Industry Spotlight

NPLA Conference Coverage

• by Mark Rothschild, Tucker Wade
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The Private Lending Industry Stands on the Precipice of Transformation By Mark Rothschild & Tucker Wade The private lending industry stands on the precipice of a transformation, influenced by a convergence of factors encompassing economic conditions, market dynamics, and technological advancements. This panel, convened during a session entitled “Forecasting the Future: Expert Predictions on Private Lending,” featured insights and forecasts from Jeff Tennyson of Lima One Capital, Stephan Leccese of Feather Lane Group, Glenn Tatham of Churchill Real Estate, Pavel Tchourliaev of Mortgage Automator, and Ezra Dweck of Ice Cap Group. Panelists shared invaluable insights and predictions regarding the current state of the industry and future challenges and opportunities lenders may encounter. Their discussions revealed a roadmap for lenders to confidently navigate uncertain times. Mark Rothschild, Account Executive of Lending Technology at GoDocs, and Tucker Wade, Senior Director of Legal Compliance at GoDocs, shared their collective perspective on the NPLA Conference and the state of the private lending industry. Rating the Current State of the Industry The industry’s current state is best described as both the “best of times” and the “worst of times,” as observed by Leccese. While the industry may not be as robust as it once was, it continues to present ample opportunities for private lenders who adapt and innovate. Emphasis was placed on the importance of differentiation between the lending market and the broader economic landscape, asserting that success lies in the right strategies. Success in lending, according to Tatham, depends on several factors, including capitalization, distinctive lender characteristics, and an innovative approach to seizing opportunities. The most effective teams can navigate current challenges and excel in their performance. Moreover, having the right personnel and a streamlined organization is imperative for thriving in these turbulent times. A noteworthy shift is happening in the perception of lenders and brokers within the market. Dweck pointed out that brokers now hold a favorable position due to their direct access to capital. This alteration in dynamics has generated an exclusive opportunity for both lenders and brokers in the market. Tennyson summarized the industry’s temperature as “not too hot, not too cold.” He stressed the importance of lenders sticking to their areas of expertise and steering clear of excessive expansion. Tennyson’s take is that focusing on one’s strengths leads to true success rather than pursuing every opportunity. The experts agreed the private lending industry’s health is intrinsically tied to a robust and consistent lending process. In a market where capital is increasingly selective, lenders must showcase a process that ensures the success and performance of loans. Leccese underlined that it is not just about delivering a great customer experience; it is about building customer-friendly loans designed to thrive. Steps to Improve Lender’s Position Panelists discussed several pivotal steps concerning the improvement of a lender’s position. Tchourliaev emphasized the foundational importance of ensuring reliable access to capital for organizations. In their role as loan providers, lenders are entrusted with a dual responsibility: retaining loans on their balance sheets and securing a dependable source of capital. This dual role becomes even more critical in today’s dynamic business environment, where adaptability and easy access to financial resources are paramount. Continuing this theme, the group emphasized a comprehensive and systematic approach to lender diligence. This approach advocates for a departure from the traditional, transaction-oriented model of lending, encouraging lenders to embrace a more holistic lending strategy that extends beyond isolated transactions. This perspective is crucial in today’s economic landscape, where lenders’ strategic positioning heavily depends on the long-term performance of loans. Marginal Challenges and The Search for Value Panelists agreed on the persistence of tight industry margins in the foreseeable future. They emphasized that, in such an environment, lenders must focus on their strengths and innovative approaches to overcoming constraints. Differentiation and value creation will be essential. Specialization is the key to success. Lenders should focus on their primary skills and attract suitable investments and capital. By establishing themselves as experts in their field, they can efficiently overcome the challenges posed by low-profit margins. The panelists also reinforced the importance of self-assessment in today’s environment. Lenders should engage in reflective analysis to identify their strengths and areas of excellence. Simultaneously, they must pinpoint the constraints impeding their progress and explore innovative ways to overcome them. What constraints are holding them back, and how can they overcome those constraints with their strengths? To Sell or To Hold: The Right Approach The talk turned to whether it is better to sell loans or hold them on a line or facility. The group noted the choice depends on finding the right partners. Success can be achieved with either approach as long as the right partners are involved. According to Leccese, having the proper infrastructure for both approaches is crucial. The infrastructure should align with the lender’s strengths and the value they provide to their customers. The key is concentrating on what the lender excels at and enjoys doing. The Role of Technology in the Industry Technology’s role in the private lending sector emerged as a central theme. According to Tchourliaev, there is some hesitation about adopting technology, but forward-thinking lenders embrace it to enhance efficiency. Lenders adopting a digital transformation strategy can streamline their operations, reduce paperwork, and improve the overall customer experience. Adopting technology also opens up opportunities for data-driven decision-making, enabling lenders to assess risks more accurately and offer more personalized lending solutions. As the private lending industry evolves, those who embrace technology are better positioned to stay competitive and provide innovative financial services in an ever-changing market. The panelists discussed the proliferation of systems that can significantly impact business scalability. Third-party companies have stepped up to streamline processes, making technology adoption more accessible and effective. Today’s private lender has many options for using technology to streamline operations, including LOS, Document Automation, Payment Processing, Risk Management, and e-Signature/e-Delivery, among others. The winning combination occurs when a lender’s systems work together in harmony, alleviating stresses in staff (not adding to them) and allowing for sustained growth.