How Loan Officers can Win BIG with Non-QM Lending ft. Nick Pabarcus

In this insightful episode of The MikedUp Show, Mike Kelleher and Michael Zau sit down with Nick Pabarcus, a powerhouse in the mortgage industry with over 25 years of experience in wholesale and correspondent lending. As the Director of Sales at Logan Finance, Nick brings a wealth of knowledge from his previous roles at loanDepot, Stearns Lending, and Countrywide. His expertise in leadership, risk management, and mortgage banking is unparalleled, and he shares an in-depth look at the evolving landscape of the Non-QM (Non-Qualified Mortgage) market.
This episode opens with a vivid analogy, comparing the mortgage industry to the world of Formula 1 racing, where the racetracks are challenging and require mastery to navigate. Nick draws parallels between mortgage professionals and F1 drivers like Verstappen, Hamilton, and Leclerc, emphasizing the importance of preparation, speed, and strategic thinking. He touches on how the mortgage tracks of today differ significantly from those 25 years ago, when the industry was simpler but lacked the technological advances that we now take for granted.
Nick takes listeners on a journey through time, revisiting the days when Countrywide and Stearns Lending dominated the TPO (Third-Party Origination) channel, and brokers relied heavily on technology and innovation to gain an edge in the market. He delves into the evolution of Non-QM loans, explaining how these once-niche products have become essential for loan officers looking to serve the self-employed and gig economy borrowers. With Non-QM loans offering higher profit margins due to their complexity, Nick provides valuable insights on how loan officers can leverage these products to stand out in a competitive market.
A key focus of the episode is the "Monaco" of racetracks in today's mortgage industry—Non-QM lending. Nick breaks down the current demand for Non-QM loans, highlighting the opportunity for loan officers to capitalize on the hundreds of basis points available in this space. He emphasizes the importance of understanding the credit boxes, pricing transparency, and securitization processes that make Non-QM loans so attractive to Wall Street investors. For those loan officers willing to invest the time and effort in mastering Non-QM, the rewards are significant.
Nick also touches on the technological advancements that have revolutionized the mortgage process, particularly in the realm of Non-QM. He introduces Logan Finance's AI-powered portal, which simplifies the task of reviewing bank statements for self-employed borrowers. This innovative tool saves loan officers time and minimizes the risk of errors, making the entire mortgage process smoother and more efficient.
Throughout the episode, Nick offers practical advice for loan officers on how to educate their clients about the benefits of Non-QM loans, especially when faced with objections about fees and interest rates. He emphasizes that it's not about what the borrower pays upfront, but rather what they keep in the long run. This mindset shift is crucial for helping investors and other high-net-worth clients make informed decisions that will benefit them in the long term.
As a passionate advocate for the mortgage industry, Nick also shares his thoughts on the future of lending, particularly for underserved markets like the self-employed and gig economy. He encourages loan officers to stay informed and take advantage of the educational opportunities available through industry organizations like the California Mortgage Bankers Association and the National MBA.
Whether you're a seasoned mortgage professional or just starting out, this episode is packed with valuable insights and actionable advice that can help you navigate the complexities of the modern mortgage market. Tune in to hear Nick's expert take on Non-QM lending, the future of the mortgage industry, and how technology is shaping the way we do business.