Assuming that you and your firm are in the business for the long haul, you have several levers you can use to increase or maintain production. You can expand existing channels (i.e., hire or steal more originators), get into new channels (i.e., retail if you are currently a wholesale lender, wholesale, correspondent, Internet, etc.), focus production efforts on more profitable products, and/or price more aggressively.

Each of these strategies (even the last one) has worked for lenders in the past and can work in the current market. The challenge is that each also entails risks"risks that if not managed well, can leave you in a worse situation than those lenders who are already running for the hills. How do you enter a new origination channel while managing your cost of expansion? Can you offer a level of service that will enable you to attract new originators without having to pay unsustainable overhead? Do you have a sufficient understanding of your business' costs and profitability to ensure that, whatever you do, you aren't flying blind?

At Del Mar Database we can only be as successful as our customers. The first thing you will hear every time you talk to us is, "What is your strategy? What are your goals? Where are your challenges?" We want to know about your technology needs, but more importantly, your business requirements. If we understand your business needs, it's much more likely that we can offer technology products and services that will help you achieve your overall strategy.

At Del Mar Database we continually strive to be much more than your software vendor. We're dedicated to being your partner. We have built a team of mortgage professionals who understand your business, understand the challenges you are facing, and are focused on providing you with solutions that will give you a competitive advantage. To meet our goal, and be the best partner possible, we need your input. Let us know about your objectives. Tell us where you want your business to be next year. You may be surprised to learn how well we've anticipated your challenges, and how our solutions can effectively help you achieve your goals.

We think we've come a long way over the last few years in providing our customers with more"and bet-ter"technology solutions. We also believe that we've still got a long way to go. Nearly half of Del Mar Database's 80 employees have mort-gage-banking experience, and nearly half of them previously worked at shops that use DataTrac®. Our commitment to providing solutions to your ever changing business needs is unwavering, and with your help — your input — we will continue to be one of your best partners in the industry.

Thank you,

John Walsh