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Fannie Mae Sales

To provide reliable, affordable mortgage financing in all markets at all times, expanding access to housing for all Americans through innovative solutions and partnerships

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To provide reliable, affordable mortgage financing in all markets at all times, expanding access to housing for all Americans through innovative solutions and partnerships

Strengths

  • NETWORK: Extensive lender relationships across 1,400+ institutions
  • TECHNOLOGY: Advanced digital mortgage platform processing 65% of loans
  • CAPITAL: Strong liquidity position with $27B in reserve capital
  • DATA: Proprietary housing market data across 145M properties
  • BRAND: 85% recognition among homebuyers as trusted housing partner

Weaknesses

  • REGULATION: Heavy regulatory oversight limiting market flexibility
  • INNOVATION: Slower adoption cycle for new mortgage products
  • TALENT: 23% turnover in specialized revenue roles last year
  • INTEGRATION: Fragmented CRM systems across 3 business units
  • PRICING: Less competitive rates in certain high-risk markets

Opportunities

  • DEMOGRAPHICS: 67M millennials entering prime homebuying years
  • DIGITAL: Expanding self-service mortgage options for digital natives
  • ESG: Growing demand for green mortgage products, $145B market
  • PARTNERSHIPS: Fintech integration to streamline loan processing
  • UNDERSERVED: Addressing 31% homeownership gap in minority markets

Threats

  • COMPETITION: Private lenders capturing 18% more jumbo loan share
  • RATES: Rising interest environment suppressing refinance volume
  • RECESSION: Housing market volatility with potential 14% correction
  • POLICY: Changing administration priorities affecting GSE structure
  • DEFAULT: Increasing delinquency rates in post-pandemic economy

Key Priorities

  • DIGITAL: Accelerate digital mortgage platform adoption by 35%
  • TALENT: Restructure revenue team with specialized market expertise
  • UNDERSERVED: Develop targeted programs for first-time homebuyers
  • PARTNERSHIPS: Expand fintech ecosystem for loan origination
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To provide reliable, affordable mortgage financing in all markets at all times, expanding access to housing for all Americans through innovative solutions and partnerships

DIGITAL TRANSFORMATION

Revolutionize mortgage experience through technology

  • PLATFORM: Increase digital mortgage application adoption to 75% of total volume by enhancing user experience
  • AUTOMATION: Reduce average loan processing time from 27 to 18 days through AI-powered underwriting
  • INTEGRATION: Connect platform with 95% of lender systems for seamless data exchange and tracking
  • ANALYTICS: Deploy predictive analytics dashboard for lenders with >85% adoption rate
TALENT EXCELLENCE

Build specialized revenue team for future growth

  • HIRING: Recruit 25 digital mortgage specialists across key growth markets by end of quarter
  • TRAINING: Upskill 100% of revenue team on AI-powered sales tools with certification program
  • RETENTION: Improve revenue team satisfaction score from 72% to 85% through career pathing
  • PRODUCTIVITY: Increase revenue per employee by 15% through enhanced enablement tools
INCLUSIVE GROWTH

Expand homeownership access for underserved markets

  • PRODUCTS: Launch three specialized mortgage products for first-time homebuyers with flexible terms
  • OUTREACH: Establish partnerships with 50 community organizations in underserved areas
  • EDUCATION: Deploy digital financial literacy program reaching 100,000 potential homebuyers
  • VOLUME: Increase loan originations in minority communities by 20% quarter-over-quarter
PARTNERSHIP SYNERGY

Create powerful network effects through collaboration

  • FINTECH: Integrate with 10 leading fintech platforms to streamline loan origination process
  • API: Launch developer portal with 15 new APIs enabling partner innovation in mortgage space
  • ENGAGEMENT: Achieve 90% adoption rate of partner portal across lender network for transparency
  • CO-CREATION: Develop 3 joint mortgage products with key lending partners for specialized markets
METRICS
  • Loan Volume Growth: 15% YoY
  • Customer Acquisition Cost: $1,850 per loan
  • Digital Adoption Rate: 80%
VALUES
  • Customer Focus
  • Excellence
  • Integrity
  • Inclusion
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Align the learnings

Fannie Mae Sales Retrospective

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To provide reliable, affordable mortgage financing in all markets at all times, expanding access to housing for all Americans through innovative solutions and partnerships

What Went Well

  • VOLUME: Exceeded quarterly loan acquisition targets by 12% YoY growth
  • DIGITAL: 34% increase in digital application submissions through portal
  • RETENTION: Improved customer retention rate to 76% from 68% last year
  • PARTNERSHIPS: Successfully onboarded 24 new lender relationships in Q1

Not So Well

  • EFFICIENCY: Cost per loan acquisition increased 8% above target metric
  • INNOVATION: New product launch delayed by compliance review processes
  • COMPETITION: Lost 5% market share in jumbo loan segment to competitors
  • VELOCITY: Average time to close remained 7 days above industry standard

Learnings

  • SEGMENTATION: More granular approach needed for emerging markets focus
  • INTEGRATION: Better alignment between marketing and sales activities
  • DATA: Enhanced analytics capabilities required for real-time decisions
  • TRAINING: Revenue team needs specialized skills in digital mortgage

Action Items

  • AUTOMATION: Implement AI-driven loan approval system by end of Q3
  • TALENT: Recruit specialized digital mortgage specialists in key markets
  • PROCESS: Streamline compliance review for 40% faster product launches
  • ANALYTICS: Deploy real-time dashboard for lender performance metrics
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To provide reliable, affordable mortgage financing in all markets at all times, expanding access to housing for all Americans through innovative solutions and partnerships

Strengths

  • DATA: Vast mortgage dataset spanning 30 years for AI training
  • INFRASTRUCTURE: Cloud migration completed allowing AI deployment
  • TALENT: Established AI center of excellence with 45 data scientists
  • ADOPTION: 78% of underwriting now uses automated decision models
  • INVESTMENT: $120M committed to AI initiatives over next 3 years

Weaknesses

  • INTEGRATION: Legacy systems limiting full AI implementation
  • PRIVACY: Data governance concerns with customer information
  • ALIGNMENT: Inconsistent AI strategy across business units
  • SKILLS: 40% skills gap in AI-ready revenue personnel
  • EXPLAINABILITY: Black-box AI models challenging for compliance

Opportunities

  • PERSONALIZATION: AI-driven custom mortgage recommendations
  • EFFICIENCY: Reduce loan processing time by 65% with AI automation
  • RISK: Enhanced predictive models for default prevention
  • INCLUSION: AI algorithms to expand credit access responsibly
  • INSIGHTS: Real-time market intelligence for lender partners

Threats

  • COMPETITORS: Fintech startups deploying AI for faster approvals
  • BIAS: Algorithmic bias concerns in automated underwriting
  • REGULATION: Emerging AI governance requirements
  • SECURITY: Increasing sophistication of cyber threats to AI systems
  • ADOPTION: Lender resistance to new AI-powered platforms

Key Priorities

  • AUTOMATION: Deploy end-to-end AI loan processing platform
  • INTELLIGENCE: Launch AI market forecasting tools for partners
  • GOVERNANCE: Establish transparent AI ethics framework
  • TRAINING: Upskill revenue team on AI-powered sales enablement