Costco Mortgages

Written by Jim the Realtor

April 26, 2012

Thanks Mr T!  From cnn.money.com:

NEW YORK (CNNMoney) — Not only can Costco shoppers find bulk-packs of chicken wings, 24-rolls of toilet paper and large-screen TVs at a discount, they can now land themselves a mortgage.

After a year of testing, Costco is rolling out a full-service mortgage lending program on its website in partnership with First Choice Bank, a New Jersey-based community bank, and 10 other lenders.

Costco’s partners have issued more than 10,000 mortgages to members under the program. But Lauren Kutschka, Costco’s manager of financial services, expects that number to swell as the warehouse retailer markets the service more aggressively to millions of members in its stores and in its weekly publication Connection.

“I went in to buy some bottled water, big bags of chips, cereal and some Nutri-Grain bars that I eat on my route,” said Ray Sheets, a FedEx courier from Canton, Ga. “I saw a home loan brochure on my way out and picked it up.”

Sheets went onto Costco’s site, put in his information and quickly accessed offers from four lenders. The rates, closing costs and terms were listed up front. And the closing costs — of about $2,500 — were about a third of what he would have had to pay through other lenders, he said.

Within a few weeks, Sheets refinanced his $170,000, 15-year fixed mortgage carrying a 4.25% rate into a 30-year loan with a rate of 4%. The move lowered his monthly payment by nearly $500 to $811 a month.

Mortgages are just one of several financial products available to Costco’s members. The warehouse club also offers health and auto insurance, as well as stock brokerage services, said Kutschka.

Up next: Auto loans and student loans.

“We’ve always known that our members wanted more financial services,” she said. “Right now, we offer recreational vehicle and boat loans and we’re going to add auto loans to that. We’re also looking to offer student loans.”

Costco had started offering mortgages a couple of years ago but the service provider it was using didn’t share enough details about how it was dealing with Costco’s members, said Kutschka. So Costco started over from scratch, partnering with First Choice Bank to build a new mortgage lending portal.

Much like LendingTree, the site gathers quotes from various lenders. However, there is one key difference. Under the Costco program, the borrower’s identity is revealed only after they officially select the lender, said John Alexander, business development director at First Choice.

With many other lead-generation sites, the consumer fills out an application and any lender can make an offer and begin sending marketing communications to the applicant without restrictions.

Costco members will still need to do their homework and compare offers, though, said Keith Gumbinger of mortgage information company HSH.com. Even after a year of testing, Costco’s service is still new.

First Choice said it will police the other lenders to ensure they comply with Costco’s policies, which include giving accurate rates and terms and following up quickly on questions and requests. The technology enables Costco to monitor individual applications and make sure they are handled properly and expeditiously.

Costco takes no profit on the lending itself, but it does get paid to market the service.

9 Comments

  1. Just some guy

    Uh oh, JtR, it looks like Susan has some competition to worry about!

  2. Mitesh Damania

    Costco realtor is the next big thing.

  3. Jim the Realtor

    They already tried and gave up on the costco realtor, and they’ll have the same problem with mortgages.

    If you are squeaky-clean and don’t mind the usual mis-direction and delays you get from mediocre loan reps, then yippee, you might save a couple of bucks.

  4. avgjoe

    you get what you pay for. whatever happened to walmart entering the banking business?

  5. gary Thompson

    I think the squeaky-clean buyers will be skimmed off the top of the pile and the more difficult loans will be passed on to others. This will enable Costco to cut lending costs to the bone. Costco is very competitive in its marketing and pricing and it’s probably not by accident!!

  6. shadash

    Try and win a bidding war with a loan officer that it’s working every angle to get your offer through.

    Think about it. If you were a seller would you rather work with a loan officer that appears professional and hungry for the deal. Or, a punch-clock worker that is trying their best to balance the needs of multiple loans that they’re trying to get through.

  7. livinincali

    Plenty have tried but nobody has been able to bring the razor thin margin, high volume business model into real estate. Might be able to do it in commercial real estate or investor owned real estate where there’s no emotions involved.

  8. andrewa

    @Livinincali

    You hit the nail dead on the head there sunshine!

  9. Jim the Realtor

    Costco is just marketing the service of existing mortgage companies, hoping that people get caught up in the Costco name-recognition enough to endure the usual bumps in the mortgage road.

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