Top executive shares 2026 playbook for brokers
While conventional and agency loans are usually the backbone of a mortgage broker’s business, they might not solve every borrower’s situation.
These situations led more brokers to turn to the non-QM and non-agency space in 2025, and will likely drive more traffic that way in the new year.
One industry executive believes it’s not just about non-agency products in general, but finding specific, unique product solutions.
Tom Davis (pictured top), chief sales officer at Deephaven Mortgage, said that some of the most prominent players in the industry are exploring different solutions, such as bridge loans, to address consumer needs.
“Lending options are going to be important this year,” Davis told Mortgage Professional America. “I think a consumer bridge is a unique product. I surveyed probably eight or nine clients this morning just via text. I asked if it was something you're interested in, and they all said yes. This was some of the largest home builders in the United States and the largest originators.”
Two deals, one customer
One of the biggest challenges in the industry right now is getting sellers to part with their homes and buy new ones. The bridge loan provides funding help while finalizing a new home purchase.
Not only does it help the seller, but having access to that product helps the broker win more business from local realtors.
“Whether the home is listed for sale or under contract, and they need money to go buy their other home, it’s a way for that loan to help the borrower in that transition phase,” Davis said. “But also, it allows loan officers to go to realtors in their backyard and say, ‘I can help you with your buyers transitioning, and so now the realtor gets to sell their house, and also helps them with buying the house.
“So they get two deals, and then the originator helps them with the consumer bridge, and then helps them with the purchase of the new house. And those are two deals. I think it's a great product for originators to serve borrowers, but also help their realtor partners in moving real estate.”
Davis stressed the importance of keeping that strong relationship with local realtors. He also encourages brokers and originators to identify realtors working for companies that control a large percentage of the active listings.
“The top 5% of realtors in the United States control 90% of the listings,” he said. “The bottom 95% of realtors have 10% of the listings. So we're telling our customers and LOs that you need to be tactical and strategic and target the top 5% of realtors who actually have the majority of the transactions. Half the originators in the country aren't producing deals because they're calling on the bottom 95% of realtors, who only have 10% of the listings.”
By promoting a wide range of products to your local realtors, Davis said you can become the go-to loan originator in your area, especially at a time when more borrowers need unique loan solutions.
“Leverage these products and master these products,” he said. “This is a way for you to differentiate yourself in the market compared to everyone else you know. If competitors don't have these products, and they're not specializing in these products, then it's a great opportunity for them to tap into realtors who actually have the deals in the marketplace.”
Thriving in a tough market
Davis said that brokers who are using a wide range of lending products are finding success even in tough market conditions.
“We're seeing folks in today's market thriving in a challenging market and growing their business,” he said. “And it's by leveraging these products and having solutions for their referral partners and borrowers.”
From political uncertainty and tariff debates to rising credit costs and AI disruption, Jonathan Hornik of NPLA outlines the key forces that will define mortgage lending in 2026. https://t.co/Imft4PiejH
— Mortgage Professional America Magazine (@MPAMagazineUS) January 5, 2026
He encourages brokers to reach out to every recent customer to encourage them to take advantage of the built-in equity they’ve accumulated.
“Every single client that you've ever done a loan with over the last, let's call it 10 years, they all have equity,” Davis said. “They more than likely want to renovate their homes because of the age of the housing stock. All these products allow you to stay engaged and have something to talk about outside of just your traditional agency products.”
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