Mortgage Brokers vs. Banks

There are a variety of different ways to finance a mortgage, but I’d like to focus on two specific channels, “mortgage brokers versus banks.”

There are mortgage brokers, who work as middlemen between banks/mortgage lenders and borrowers on the wholesale end to secure financing for homeowners. And there are banks and lenders, that work directly with the homeowner to provide financing on the retail level.

There are pros and cons to both, and sometimes you will have little choice between the two if you have poor credit or a tricky loan scenario.

The majority of homeowners turn to banks when it comes time to get a mortgage. They are the most obvious choice, mainly because home loan services are usually offered at the customer’s primary banking institution.

However, borrowers who have trouble qualifying or need to finance tricky deals will often get turned away at banks. So for these people, using a mortgage broker is often the next best option. Of course, pricing with mortgage brokers can be just as competitive as a bank, so long as the broker doesn’t take too much off the top. Wholesale rates are actually much cheaper than retail interest rates you’ll get with banks.

For example, I know a mortgage consultant who works at a Wells Fargo retail bank branch (example of using a bank directly), and her rates are much higher than Wells Fargo wholesale. And the only way you can access their wholesale rates is through a mortgage broker.

Of course, most borrowers will attempt to secure financing with their local bank before turning to a mortgage broker. Banks are seemingly the more trusted and familiar choice, and often provide borrowers with discounts based on a pre-established relationship. Because the bank already knows a good deal of information about the client, such as the balance of the borrower’s checking and savings accounts, qualifying can be easier and may result in a lower rate.

A broker will only be able to verify such information with the borrower’s cooperation, and may choose not to provide certain information to the lender. This lack of information (stated income loan) could lead to a higher interest rate.

Pros of working directly with a bank:

- Build off existing relationship (discounts and customer service)
- Perhaps more trustworthy, more accountable
- Better interest rates in some cases
- Ability to add mortgage to existing banking profile and make automatic payments from existing accounts

Cons of working with a bank:

- Conservative loan programs
- Do not disclose the yield-spread premium
- Lengthy process, very bureaucratic
- False promises
- They make mistakes
- May overcharge you (commission doesn’t need to be disclosed)
- Incompetence (poorly educated about the home loan process in some cases)

Pros of working with a mortgage broker:

- They do the legwork for you, comparing wholesale mortgage rates from a large number of banks and lenders
- Wholesale interest rates can be lower than retail (bank branch) interest rates
- Brokers must disclose the yield-spread premium
- Can finance tricky deals
- Are typically easier to get in contact with, less bureaucratic

Cons of working with a mortgage broker:

- They make mistakes
- May overcharge you via yield spread premium (how mortgage brokers make money)
- False promises
- Incompetence (poorly educated about the home loan process in some cases)
- May not have access to programs with select banks

That said, your experience can really vary based on who you choose to work with, as some banks and lenders may overcharge you and give you the run-around, while a mortgage broker may do an excellent job and secure a lower mortgage rate for you. And vice versa. It really depends on your situation and the specific bank or broker you ultimately work with, so be sure to shop around and ask for references.