How can LOs differentiate themselves in the current market? For this month’s Mortgage Industry Vibe Check, Jim and Alayna discuss how lenders can find their niche. Also, some thoughts on conference season, and how lenders and vendors can find harmony in shared goals.

How to Up Your Game

Lenders and vendors have different goals. Lenders (generally) want to save money so they can make more shipping loans. Vendors (generally) want lenders to spend money on their tech. So, who wins?

Focusing on the homebuyers could amount to a paradigm shift for both. It might sound cheesy to talk about “the greater good,” but both lenders and vendors need to, first and foremost, recognize that they’re a part of a greater ecosystem; an ecosystem that exists as a means to get homebuyers into homes.

Focusing on the ultimate goal will help to prioritize a greater quality of service, for example. And providing a greater quality of service to meet homebuyer needs is the single best way for lenders to up their game in 2026.

See a need? Meet that need.

First-time homebuyers in need of advice? Be the one that provides that expertise.

Underserved communities confused about the process? Learn about the needs of, for example, Spanish-speaking buyers. If you know Spanish, double down on bilingual resources. If you don’t speak another language, partner with someone who does.

Find your niche. Specialize. Listen to needs, and focus on how to meet them.