According to SourceMedia's most recent origination numbers, the top five lenders account for almost 50 percent of the market and all indications are that's going to increase. So the small to medium-size lenders need to focus on what they do best and that's the human interaction with the broker or borrower. They need to invest in a very robust point of sale and outsource their processing, because that's not what they specialize in and it's not what's going to differentiate them in the market. And in this type of market, you need a differentiator.

"They need to invest in a very robust point of sale and outsource their processing, because that's not what they specialize in."

So if youre a small to medium size lender, your point of sale should be your differentiator. How quickly can you get the borrower in? How quickly can you get them to electronically sign the disclosure, so they don't go to your competition? How quickly can you get them an AU decision and a rate lock? That's the type of technology they need to invest in — very robust, user friendly, Web-based and easily accessible, so they can gain that edge with the borrower or broker.