covered by gift funds.  Borrower must invest some of her own funds. Donor must sign letter stating that the gift funds don’t have to be repaid. Funds must be deposited into applicant’s bank account for verification. Gift funds

118. Other Factors in Underwriting Type of loan (fixed-rate, adjustable-rate, partially amortized, etc.) affects underwriting. Borrowers default more on ARMs and other loans that involve changes in payment amount. Loan type

119. Other Factors in Underwriting Length of repayment period affects size of monthly payment. Shorter repayment period, larger payment.  More difficult to qualify for larger payment. Repayment period

120. Other Factors in Underwriting Length of repayment period affects size of monthly payment. Shorter repayment period, larger payment.  More difficult to qualify for larger payment. But lender may be slightly more inclined to approve loan with shorter repayment period.  Lender’s funds are tied up for less time. Repayment period

121. Other Factors in Underwriting Investor loans have much higher default rate than loans to owner-occupants. Because of additional risk, investor loans are subject to stricter LTV requirements, additional fees, and higher interest rates. Owner-occupancy

122. Other Factors in Underwriting Regular single-family homes appreciate much more, and more reliably, than:  manufactured homes  condominium units  some other types of residential property Nontraditional property type is treated as additional risk factor in underwriting. Property type

123. Summary Net Worth and Other Factors  Liquid assets  Reserves  Assets  Liabilities  Net equity  Swing loan  Gift funds  Owner-occupant  Investor loan