For production builders, a sale isn’t truly a sale until the keys change hands. Between signed contract and closing, a lot can go wrong—and when it does, the consequences ripple far beyond a single lost transaction. Contract fallout doesn’t just hurt revenue. It can create compliance issues with financial partners, strain cash flow, and put future projects at risk.
Builders can improve the likelihood of a sale going through by helping buyers identify the appropriate type of mortgages for their life and financial situation. The more they can help with funding, the more deals will close overall.
That’s why choosing the right mortgage partner is a vital strategic decision for volume builders.
The Buyers You Can’t Afford to Lose
In today’s market, a growing share of buyers don’t fit the traditional lending mold. Self-employed borrowers, first-time buyers with non-traditional income, buyers whose credit histories don’t tell the whole story, these aren’t outliers; they’re an increasingly significant portion of the demand pipeline. And in times of economic volatility, even well-qualified buyers can find themselves on the wrong side of a debt-to-income threshold if rates shift during the construction window.
Builders who work with lenders limited to conventional loan programs are leaving deals on the table—ones that may not seem doable or worth pursuing but are actually promising, if the right financing can be secured. “Even if a buyer has been turned down in the past, we’re able to look at more options for them than a traditional mortgage lender can,” says Damien Mercer, executive vice president, builder division, CrossCountry Mortgage.
That ability to say yes more often, across a wide range of buyer situations, is what separates a transactional lender from a true strategic partner.
A Loan for Most Types of Buyers
CrossCountry Mortgage is the nation’s No. 1 retail mortgage lender, and their product portfolio reflects that scale. In addition to the full range of conventional, FHA, VA, and USDA programs, CCM offers an extensive suite of in-house, non-qualified mortgage products, giving them the flexibility to consider a wider range of borrower profiles.
In addition to retail borrowers, CCM can also work directly with builders as a preferred lender or in other types of strategic partnerships. Those structures may include compliant marketing and partnership structures such as marketing service agreements, closing cost concession programs, and co-marketing arrangements. For builders, the practical implications are significant. “If we get a buyer, we make sure we give them the best chance to qualify for a mortgage,” says Mercer.
CCM’s product sheet currently spans more than 100 loan products through more than 200 investors. A self-employed buyer could qualify using bank statements rather than tax returns. A retired buyer on a limited income could qualify on liquid assets alone. Investors could finance properties based on rental income.
“Our scale and flexibility mean we can help builders really work their pipeline and put more people in homes,” Mercer says.
A Partner Invested in the Outcome
Scale matters, but so does commitment. CrossCountry services approximately 95% of the loans it originates—meaning it retains the relationship long after closing.
CCM’s preferred lender model also reflects that commitment. As the top originator of retail loans, they bring their strength and scale to the table for builders. “That puts us in the best position to be able to service their buyers,” Mercer says. “We’ve got what it takes to get deals done.”
For builders evaluating their lending partnerships, the question isn’t just whether their current lender can handle the straightforward deals. It’s whether they have the range of products, the flexibility, and the commitment to protect most deals—including the ones that require a second look. With CrossCountry Mortgage, the answer is a definitive yes.
Find out what a CCM preferred lending partnership can do for your business at crosscountrymortgage.com/builder.
No. 1 Retail Mortgage Lender designation sources: Scotsman Guide, Public Record Data
Equal Housing Opportunity. All loans subject to underwriting approval. All borrowers must meet minimum credit score, loan-to-value, debt-to-income, and other requirements to qualify for any mortgage program. Certain restrictions apply. Call for details. CrossCountry Mortgage, LLC NMLS3029 (www.nmlsconsumeraccess.org).