Rethinking Originations: Smarter Ways to Build Volume in 2026

Mortgage lenders entering this year may want to consider not depending on a single origination channel or assuming market conditions will drive growth. Sustainable performance requires a deliberate, diversified approach—rethinking both the sources of volume and the efficiency of production. Institutions that recalibrate their strategies now will be best positioned to navigate volatility and capitalize on emerging opportunities.

For distributed retail lenders, adding a wholesale component can deliver incremental volume without the fixed costs associated with expanding retail headcount. Strategic partnerships with select mortgage brokers offer a compelling value proposition: while pricing may not always lead the market, borrowers gain access to a trusted local lender rather than an impersonal national platform. Relationship equity remains a differentiator in many markets.

Equally critical is the development or enhancement of a consumer-direct channel. This model enables lenders to capture refinance opportunities rapidly and defend servicing portfolios without incurring elevated commission structures. When rates move, speed is a competitive advantage—and consumer-direct capabilities serve as a protective moat around MSR assets.

Beyond traditional channels, lenders should evaluate specialized niches to diversify revenue streams and stabilize production cycles. Segments such as HECMs, HELOCs, multifamily lending, non-QM/DCSR, and SBA loans often exhibit different demand patterns than conventional first-lien mortgages, providing resilience when core origination slows.

For small and mid-sized lenders, incremental volume from diversified channels can be the difference between survival and strategic growth. The objective is not indiscriminate expansion, but intentional design—aligning channel mix with capital structure, staffing capacity, technology infrastructure, and long-term objectives. In 2026, success will favor lenders who think beyond the traditional retail paradigm and execute with discipline.

MBS Financial Services supports the following areas:

• Growth Strategy – We can help you plan and execute a growth strategy.

• Hedging & Pipeline Risk Management - Dr. Schell can help explain how hedging functions, the benefits of hedging, and the risks associated with the activity. See blog posts.

• Technology must align with a firm's strategic objective. Every mortgage lender's technology infrastructure significantly impacts its customer experience and employee workflow. MBS will help select, configure, and deploy the best technology solution.

• Executive Development - Leadership is a learned skill. Dr. Schell can teach you to be an amazing leader, an effective manager, and an inspiring coach that can foster a vibrant culture.

• Accounting Services – Dr. Schell, CPA, leads the accounting services team to become your outsourced accounting department. This alternative makes more and more sense for companies wishing to focus on their core business and also want trustworthy accounting and financial reporting support.

About Dr. Schell:

Dr. Andy Schell, Ph.D., DBA, MSML, MBA, CPA/CFF, CMB

Dr. Schell is CEO, Managing Partner, and Co-Founder of Mortgage Banking Solutions and the Founder of MBS Financial Services ("MBS"), based in Austin, Texas. Dr. Schell is known for his ability to turn "vision into reality" and "chaos into order" as he finds creative solutions to the challenges his clients face addressing Revenue Stability, Technology Enhancement, Financial Management, and Workflow Efficiency.

He has 4 decades of experience as a strategist directing the activity of both small and large groups of employees including mortgage lending activity at Bank of America. His leadership knowledge extends from his hands-on experience and his academic training in his MBA, his master's degree in leadership, and his doctoral work to examine employee dynamics given leader stimulus

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http://www.mbs-team.com/#!andy-bio/caos 

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DoctorSchell@MBS-Team.com ; (512) 501-2812;