Loan officers switching from A paper to subprime mortgage lending often have difficulty. Their world has looked on B and C lenders as unethical gougers taking advantage of uneducated and ill-informed borrowers.

Nothing could be further from the truth. Prime quality loan originators need to be educated about the social good in which they will be engaged as subprime lenders. Unfortunately, experience shows that many will not be able to make the mental shift.

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