In addition to our annual revenue and expense benchmarking for builder-owned mortgage companies and our semi-annual revenue and expense benchmarking for prime lenders, Wholesale Access conducts various special research projects.

To see a project outline for Mortgage Lenders 2007, click here.
To see the Handout from the 2007 MBA Convention, click here. [4.2mb]

| NEW | New Broker Research Published | NEW |
Released August 17, 2007

Wholesale Access Completes its Seventh Annual Benchmarking of Builder-Affiliated Mortgage Companies
Released July 16, 2007

Wholesale Access Completes Part One of its Fourteenth Year of Mortgage Production Revenue and Expense Benchmarking
Released July 12, 2007

Custom Segmentation Analysis

Wholesale Access has pioneered a process to segment mortgage brokerage firms on a customized basis, allowing the sponsoring wholesaler to better understand the needs of its customers and to differentiate the delivery of services. We also determine how the wholesaler is perceived by its brokers, so that better decisions on how to invest in improvements are possible. Recently, Wholesale Access delivered to a top 5 lender a customized segmentation analysis similar to the one outlined below.

The process consists of three related research projects:

• An in-depth analysis of the data from Mortgage Brokers 2006 is done to develop a segmentation model of brokerage firms adapted to responses from the sponsor as contrasted with other lenders. This will involve the use of more advanced statistical techniques such as factor analysis and cluster analysis. We will analyze the data to look for groups of customers that have similar characteristics and perceptions. Perceptions about pricing, products, service, technology, and documentation requirements are five categories that are usually significant in segmentation analysis. Understanding what drives these brokers to select and use or not use a wholesaler, along with the brokers’ sensitivity to the clustering factors, will help Sponsors better market their products.
• A survey of 500 mortgage brokers covering about twenty questions will verify the conclusions based on the in-depth analysis from step one and gather more information on the strengths and weaknesses of the Sponsor and its major competitors. Questions are added to gain more information on the factors that differentiate broker groupings.
• In-depth interviews of an additional 50 brokers provide greater understanding of the critical perceptions identified in the first two parts of the research and yield more specific detail about their perceptions of the Sponsor. Since questions about what brokers mean by better service, better pricing, smoother process, better technology and better communication may not be fully explained by simple survey questions, this step drills down further and accomplishes the objective by adapting the interviews to focus on the areas of greatest importance.

The deliverable consists of three separate reports containing the analysis, charts and tables, all designed to clearly identify the segments uncovered and enhance the Sponsor’s ability to market to the brokerage community. In addition, conference calls and presentations will be conducted at appropriate intervals to make sure the direction and results of the research meet the Sponsor’s needs.

For details about the cost of sponsoring and owning this valuable database, contact:
Larry Pearl: (410) 526-9410 • lpearl@accessmrc.com