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Mortgage brokers

Stop asking lenders:
“Can you do this deal?”

Because the answer is usually “yes”... until underwriting finds the reason it’s “no.”

75 questions to expose what a lender really funds before you waste your time—or your borrower’s.

Does this sound familiar?

A borrower brings you a deal.

You spend the next few days collecting everything you need.

▪ Bank statements

▪ Leases

▪ Credit

▪ Experience

▪ Property information

▪ Everything

You package everything up.

Then you send the deal to 3–5 lenders.

You wait for responses.

Follow up.

Compare terms.

Finally, you find the lender that looks like the perfect fit.

The borrower is ready.

You’re ready.

The lender seems ready.

The deal moves forward.

Until underwriting says:
“Sorry. We can’t do this deal.”

And suddenly you discover a guideline nobody uncovered at the beginning.

Maybe it’s seasoning.

Maybe it’s liquidity.

Maybe it’s borrower experience.

Maybe it’s the property.

Maybe it’s an appraisal requirement.

Or some obscure restriction you didn’t even know you needed to ask about.

Whatever it is...

You’re back to square one.

You’ve lost days.

Your borrower is frustrated.

You’re frustrated.

And now you’re calling lender #2—hoping they don’t find something else.

Here’s what we were doing wrong.

We were spending hours qualifying borrowers...

But barely any time qualifying our lenders.

What we knew

Rates. Max LTV. Minimum FICO. Loan amounts.

What we asked

“Can you do this deal?”

“Can you do this deal?” is the wrong question.

You don’t just need to know why a lender would fund a deal.

You need to uncover every reason they won’t—before you give them the deal.

Qualify
the lender.

Before you trust a lender with your borrower’s deal, know the box you’re putting it in.

Before you send the deal, find out:

01

What do they REALLY fund?

02

What immediately kills a deal?

03

What reduces leverage?

04

Where do they make exceptions?

05

What borrower characteristics change the deal?

06

What property characteristics create problems?

07

What looks acceptable at submission...

08

...but becomes a problem in underwriting?

That is the information you want before sending. Not after.

Questions became a system.

My name is Eugene Nilus, founder of Y2 Lending.

We help real estate investors finance investment properties through private, hard money and non-QM lending solutions.

And we used to make the same mistake.

We’d get a deal, find lenders whose published guidelines seemed to fit, send it out—and sometimes discover much later that a guideline, restriction or exception prevented the lender from funding it.

We watched potential business disappear because we were spending too much time trying to place deals instead of first understanding exactly what our lenders would and wouldn’t fund.

Eventually, we changed the way we talked to lenders.

We stopped relying only on surface-level guidelines.

We started asking questions.

Lots of them.

And over time, those questions became a system.

The Lender Interrogation Playbook™ is that system, organized for mortgage brokers.

What could the wrong lender be costing you?

A completely hypothetical example. Actual loan amounts, compensation and results vary.

Interactive estimate

Set your monthly cost.

Choose the average loan size you want to use.

Loss per deal$4,000
Annual loss$96,000

And this Playbook costs only $37.

The Lender
Interrogation
Playbook™

75 questions that expose what a lender really funds before you waste your time—or your borrower’s.

Instead of simply asking “Can you do this?” you’ll know what to ask to uncover the lender’s:

✓ Credit requirements

✓ Experience requirements

✓ Liquidity and reserve requirements

✓ Property restrictions

✓ LTV / LTC limitations

✓ Seasoning requirements

✓ Appraisal requirements

✓ Entity requirements

✓ Exceptions

✓ Leverage reductions

✓ Deal killers

✓ Sweet spots

Know the lender’s box before you put your borrower’s deal inside it.

Stop placing deals like this.

BEFORE / REACTIVE−
1

Deal comes in

2

Gather documents

3

Send to 3–5 lenders

4

Wait / follow up / compare terms

5

Choose lender

6

Underwriting

×

Surprise guideline

8

Start over

AFTER / DELIBERATE✓
1

Interrogate lender

2

Understand their lending box

3

Know their deal killers

4

Deal comes in

5

Identify the right lender

6

Submit with confidence

You probably don’t need more lenders.

Every week there’s another lender.

Another account executive.

Another rate sheet.

Another webinar.

Another lender asking for your business.

And your lender database keeps getting bigger.

But when a difficult deal hits your desk, do you immediately know who to call?

Or do you still send the scenario to 3–5 lenders asking: “Can you do this?”

If it’s the second one, your problem may not be access to lenders.

Your problem may be understanding the lenders you already have.

What is one dead submission costing you?

Forget about the commission for a second.

Think about the time.

Chasing documents.

Reviewing the file.

Packaging the deal.

Contacting lenders.

Following up.

Comparing terms.

Communicating with the borrower.

Then discovering... the lender was never going to fund it.

ONE PAYMENT / INSTANT DOWNLOAD$37

If one question helps you uncover one deal killer before you spend days pursuing the wrong lender, what would that be worth?

The next time you talk to a lender...

Don’t just ask:
“Can you do this deal?”

⚡

What would make you NOT do it?

⚡

What reduces leverage?

⚡

What creates an exception?

⚡

What kills the deal?

⚡

What does underwriting know that you haven’t asked yet?

⚡

What changes the deal after submission?

Because the best time to discover a lender can’t fund your deal... is before you send it to them.

THE LENDER INTERROGATION PLAYBOOK™For mortgage brokers · One payment · Instant access