00:00I would say that we are gaining a lot of great market share, we are gaining a lot of great
00:05clients throughout all of our lending areas, and we've done that with a very, very professional
00:11team that are very highly focused on doing the right activities that will allow them to originate
00:17great volume regardless of the interest rate environment.
00:28Hi, my name is Daniel Watt and I'm our Executive Vice President, Director of Mortgage and Consumer
00:34Lending for Mechanics Bank. The vision when I came to Mechanics Bank a little over two years ago was to
00:39build a true hybrid bank that has a strong desire for a portfolio as well as has all of the other
00:46lending capabilities from FHA, VA, Fannie Mae, Freddie Mac, USDA and so forth. We recently announced a
00:54definitive merger agreement to combine with Home Street Bank. The great news about that merger is
01:01that it really has no redundancy. We actually are mainly a portfolio lender, we do a little bit of
01:07Fannie Mae lending. Home Street is mainly a lender that works with Fannie Mae, Freddie Mac, FHA financing,
01:15VA, USDA and so forth. So the combined group will be a very formidable organization in which we can
01:22really help more clients throughout the west coast. We compete very well against the big banks and the
01:28beauty of my role as the Director of Mortgage and Consumer Lending, I have direct oversight of all things
01:35including production, pricing, products, sales, fulfillment, underwriting. Our model is very unique is that
01:43we are as competitively priced as the big banks but we desire to deliver an exceptional experience that
01:51rivals the speed of brokers as well as independent mortgage bankers. Upon coming to Mechanics Bank,
01:58one of the things I looked to do was to truly automate as well as to get very efficient in what we did.
02:03Some of the big things we did is really try to build a best-in-class tech stack. So as a good example,
02:10one of our partners, Polly, from a pricing engine perspective has been really instrumental in
02:15streamlining our operations and making sure that our originators have really best-in-class pricing
02:22opportunities as well as making sure that we stay compliant to make sure that we're providing all
02:27the things that we need for our clients as well as our originators. When I first got here, much of the
02:33pricing exercises daily are very manual. So obviously that leaves room for user error, input error.
02:39When we leaned into the Polly pricing engine, it really allowed us to remove much of that. So
02:45not only was it a faster process to get pricing out, but it left less room for operator error,
02:51whereby we literally can set our base pricing and then everything else was calculated, including APR.
02:57That really helps us because once again, we want to make sure that we're being compliant. As we work
03:01very closely with our regulators, with our compliance team, risk and audit, they've been really pleased
03:07with what they've seen with all of this tech stack that we've been able to build out.
03:14While a lot of the industry has really had challenges in this higher for longer rate environment,
03:19our team actually continues to exponentially grow our volume, our pipelines, our fundings and applications,
03:26are continuing to break all time records. That's been really for us, creating an environment and
03:33a platform that is automated, leveraging once again, great technology such as Polly, but doing so with
03:40removing a lot of the layers of kind of red tape and things that really concern originators. We really
03:46keep it simple. We tell our team, we need to be compliant. We're going to do things the right way,
03:50but we're going to remove as much as we can, as far as obstacles that get in the way
03:54of you truly originating and taking care of the client and your customers. We really try to make
04:00sure all areas of the business are streamlined as possible from marketing to the overall loan
04:07manufacturing process. We hire the right individuals and really trust them to do the right thing.
04:12Everything from making sure that we are looking at our loan underwriting from a make sense perspective,
04:18not necessarily being in the box for every deal, to allowing very creative marketing. Things that we
04:24really lean into is having our originators really make sure that they can focus on the dollar
04:30producing activities and the things that get in the way. We really try to minimize those as much as
04:35possible. One of the many things we talk about is, you know, we're going to be as high tech as
04:38possible, but that doesn't take the place of being high touch. We want our team to really focus on the
04:44high touch activities, spending that extra 20 or 30 minutes that you save on a file, really
04:51understanding your client, building trust, rapport, getting to know them and creating value versus,
04:57you know, what's your name, what's your social, what's your date of birth, and inputting that information.
05:01In order to streamline our workflows, we really worked closely to first understand what was happening
05:06within the organization. Then what we did was really look to rethink everything. One of the things that
05:11we've talked to our team about is it's never acceptable to say, well, we've always done it
05:16this way. We really asked and challenged our team to look at everything to say, is that something that
05:21we really need to do? And how can we be more efficient? How can we make sure we're doing things
05:26better? So a lot of what we've done is really gotten voice to the associate, spent time with the
05:31individuals who are client facing, spent time with the individuals who are actually doing the work
05:37to talk to them about where their areas of frustration are, where their areas of kind
05:42of bottlenecks are, and really done our best to remove those. With the build out of our efficiency
05:48model really leaning into automation and digital, we've seen our turn times go from probably about 45%
05:58on the average close time to we're moving at the speed of the transactions. One of the main initiatives
06:03are we will close the transaction of purchase as fast as the transaction needs to be. So we're
06:08seeing very regularly our loan docs going out in the teens. We're closing transactions within the
06:14teens as well. So we'll do whatever's necessary to make sure we can deliver for our clients and our
06:19partners, because we understand that it's not always going to be a 30 day purchase transaction. And we're
06:24seeing that every single day. Prior to us implementing Poly, we used a daily rate sheet and it was very
06:36old school. You have to manually adjust, calculate your adjusters. Today with Poly, everything is
06:42automated, which really allows our originators to not have to worry about manually calculating the final
06:48rate, factoring in the loan level rate adjustments or price adjustments. Poly's been a huge difference
06:55maker in the ability for us to make it less, you know, user prone to error, as well as create a rate
07:02quote very quickly versus our previous model of it being very manual through an old school rate sheet.
07:07Since we made the change to Poly, we've seen great efficiencies. At first, we're all creatures of habit.
07:13Originators will struggle with a change. But as we actually talked to recruits, as we talked to new
07:20hires and they fully vetted us of what we use for a PPE and we told them Poly, a lot of them said,
07:26you know what, I'm used to Poly. I used Poly at my previous company. And so for us, the transition
07:32to Poly was very smooth. We didn't have really any challenges from our originators. And on a day-to-day
07:38basis, it's allowed them to truly be able to streamline their processes as they work to price
07:43loans, as well as provide great quotes compliantly to their customers. What I really tried to do in
07:50all of what we built was be very efficient in our cost structure. And so the relationship's been great
07:56with Poly. They've agreed to grow with us. And I believe it's going to be very beneficial for both
08:01Poly as well as Mechanics Bank. With this pro forma new company, as we combine with Home Street,
08:07will be a much larger organization, not just in the state of California, but throughout the West
08:12Coast. I think one of the best pieces of Poly that our team now has the ability to do is to be able
08:18to quote rates on the go. They can actually be on their phone and not have to tell a customer,
08:24well, let me fire my laptop up so that I can get in and get you a rate quote. They can actually quote
08:29rates to clients on the go from their cell phones, or even if they're in a meeting, if they're out at a
08:35customer's home, that is just a much more seamless way versus having to print a rate sheet and carry
08:40that around with you and then manually calculate your your final rates. We at Mechanics Bank continue
08:47to want to get better every day. So we'll continue to evaluate our tech stack. We'll continue to look
08:54at all of the capabilities out there. Obviously, right now, AI is a big thing in the industry. The future for us will
09:00continue to be doing our best to be state of the art, do our best to be a very efficient, productive
09:06organization that leans into technology, using technology for efficiency and productivity,
09:12and making sure that our team can really focus on the things that technology can't do, which once again
09:17is the human aspect of the business of being the advisor, being the relationship builder, as well as
09:24making sure that we understand what the needs of the clients are and deliver on those needs.
09:28I've been in the industry for over 25 years. What I love about working in the mortgage industry is
09:33it's such a fulfilling opportunity to really help clients with one of the largest transactions of
09:39their life. Now we work really hard. It's a lot of long hours. I start early and I end late, but it's
09:45truly gratifying in the role that I have because I love to really help individuals achieve their goals,
09:53achieve their full potential. So for me, at this stage in my career, I really look to go to an
09:58organization that I can make a great impact, that I could really help individuals achieve production
10:05levels that they can never imagine, that we could take even fulfillment underwriting individuals who
10:10have aspirations to do other things and really help them reach their full potential. So for me,
10:15I can just share my story being raised in Richmond, California, the same place that Mechanics Bank was
10:20formed and founded, showing what hard work home ownership can do to really change your life for
10:27the better. I believe customers will buy homes no matter what interest rates are. So that has been
10:33highly successful for us. We don't desire to be the Starbucks of the mortgage industry. We don't want
10:39loan officers on every corner. We're being very selective in who we hire and it's really served us
10:44well. We are gaining a lot of great market share. We are gaining a lot of great clients throughout all
10:51of our lending areas. And we've done that with a very, very professional team that are very highly
10:58focused on doing the right activities that will allow them to originate great volume regardless of the
11:03interest rate environment.
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