Loan Officer

Report: Mortgage Applications Down, Existing-Home Sales Up

5 mins read
July 28, 2016
By
Total Expert

Mortgage application volume decreased 11.2 percent, the Mortgage Bankers Association (MBA) reported. The survey week ended July 22.

The Market Composite Index shows a decrease on a seasonally adjusted basis. There is an 11 percent decrease on an unadjusted basis, the MBA said.

But, volume is up 42 percent compared to this time last year, CNBC reported.

The Refinance Index decreased 15 percent, and the Purchase Index decreased 3 percent. That’s the lowest since February 2016.

One year ago the Purchase Index was 12 percent higher during the same week, the MBA said in a press release.

The Federal Housing Association (FHA) saw an increase in total applications. The same for the Department of Veteran’s Affairs (VA) and the Department of Agriculture (USDA). The increases were under 1 percent.

The average interest rate increased from 3.65 to 3.69. That’s for 30-year fixed-rate mortgages, staying the same at 0.36 with the origination fee for 80 percent loan-to-value loans.

That’s for conforming loan balances being at $417,000 or less.

Interest rates across the board, including those for FHA-backed mortgages, saw increases.

CNBC said that refinance requests are up 72 percent compared to last year. A big part of that is because of Great Britain’s decision to leave the European Union. The decline in the refinance applications comes from increasing rates.

What’s Going On In Real Estate?

Existing-home sales continue to increase this June nationwide, the National Association of Realtors reported. The only exception was in the Northeast.

First-time home buyers made it possible for increased home sales. June was the fourth month in a row to see increases.

The annual adjusted rate climbed to 5.57 million in June. That includes single-family homes, townhomes, condominiums, and co-ops. That’s up 1.1 percent from May, which was set at 5.51 million.

At this rate, sales will continue at the highest pace seen since February 2007, the NAR reported.

An unbalanced supply-versus-demand ratio bogged down some regions. But, traditional buyers were still able to close, chief economist Lawrence Yun said.

Then, lowered interested rates and steady job growth fueled the drive for home buyers of all kinds.

Scanning the market, 2.12 million homes are available for sale, down 0.9 percent in June. The median home price is up, topping out at just under $250,000.

Last year, there were 2.25 million houses on the market. That’s almost a 6 percent decline.

One-third of home buyers in June were first-timers, a 30 percent increase from May.

“The odds of closing on a home are definitely higher right now for first-time buyers living in metro areas with tamer price growth and greater entry-level supply — particularly areas in the Midwest and parts of the South,” Yun said in a press release.

First-timers met the opportunity head on. Lower priced homes and low mortgage rates attracted buyers.

Cash Sales

Twenty-two percent of June sales were cash sales. Individual investors made up 11 percent of this population, a seven-year low. That’s also down from May (13%). Of all investors, 64 percent paid in cash.

Mortgage Commitment

…Is low.

Freddie Mac reported commitment dropped to 3.57 percent in June. Last month, it was set at 3.6.

On The Market

After 34 days, houses were off the market in June, a slight uptick from May (32).

Foreclosures sold after about 50 days on the map, while distressed homes sat only a month.

Short sales were on the market the longest at 156 days. Almost half of all homes sold in June were on the market for fewer than 30 days.

Cities in California, North Carolina and Colorado saw houses leave the market fast. Jacksonville and Wilson, N.C. both had a median time span of 22 days.

In Distress

The NAR reported that foreclosures and short sales made up 6 percent of the market in June, the same as May. That’s only a slight decrease from last year (8%).

Foreclosures hit a low point.

Two percent were short sales, pricing 18 percent below market value.

Condos, Co-ops, & Single Families

Single-family home sales increased from last year.

A 0.8 percent gain, sales increased from 4.88 to 4.92 million in June. That’s up 3 percent from last year. The median price sits just under $250,000.

Condo and co-op sales went up too, topping at 3.2 percent and pricing at $231,000.

Where You’re At

Sales fell and prices increased in the Northeast. Existing-home sales went down 1.3 percent but sit above last year’s numbers (5.6%). The median price tag: $284,800.

There was a sales spike in the Midwest at 3.8 percent – almost 5 percent up from last year. The median price tag: $199,900.

The South remains stagnant from May to June. The region is still up 3.2 percent from last year. The median price tag: $217,400.

Out West, sales went up 1.7 percent but are still below last year’s numbers at 0.8. The median price tag: $350,800.

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What a week. I walked into this industry ten months ago with fresh eyes, full of respect for the impact this industry has on people’s lives. After spending time with our clients and partners at Accelerate—during sessions, hallway conversations, and yes, even at the parties—that respect has deepened. This isn’t just an industry. This is a community of passionate, talented people who don’t simply originate loans or manage portfolios, they create life-changing opportunities for millions. You care deeply about doing this work, and I’m grateful to be building alongside you.

But here’s the thing: we’re at a turning point. What got us here, the strategies that helped us retain and grow in the past, are no longer good enough. You might say it is necessary, but not sufficient, and the cost of waiting is higher than the cost of change. The forces reshaping our industry aren’t on the horizon; they’re sitting at the table. AI technologies, increasingly complex compliance, mergers and acquisitions, shifting consumer demands. It’s not a question of whether we’ll adapt, it’s whether we’re adapting fast enough.  

That’s why, at Accelerate, Joe and I introduced the concept of the “new necessary” as part of our Aim Higher conference theme. Staying relevant (and competitive) requires more than awareness, automation, or clever content. It requires deep, enterprise-ready context that powers systems of intelligence and action. Systems where originators and AI work together in sync—always on, highly consistent, endlessly scalable. Your feedback, and the results we’ve seen so far, tell me we’re on the right track. And. Have a lot to do!

Throughout the conference, I spoke about four pillars of focus: Strengthening the Foundation, Customer IQ, Lead Management, and AI. Here’s a quick tour.

Strengthening the Foundation

This year, we doubled down on the foundation of Total Expert: improving core capabilities, enhancing performance, expanding our ecosystem, evolving user experience. At Accelerate, we demonstrated real progress: faster email delivery, more tools to utilize SMS, automated marketing packages, Sales Manager Dashboards, and new integrations. That’s great progress. More is necessary. We are on it!    

Customer IQ

Agentic AI enables business value when it’s fueled by rich, accurate, and timely context.  The insights and enrichment from Customer Intelligence is necessary and drives great business outcomes. However, more is needed to take full advantage of what’s possible with AI Agents acting as high-performing members of your team rather than wasting time and money on bland generic agents operating with limited context.

That’s why we announced Customer IQ. We are deepening our commitment to dramatically increase context across four dimensions; enrichment and insights, consent, contact/customer information, and relationship history.  As an early example, in December we’ll be releasing new capabilities to enable the collection and aggregation of consent from multiple systems directly into Total Expert. That means our AI Sales Assistant can instantly understand consent and act on it- accurately and efficiently. More context expansions are already queued up for 2026.

Lead Management: Reimagined

We’re launching the first release of our revamped Lead Management in February. This isn’t just a tune-up; it’s a rebuild. From lead ingestion and routing policies to loan officer workflows, admin tools, journey orchestration, and analytics—this release sets the stage for what’s coming next. And it’s just the beginning. Stay tuned for more updates soon.

Agentic AI and AI Services

At Accelerate, we showcased real results from the AI Sales Assistant. Four use cases are live today, and we’re handling millions of calls each month. This volume has accelerated performance most importantly, customer results. With the right combination of context, industry expertise, and integrations into business processes, we’ve unlocked a recipe for success. We’re continuing to expand on this, with exciting new use cases on the horizon.

We also shared our vision on Agentic Management, or the “control tower,” and our early work on AI services like Natural Language Interfaces. These are key to driving more intelligence, more automation, and better user experiences across the platform. A good example of this is the demo of the natural-language data interface, which was a personal highlight for me as a preview of the seamless, intuitive future we’re working toward.

Why this Matters

Our mission is simple: help you retain and grow. How? By enabling you to execute the perfect customer journey, fueled by context, driven consistently by orchestrated journeys, executed by both humans and intelligent agents working in harmony, with a virtuous feedback loop. Always on and enterprise-grade.    

This is the new necessary.  

I’m incredibly fired up about our vision, our momentum, our roadmap, and the amazing work we get to do alongside our clients, partners, and teammates. At the end of the day, it’s not about the technology. It’s about the business value it enables. The customers who are leaning into what we’re building are becoming more competitive. Those that aren’t risk falling behind.

I hope that Accelerate, this post, and our community give you the inspiration and insights you need to chart your next steps toward the new necessary—the why, the how, and the when.  

Thank you, as always, for your feedback, your drive, and your partnership. Let’s keep moving toward the perfect customer journey!

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But how are they doing it in a financial landscape where consumers have more choices and competitors aren’t just in the building across the street?

Even close borrower relationships are growing more complex

Small- to mid-market lenders have been historically hesitant to embrace tech-powered, data-driven strategies because there was a concern that it would dehumanize their connections with borrowers. Which is understandable as community banks and credit unions have built their brands and their reputations on their ability to forge honest, transparent relationships—getting to know their customers and members in ways bigger lenders could only dream of.

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Borrowers expect to feel “known” across every channel; they want the same feeling of 1:1 personalization at every touchpoint. And it’s becoming a genuine challenge for smaller lenders to juggle all the information and orchestrate these hyper-personalized omnichannel experiences.

Using Customer Intelligence + marketing automation to enhance personal borrower relationships

More and more credit unions and community banks are turning to data-driven, tech-enabled strategies to complement—not replace—their personal relationships with borrowers. We’ve seen smaller lenders have tremendous success with Customer Intelligence and our dynamic, automated Journeys because they:

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The smaller size of most credit unions and community banks works to their advantage here. We consistently see these customers go live and start seeing measurable value with Customer Intelligence in as little as eight weeks because they’re able to implement, build, test, and launch faster than larger lenders that have more layers of reviews and approvals.

Smaller lenders driving big value: Customer Intelligence case studies

Dart Bank

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Tucson Federal Credit Union (TFCU)

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Family Savings Credit Union

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Horicon Bank

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Total Expert’s Director of Product Integrations and Innovation, Mike Russell, recently joined Dark Matter Technologies’ Product Evangelist, Craig Rebmann, for an episode of Spotlight Backstage. Their conversation went behind the scenes of the mortgage ecosystem to show how lenders can drive real results by connecting the right people, processes, and technology to create a network of partners and integrations that streamline operations and create better borrower experiences.

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Catch the full conversation on Dark Matter Technologies' website >

Unlocking the Mortgage Ecosystem

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