Volume

• Loan types originated as a percentage trend year over year for study group
• Average loan size trend year over year for study group
• Refinance dollars as a % of total dollars trend year over year for study group
• Portfolio dollars as a % of total dollars trend year over year for study group
• Dollar volume by loan type compared to peers
• Average loan size compared to peers
• New portfolio origination dollars by loan type compared to peers
• Portfolio dollars as a percentage of total volume compared to peers
• Loan type dollars originated as a percentage compared to peers
• Unit volume by loan type compared to peers
• Loan type units originated as a percentage compared to peers
• Loan demographics (FICO, CLTV, jumbo) compared to peers
• Second mortgage production, by type and size, compared to peers
• Top states volume as a percentage trend year over year for study group
• Top states volume by dollar and as a percentage of total volume compared to peers

Revenue

• Revenue by line item trend year over year for study group shown in basis points
• Revenue by line item in basis points compared to peers
• Percentage of servicing sold compared to peers
• Gross gain on sale/servicing sold compared to peers
• Economic value/servicing held compared to peers
• Average days on warehouse line compared to peers
• Pricing methodology compared to peers
• % of brokers with delegated underwriting compared to peers
• % of correspondents with full recourse compared to peers
• % of brokers closing in lender’s name compared to peers
• % of correspondents that close in lender’s name with lender’s funds compared to peers
• % of brokers closing in their own name compared to peers
• % of correspondents that close in their name with lender’s funds compared to peers
• % of brokers closing with their own funds compared to peers
• % of correspondents that close with their own funds in their name compared to peers
• % of volume delivered best efforts compared to peers
• % of volume delivered on a mandatory basis compared to peers
• % of AOT volume compared to peers
• % of volume from correspondents selling you loans and servicing compared to peers
• Average month dollar volume per broker/correspondent compared to peers

Expenses

• Expenses by line item and profit from originations trend year over year for study group shown in basis points
• Account Executive Compensation and Efficiency
• Account executive salaries and incentives compared to peers shown in basis points
• Number of account executives compared to peers
• Account executive compensation in dollars and % of incentive compared to peers
• Type of account executive incentives compared to peers
• Account executives reimbursement policies compared to peers
• Account executive salaries and incentives in dollars per loan compared to peers
• Average monthly unit volume per account executive compared to peers
• Average monthly dollar volume per AE compared to peers
• Number of active brokers/correspondents per AE compared to peers
• Average monthly volume per broker/correspondent in dollars compared to peers
• % of AE’s that are inside sales compared to peers
• AE turnover compared to peers
• New hires as a portion of total AE’s compared to peers
• Sales Management Compensation and Efficiency
• Sales management salaries and incentives in basis points compared to peers
• Number of sales managers compared to peers
• Average number of AE’s to sales managers compared to peers
• Average monthly volume in dollars and units compared to peers
• % of producing managers compared to peers
• Annualized sales manager compensation and % incentives compared to peers
• Type of Sales Manager incentives compared to peers
• Total Sales Management expense in dollars per loan compared to peers
• Nonsales Operating Personnel Expense and Efficiency
• Nonsales operating personnel salaries and incentives in basis points compared to peers
• Nonsales operating management salaries and incentives in basis points compared to peers
• Temporary employee expense in basis points compared to peers
• Underwriting expense in basis points compared to peers
• Number of nonsales operating personnel and temps compared to peers
• Annualized nonsales operating compensation and % incentives compared to peers
• Annualized nonsales operating management compensation and % incentives compared to peers
• Number of nonsales operating management compared to peers
• Average number of staff operations personnel per manager compared to peers
• Type of nonsales operating personnel incentives compared to peers
• Nonsales operating salaries and incentives in dollars per loan compared to peers
• Nonsales operating management salaries and incentives in dollars per loan compared to peers
• Average monthly units per customer svc/sales support FTE compared to peers
• Average monthly units per loan registration staff FTE compared to peers
• Average monthly units per locking staff/pricing coordinators compared to peers
• Average monthly units per processing FTE compared to peers
• Average monthly units per closing FTE compared to peers
• Average monthly units per funding FTE compared to peers
• Average monthly units per other nonsales operating personnel compared to peers
• Average monthly units per operations management personnel compared to peers
• Average monthly units per temporary FTE compared to peers
• Average monthly units per nonsales FTE compared to peers
• Average monthly units per underwriting FTE compared to peers
• Average monthly units per nonsales and U/W FTE compared to peers
• Deliveries to registrations ratio compared to peers
• Fundings to applications ratio compared to peers
• Funding to locks ratio compared to peers
• Locks to applications ratio compared to peers
• % of files submitted electronically compared to peers
• % of loans registered online compared to peers
• Operational goal for nonsales FTE (units/FTE/mo) compared to peers
• Number of processing locations compared to peers
• Unit volume per processing location compared to peers
• Underwriting expense and efficiency
• Staff underwriting cost in basis points compared to peers
• DU/LP/ other automated underwriting costs in basis points compared to peers
• Onsite contract underwriting costs in basis points compared to peers
• Offsite contract underwriting costs in basis points compared to peers
• Other underwriting costs in basis points compared to peers
• Number of staff underwriters compared to peers
• Number of onsite contract underwriters compared to peers
• Average annual underwriting compensation compared to peers
• Staff underwriter costs in dollars per loan compared to peers
• DU/LP/other automated underwriting costs in dollars per loan compared to peers
• Onsite contract underwriter costs in dollars per loan compared to peers
• Offsite contract underwriter costs in dollars per loan compared to peers
• Other underwriting costs in dollars per loan compared to peers
• % of delegated underwriting compared to peers

Other Direct Expense

• Production channel level senior management and support staff salaries and incentives in basis points compared to peers
• Temporary employee expense in basis points compared to peers
• Benefits expense in basis points compared to peers
• Outsourcing expense in basis points compared to peers
• Loan expense in basis points compared to peers
• Quality assurance and fraud prevention expense in basis points compared to peers
• Occupancy expense in basis points compared to peers
• Equipment expense in basis points compared to peers
• Business development expense in basis points compared to peers
• Other recurring extraordinary direct expense in basis points compared to peers
• Non recurring extraordinary direct expense in basis points compared to peers
• Other expenses in basis points compared to peers
• Total production channel management and support staff compensation in $/loan compared to peers
• Temporary employee expense in $/loan compared to peers
• Benefits expense in $/loan compared to peers
• Outsourcing expense in $/loan compared to peers
• Loan expense in $/loan compared to peers
• Quality assurance and fraud prevention expense in $/loan compared to peers
• Occupancy expense in $/loan compared to peers
• Equipment expense in $/loan compared to peers
• Business development expense in $/loan compared to peers
• Other recurring extraordinary direct expense in $/loan compared to peers
• Non recurring extraordinary direct expense in $/loan compared to peers
• Other expenses in $/loan compared to peers
• Total other direct expenses in $/loan compared to peers
• Indirect Expenses, Total Expenses and Profit from Originations
• Total revenue in basis points compared to peers
• Total direct expenses in basis points compared to peers
• Secondary marketing expense in basis points compared to peers
• Post closing expense in basis points compared to peers
• Quality control expense in basis points compared to peers
• Information technology expense in basis points compared to peers
• Mortgage company overhead in basis points compared to peers
• Other indirect expense in basis points compared to peers
• Parent allocation in basis points compared to peers
• Profit from Originations in basis points compared to peers
• Total revenue in $/loan compared to peers
• Total direct expenses in $/loan compared to peers
• Subtotal indirect expenses in $/loan compared to peers
• Parent allocation in $/loan compared to peers
• Total indirect expense in $/loan compared to peers
• Total profit from originations in $/loan compared to peers
• Total revenue in $/loan trend year over year for study group
• Total account executive compensation trend in $/loan year over year for study group
• Total Sales management compensation trend in $/loan year over year for study group
• Total nonsales operating compensation trend in $/loan year over year for study group
• Total nonsales operating management compensation trend in $/loan year over year for study group
• Total underwriting expense trend in $/loan year over year for study group
• Total production channel management and support staff compensation trend in $/loan year over year to study group
• Total other direct expense trend in $/loan year over year for study group
• Total direct expenses trend in $/loan year over year for study group
• Secondary marketing expense trend in $/loan year over year for study group
• Post closing expense trend in $/loan year over year for study group
• Quality control expense trend in $/loan year over year for study group
• Information technology expense trend in $/loan year over year for study group
• Mortgage company overhead trend in $/loan year over year for study group
• Other indirect expense trend in $/loan year over year for study group
• Parent allocation trend in $/loan year over year for study group
• Total indirect expenses trend in $/loan year over year for study group
• Total expenses trend in $/loan year over year for study group
• Total profit from originations trend in $/loan year over year for study group

Total Revenue Expense and Profit from Originations

• Revenue, expense and profit from originations by line item in basis points compared to peers
• Revenue, expense and profit from originations by line item in $/loan compared to peers

FTE Efficiency

• Number of employees by position compared to peers
• Units per sales staff per month (AE’s and managers) compared to peers
• Units per nonsales staff per month compared to peers
• Units per nonsales staff, underwriters and temps compared to peers
• Units per sales, nonsales staff, underwriters and temps
• Units per total FTE’s per month compared to peers

Technology

• Website functions and usage compared to peers
• Software vendors compared to peers