2 Year Look Back: Are You Still Being Transactional? | Ep. 619

Stop Being Transactional: Competing With Servicers in the Coming Refi Wave

Frazier shares a growth note from August 26, 2024, arguing that treating refinancing as a one-time transaction hurts long-term business, especially as rates create a refi “wave,” not a COVID-style boom. He says this will be the most competitive refi market ever because servicers value retaining the asset and customer through MSRs and can price at break-even or a loss, making it hard for loan officers to compete on price. To avoid losing deals, he urges listeners to “act like a servicer” by staying consistently in front of clients with a full-court press (calls, mail, emails, texts) and a clear plan that builds stickiness beyond a single conversation. He notes claims that servicers may retain 85% and that brokers retain around 25%, leaving a limited share of opportunities.

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