Regulations scheduled to take effect this month have prompted the top two home lenders to overhaul loan officer compensation by tying it to sheer volume to a greater degree than before.

Confidential documents prepared by Bank of America Corp. and Wells Fargo & Co. for their respective sales forces and obtained by American Banker offer a window onto the new model. Various bonuses and incentives will be eliminated, though new ones have been added; in at least Wells' case, they are designed to encourage good customer service and sound lending practices.

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