Welcome to this month’s episode of the Market Advantage podcast by Optimal Blue. Hosts Olivia DeLancey and Mike Vough discuss the June 2025 Market Advantage report, including notable shifts in loan sale execution and pull-through trends. They’re joined by Rob Kessel, founder of Panoramic Capital Advisory and Consulting, who brings decades of capital markets expertise to the conversation.

Rob shares insights on capital markets training and secondary marketing strategy, covering foundational concepts like the best efforts versus mandatory spread, pull-through modeling, and loan sale execution. He emphasizes the importance of transparency, data-driven decision-making, and continuous education in maximizing lender profitability. The conversation also explores how AI and evolving technologies are reshaping the mortgage landscape.

Key Takeaways

• Loans sold to aggregators dropped from 38% to 35%, while agency-backed executions rose, highlighting a shift in lender strategy amid changing market conditions.
• Purchase pull-through rates climbed to nearly 85%, suggesting stronger borrower commitment even as rate volatility introduces new hedging complexities.
• Understanding the best efforts versus mandatory spread is crucial for lenders deciding when to take on risk and how to price loans effectively.

• Subscribe to the Market Advantage data report: https://engage.optimalblue.com/market-advantage
• Follow Optimal Blue on LinkedIn: https://www.linkedin.com/company/optimal-blue/
• Subscribe to Optimal Blue’s YouTube channel: https://www.youtube.com/@Optimal-Blue
• Follow Rob Kessel on LinkedIn: https://www.linkedin.com/in/rob-kessel-66776a6/
• Learn more about Panoramic Capital Advisory and Consulting: https://panoramiccap.com/
• Follow Mike Vough on LinkedIn: https://www.linkedin.com/in/michael-vough-60467826/
• Follow Olivia DeLancey on LinkedIn: https://www.linkedin.com/in/olivia-delancey/

Mentioned in this episode:

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