How AI Could Simplify the Mortgage Market

**Jeff Adelson** (0:00)
Welcome to Thoughts on the Market. I'm Jeff Adelson, Morgan Stanley's US Consumer Finance Analyst.

**Jay Bacow** (0:05)
And I'm Jay Bacow, Co-Head of Securitized Products Research, also working at Morgan Stanley.

**Jeff Adelson** (0:10)
Today, how AI could change the way Americans shop for, manage, and refinance their mortgages. It's Monday, August 10th, at 10 a.m. in New York.
The US mortgage market is worth more than $14 trillion, and its performance ultimately depends on the choices millions of homeowners make. Today, refinancing still means shopping around, comparing offers, and working through a lot of paperwork. AI could make that process much easier, especially when rates begin to fall. Jay, you led this work in our AI Mortgage Blue Paper. What's the main way AI could change the mortgage market, and why does the borrower matter so much?

**Jay Bacow** (0:47)
So we think the biggest change would be borrower adoption of using AI agents to manage their personal finance. An agent on your phone could just monitor mortgage rates, compare lenders, reduce the paperwork, and make homeowners more likely to refinance when the economics work. Let's think about what that could be. Historically, only about 30 percent of borrower that had the ability to lower their mortgage rate by 100 basis points did so in a given year. When a borrower went to get a mortgage quote, less than half of them asked more than one lender for a quote.
That agent could go reach out to 30 lenders, ask for a variety of different mortgages, could upload all the documents, could do this all effectively instantaneously, present the homeowner with the best option, allow the homeowner to effectively click a button, and refinance. I think this could be pretty transformative for the mortgage market.

**Jeff Adelson** (1:43)
Now, as we think about this transformation, Jay, mortgage investors still rely heavily on past refinancing behavior trends. If AI makes bar is more likely to refi when rates fall, how could that change the way these investors value mortgage-backed securities?

**Jay Bacow** (1:57)
Well, we all know that past performance is not indicative of future performance, and those models are likely to understate future prepayments. If you get a faster response, it's going to make mortgages more negatively convex, that's going to make the durations shorten. It's likely to widen mortgage spreads by about 10 basis points in our base case.
And now, if that base case were to happen, and we get, let's call it a 100 basis point rally in the future, we think that that could cause something like a 40% pickup in refinance volumes versus our current expectations of what refinance volumes will look like in that 100 basis point rally. Jeff, you cover a lot of the largest mortgage lenders. What does it mean for their business model?

**Jeff Adelson** (2:40)
So, it's pretty straightforward. More borrowers refinancing means more loans for the industry to originate. Today we're still sitting below what I would describe as normalized levels of originations. We're sitting at about $2 trillion of mortgage originations per year. As we think about normalized, we think that's somewhere in the order around $2.5 trillion. So just that $600 billion alone could get us straight there. We tend to think about this more in our bull case where we could see something on the order of $3 trillion of originations or more, still below what we saw during the peak COVID years of about $4 trillion or more, but still pretty meaningful material for the industry now.
For the scale lenders, that can create meaningful operating leverage. Mortgage companies have historically had to hire aggressively when volumes rise, and then they've had to reduce headcount when the cycle turns. AI could allow them to process more loans with the same employee base, making their cost structures more flexible, and reducing the need to rebuild capacity during every single refi wave. But the earnings benefit we don't think will necessarily match the dollar benefit from volumes. If AI makes it easier for borrowers to compare offers, and allows every lender to process more loans, then competition could intensify and pressure gain on sale margins. So the opportunity is a larger market and better productivity. The key question for individual lenders is how much of that volume can they capture without giving too much back through pricing.
Now, as we think about automation Jay, it could bring in more loans but could also intensify competition and reduce the profit lenders can earn when they originate and sell mortgage. So how should investors in your space weigh those two effects?

**Jay Bacow** (4:16)
So the mortgage investors are short the option to the mortgage homeowner of when they can refinance. And if the mortgage homeowner is going to be more efficient about refinancing, the mortgage investor is going to need to get paid more for that. They're going to demand wider spreads, and they're particularly going to demand wider spreads where that option that they're shorting is worth more. That's generally how it's going to play out, but there's also other aspects as well. That duration shortening, because the borrower is more likely to refinance, means that the investors that own that duration will need to buy some more duration against that. You're also going to see more demand for duration is rates rally. So it's going to be a bid for the low strike receivers as our options experts will pay close attention to.