Loan originator pipeline growth has followed a familiar formula: originate a purchase loan, capture a refinance when rates fall and hope the borrower returns for their next home purchase.

But in today’s housing market, that model is producing fewer opportunities. Purchase volume remains constrained, refinance activity is limited and lenders are searching for new ways to generate sustainable revenue. The next phase of growth may not come from finding new borrowers. It may come from serving existing ones differently.

Millions of homeowners have substantial home equity in retirement and are entering a new stage of financial planning. Rather than looking for details ⇒

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