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Wednesday, August 24th, 2016

Tweaked ARM addresses broker concerns over alternative lending

With tweaks to its variable-rate mortgage, Equitable Trust is acknowledging what many brokers fear: one or two years on the alternative side can improve a client’s credit, but often isn’t enough to get them into the A sphere.

“Every borrower who goes to the Alt-A/B sphere aims to be there only for one or two years to be able to improve their credit in that time so a bank will take them on,” Harry Singh, manager of residential sales for Equitable Trust, told MortgageBrokerNews.ca, “But in many cases that isn’t long enough for someone to have cleaned up their credit challenges enough to be able to access prime rates. There’s also those Alt-A clients who were initially challenged to provide proof of income and they still are after two years. What our re-launched ARM still gives borrowers three or five years to clean up that credit but now rewards them for improving their credit after the first year.”

On July 4, the company re-launched it adjustable rate mortgage, which effectively builds in that incentive by giving clients the right to convert to a fixed-rate loan after the first year of a three- or five-year mortgage. The new rate is reflective of their new Beacon score and not the more blemished one at the time of origination. The extended length of the term means they can avoid the additional legal and origination fees associated with having to renew an existing one- or two-year-term mortgage or having to take out an entirely new one in the alternative sphere if their credit score doesn’t yet cut muster with the banks.

The client still retains the option to transfer the mortgage to an A lender before the end of the term, if in fact they have made sufficient repairs to their credit. It stops short of being a completely open mortgage, with Equitable levying a five-, four- or three-month penalty depending on when the client transfers to a prime lender.

Singh is pointing to the performance of the current ARM portfolio since the original launch in late 2009 and the dropping costs associated with offering floating-rate funds as the two major reasons Equitable is now bringing the re-launch to market. The enhanced product will also see the lender offer prime plus 10 basis points as its best rate, and not the prime plus 85 that preceded it.

Broker response has been unbelievable,” said Singh, suggesting brokers are looking for ways to keep clients motivated to improve their credit at the same time limiting the financial costs of alternative borrowing that, by necessity, extends beyond the near-term.

Still, some private lending specialists maintain that one- and two-year terms remain the best option for most credit-challenged borrowers, looking to turn things around.

“If the client has never been bankrupt, the probability of returning to an A lender in one or two years goes up exponentially,” Adam Hale, a broker with The Mortgage Centre Hale/Beach & Associates, told MortgageBrokerNews.ca “I can literally clean up someone’s credit in two months, and if the client currently has that first mortgage with an A lender, usually putting a small second with a private lender in behind that is the best and most expedient option.”

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