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� 1327 14th St NW #101, Washington, DC 20005
� 185 Admiral Cochrane Dr, Ste 205, Annapolis, MD 21401
� 437 Memorial Dr, SE Suite 2-A, Atlanta, GA 30312
p: 202.899.2600 w: downscapital.com
NMLS #15622
DOWNS CAPITAL IS PART OF CALIBER HOME LOANS
EXPERIENCEWINS REAL STORIES
IN REAL ESTATE LOANS
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
WHO IS DOWNS CAPITAL?
Downs Capital is a tight tribe of mortgage experts. We’re a unit of
Caliber Home Loans, the fi fth largest purchase lender in the United
States, and we’re licensed in all 50 states. Caliber makes $3.3 billion
in mortgages every month.
Our scale allows us to o� er great loans for all types of customers; our expertise enables us to
accelerate the lending process. The fact that we keep 98 percent of the loans we make speaks
to our commitment to our customers and their long term fi nancial health.
We are simply not a love ‘em and leave ‘em group; we’re interested in long term relationships,
which may be why 80 percent of our clients return to us when it comes time to refi nance or buy a
new home.
We get things done, even when there are hurdles to jump, timelines to meet, challenging or
unique properties, and clients that need education about the lending process.
Frankly, we’re persnickety fi nance geeks who sweat every detail of every transaction. We just
can’t help it. We love this business.
PARTNERS
Mortgages are about relationships. We are in love with our clients and will go to the ends of the
earth to help them build wealth by matching the right mortgage to their lives.
Yet our business isn’t only about clients; it’s about you. We must earn your trust fi rst and
always. You are our partner, in every sense of the word.
OUR COMMITMENTS TO YOU
Your clients will receive white glove service, and the transaction will not be derailed by hiccups in
the process. Our lending process is driven by understanding, not piles of paperwork.
We take great care to understand your client: What is your client trying to achieve? Not just
for now, but in life? Will they stay in the home for a couple of years, or 20 years? What is their fi nan-
cial situation, now and going forward? Do they have specifi c investment goals?
We understand the process: What documentation is really necessary? We assemble just
enough of the right evidence to shine a positive light on your client. Then we submit and tightly
manage the fi le through underwriting. We are by nature over-communicators, so you will always
know precisely what is happening, and when.
We get to know you and your business. What can we do to help your clients? How can we
enable you to do more business? How can we help YOU?
We appreciate that your client is our client, and vice versa. We’re both in this for the long
haul. Every time your client calls us, we’ll always keep you top of mind.
FRANKLY, WE'RE PERSNICKETY FINANCE GEEKS WHO SWEAT EVERY DETAIL OF EVERY TRANSACTION.
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
WHY DOWNS CAPITAL?
EDUCATION ANDPLANNING
Your clients will truly grasp
the market and fi nancial
benefi ts of ownership — the
nitty gritty and practical
information that is often
overlooked, but transforms
buyers into confi dent
homeowners.
KNOWLEDGE
We love this stu� . You’ll
always fi nd us waist deep in
research and exploring the
market. Plus, we have
decades of experience in
every situation a buyer may
face. Sharing knowledge is
our thing, so look to us to
bring success to you and
your clients.
MISTAKE-FREE
Emphasis on prequalifying
your clients allows us to
gather vital insights and do
the heavy lifting early. So,
when it’s time to get the loan
approved, we can do it in
record time and swiftly move
to close the transaction.
SPEED-TO-CLOSE
The art of a lightning fast
close is equal parts brains
and technology. We intelli-
gently prepare our clients
and underwriters so that
there are no obstacles to
closing quickly — and right
on time.
100%OF LOANS CLOSE WITHOUT DELAY
55%QUALIFY FOR FULL DIGITAL MORTGAGE
EXPERIENCE
65%CLOSE IN LESS THAN 20 DAYS
75%OF CLOSING DISCLOSURES
COMPLETED MORE THAN 10 DAYS
BEFORE CLOSING
72%OF APPRAISALS FINALIZED IN 10 DAYS OR LESS
82%OF LOANS APPROVED
IN 10 DAYS OR LESS
100%OF PHONE CALLS RETURNED SAME
BUSINESS DAY
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
OUR PORTFOLIO
CONVENTIONAL LOAN PROGRAMS
Conventional Conventional loans are not insured by the FHA or VA. Generally, these are a
good option for homebuyers with higher credit scores and stable employment
histories.
HomeStyle®
Renovation
A HomeStyle Renovation Mortgage allows renovation funding equal or up to
50% of a property’s post-renovation value and is available for new and exist-
ing homes – even new construction!
Home Possible®
HomeReadyTM
Both Home Possible and HomeReady allow low down payments (3%) with
subsidized pricing along with income and asset fl exibilities. Home Possible
is a Freddie Mac loan program , while HomeReady is a Fannie Mae loan
program. Both are designed to extend the privileges of home ownership to
buyers with limited household incomes.
Jumbo Loans Jumbo loans are just that — larger amounts of funds for luxury properties and
homes in high-cost areas.
Jumbo Interest-
Only ARM
Our Jumbo Interest-Only ARM is ideal for homebuyers who prefer a lower
monthly payment during their fi rst years of their loan.
Caliber Home Loans o� ers a full suite of products that meet the needs
of 99.99876% of homebuyers. Seriously. It’s a very rare day when we
cannot help a client get a mortgage.
Even when lenders have similar or identical products, there is no guarantee that you can get the
same result. That’s because it’s the humans in the process — our experienced team — that make
the di� erence between getting a loan closed, and wasting time. We deliver a better experience
because we know what’s around the corner.
Whether your buyer has perfect credit and a healthy bank balance, or precisely the opposite,
we exist to help. Our programs include loans via Freddie Mac and Fannie Mae, as well as FHA and
VA insured mortgages.
We also have a full suite of jumbo loans (for amounts exceeding the FHFA limits), and a
comprehensive suite of portfolio lending products that can be used to fi nance special transactions,
including non-warrantable condominiums, and borrowers with credit events in their histories,
including bankruptcy, foreclosure or a short sale.
While we we’re at it, we should also mention that we’re ace refi nancers too — so if we can
help you personally, or one of your clients, just let us know. We have some of the best rates in
the business.
CALIBER HOME LOANS MEETS THE NEEDS OF 99.99876% OF HOME BUYERS
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
GOVERNMENT PROGRAMS
FHA Loans: Fixed-
rate and ARMs,
high-balance
An FHA loan is partially insured by the Federal Housing Administration
(FHA), designed for lower down payments (3.5%) and an elevated debt to
income ratio.
FHA 203(k) Fixed
Rate Rehab
An FHA 203(k) Rehab loan enables clients to buy a home that’s in need of
repairs or renovations by providing additional funding before move-in.
USDA Loans Designed for homebuyers in rural locations who do not qualify for a conven-
tional loan. They feature low down payments and relaxed qualifying guide-
lines. Properties must be in a rural area designated by the US Department
of Agriculture.
VA Loans: Fixed-
rate and ARMs,
high-balance
VA loans are partially insured by the U.S. Department of Veterans A� airs
(VA) and are a valuable benefi t for military veterans and active servicemen
and women. Many programs o� er a low/no down payment, no PMI, and
fl exible underwriting for income, assets and credit.
CALIBER PORTFOLIO LENDING PROGRAMS
Jumbo Alternative Provides innovative credit solutions for borrowers looking for loan amounts
up to $2.5M with competitive guidelines including LTVratios up to 90%
with no MI, DTI to 50%, and an interest-only option. Eligible income docu-
mentation can include restricted stock units and asset depletion
Homeowner’s
Access
Designed to help borrowers achieve or re-establish homeownership. With
debt to income ratios up to 60% with compensating factors, and bank-
ruptcy 7 and 11, foreclosure or deed-in-lieu with more than 24 months of
seasoning, qualifi ed borrowers may be able to access fi nancing that was
not previously available to them.
Fresh Start Program Tailored for borrowers that have been prevented from achieving mortgage
fi nancing due to a recent short sale, bankruptcy, foreclosure, or
deed-in-lieu.
Investment With maximum loan amounts up to $2.0M, FICO scores as low as 620, and
unlimited fi nanced properties for qualifi ed investment borrowers — the
Investment product may be just what your buyers need to fi nance their
investment properties.
Foreign National Helps make buying a second home in the U.S. easier for qualifi ed non-U.S.
Citizens who visit the country on business or vacation. Both fi xed and
adjustable rate options are available along with fl exible guidelines to help
qualifi ed Foreign National borrowers obtain home fi nancing.
OUR PORTFOLIO (continued)
WE SHOULD MENTION THAT WE’RE ACE REFINANCERS (JUST IN CASE WE CAN HELP YOU).
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
OUR PROCESS
People call on us for all sorts of reasons — great rates, our vast assort-
ment of loan programs, client service — but also because we fi x stressful
situations. For real estate agents who need a reliable partner in making
transactions happen, we o� er expertise, collaboration and lots and lots
of communication and insight.
CUSTOM CONSULTATION AND PROPOSALS
Our process begins with a thorough consultation, instead of an on-the-fl y rate check followed by a
breezy pre-approval letter that’s barely worth the paper it’s printed on.
Instead, we use the consultation and proposal process to identify the real factors that will infl uence
not just how your client will be fi nanced at an excellent rate, but how they’ll get through the trans-
action to a successful close. Our consultation isn’t just a recitation of rates and programs. We look
for issues and assets, and match our proposals to the client’s real needs and wants.
It’s the di� erence between buying a suit o� the rack or a custom-tailored suit. You might be able to
wear both suits, but the custom suit fi ts to perfection and makes you happy every time you look in
the mirror. When your client does accept our proposal, you can be confi dent it’s for a loan that will
actually close on schedule, because it’s based on reality.
LOVE EARLY
Ever wondered why it takes so long for lenders to do anything? There’s a reason for that: Other
lenders don’t give their loans any love until the last 10-14 days of the transaction. Even though the
application is in, at other lenders the application might gather dust for the fi rst 10 days after your
client goes under contract.
Here’s why: Lots of loan o� cers and processors play a waiting game. They stand by for
necessary documentation to roll in from your client and other entities involved in the transaction,
but aren’t proactive about the fi le itself. This lack of action can create pain and frustration down
the line.
It makes sense. If a loan application is untouched during the fi rst 6-10 business days of the
transaction, every problem will present itself late in the process, when it’s harder and more stress-
ful to resolve. If you’re on a tight close, the problems are exacerbated. That makes people cranky.
We hate that. So we just don’t do it that way.
IF YOU'RE ON A TIGHT CLOSE, YOU NEED LOVE EARLY SO YOU CAN CLOSE FAST.
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
START FAST, FINISH FAST
At Downs Capital, we’re fast because we start fast. The moment we accept an application and your
client is under contract, we begin the detective work to uncover any issues.
We look for anything in your client’s application that might impede the progress of a transac-
tion through underwriting to closing. Then we work with your client to creatively and quickly
resolve those issues right up front.
Our way enables us to resolve your clients’ issues early, when it’s really all about them and the
closing date isn’t in 24 hours. That makes it much faster to resolve any issues relating to the prop-
erty later, because your client’s fi le will be in a great position. For us, the fi rst 6-10 days of a loan is
our golden time — and it’s what makes our process unique.
FLEXIBLE WHERE IT COUNTS
Since we keep 98 percent of our loans, we can resolve issues that others simply can’t. Most lend-
ers will throw up all sorts of hurdles to getting things done (litigation, HOA delinquency, investor
concentration, industry overlays of self-promulgated lending rules, the sky is blue on Tuesday, etc.
etc. etc.).
At Caliber, we have the power to be fl exible because we’re lending our own money, on our
own terms. We don’t impose extra rules that make it harder to do business. For you, it means
smooth transactions and happy clients. For us, it’s standard operating procedure.
ETERNAL LOVE
There’s a reason 98 percent of our clients return: YOU.
That’s why we take our mission seriously when it comes to supporting your business.
Everything we do is designed to enhance your business as well as ours, from our e� orts to keep
you informed during the transaction, to the way we help clients keep tabs on their mortgage to
ensure they have the best rate possible.
Our job is create eternal love between Downs Capital, you and our joint client. That’s why
every step of our process is designed to deepen our relationship with our mutual client, and you.
The result? Plenty of new buyers for both of us, because happy clients share their experience
with others. That means an ever-growing sphere for both of us, and lots and lot of repeat business
for everyone. Not only can we not do this without you, we wouldn’t have it any other way.
OUR PROCESS (continued)
WE'RE LENDING OUR OWN MONEY, SO WE HAVE FLEXIBILITY WHEN OTHERS DO NOT.
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
Condominium Complications
CHALLENGE: When a client buys a condominium, underwriters can’t just approve the credit and
income of the borrower. They also have to approve the fi nancial profi le and stability of the building
itself and its homeowners’ association (HOA). Does it have enough reserves? Who owns the other
units? Homeowners or investors? Lenders have specifi c rules about condominium projects. You’ve
got to know them like the back of your hand, so a condominium purchase doesn’t fall out because
the underwriter doesn’t understand the composition of the building’s occupants, pending litigation,
governance or fi nancial position.
A CASE IN POINT: Downs Capital rescued a condominium buyer whose lender got tripped up in
their own rules. As is often the case, the other lender had a specifi c “overlay” rule that said that
only a certain percentage of the condominium project’s units could be owned by investors. What’s
more, there was pending litigation against the HOA along with excessive homeowner’s association
dues delinquency. On day 23 of a 30-day contract, the other lender dropped out, leaving the client
in the lurch, without fi nancing in place and earnest money on the line.
CALIBER DOESN’T BURDEN TRANSACTIONS WITH UNNECESSARY LENDER-SPECIFIC OVERLAYS.
OUR APPROACH: Immediately after taking our new client’s application, we set to work to under-
stand the ins and outs of this particular building and its homeowner association. Since Caliber
doesn’t burden transactions with unnecessary lender-specifi c overlays, we found that the investor
ownership percentage was a moot issue. And on further inspection of the HOA’s balance sheet,
we made the case that the building’s fi nances were sound, and the delinquency issues would be
solved via the sale of two units that were already in contract. We also assessed the litigation, and
found it to be a negligible risk given the fi nancial strength of the association.
THE TAKEAWAY: We signed o� on the condominium project within days of the application, and
closed the loan for our new customer within eight days. Our lesson: Dig deep and investigate when
the evidence is only circumstantial; the real situation is often di� erent.
SUCCESS STORIES
THE FACTS
Loan closed in eight
days after other lender
dropped out
Proved the building's
fi nances were sound,
when other lender
could not
Saved the client's
deposit and earnest
money, and earned a
client for life
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
SUCCESS STORIES
Mixed Use Mix Up?
CHALLENGE: For many buyers, living in a mixed-use building is an attractive option. These
projects are often in vibrant neighborhoods, and o� er great amenities to homeowners. But
they can be a headache for lenders that don’t understand the complexities that can arise
when a commercial entity exists within a residential complex.
A CASE IN POINT: Our borrower was relocating to the DC Metro area, and fell in love with a
condo in a mixed-use building just before Memorial Day. Her REALTOR suggested that she use
her company’s in-house lender. She went under contract, and just two days before the sched-
uled closing date, the in-house lender declined the loan.
The reason? The other lender determined that the condo was non-warrantable and swore
up and down that no lender would o� er fi nancing in the building. For our buyer, who was living
in a hotel, this was terrible news on top of horrifi c news, because her father had just been
placed in a hospice.
WHEN OTHER LENDERS WON’T OFFER FINANCING, WE DIG DEEP AND MOVE FAST.
OUR APPROACH: First and foremost, we put all hands on deck to help as soon as we got the
call and understood our new borrower’s stressful personal situation. We found that the original
lender had misinterpreted the impact of the commercial part of the building on our client’s
loan. All the residential condominiums in this project were warrantable.
All it took was a thorough review of the condominium’s legal documents, plat and plans,
and the building’s budget. We redefi ned the condo as being near a commercial space, not a
commercial space that had a condo within it. What’s more, we even the same conventional
Fannie Mae loan the other lender had told our client was impossible to get.
THE TAKEAWAY: We closed this loan in 14 days — including time o� for the Memorial Day
holiday. It worked because the only team we have is the “A” team. Between our underwriters,
appraiser network and deep understanding of mixed use projects, we pulled o� a fast close
thanks to a proven process and expertise that goes beyond standard loans.
THE FACTS
We can fi nance mixed-
use buildings
We got the very loan
for our client the other
lender said was impos-
sible to get
We closed in just 14
days, over Memorial
Day weekend
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
SUCCESS STORIES
Closing Costs Conundrum
CHALLENGE: Many buyers put together a down payment, but neglect to consider closing costs.
That’s a deal-killer. Not because the buyer might not have the money, but because most lenders
don’t let buyers know that even some conventional loans (in addition to government-backed loans)
can cover closing costs with a lender credit.
A CASE IN POINT: Our buyer had a great income and fi ve percent down, but little in the way of
401k or other reserves to cover closing costs. He was told by multiple lenders that he would need
to fi nd a seller willing to pay his closing costs. Even his REALTOR said he would have to use an
expensive FHA loan given his low down payment. That’s a tough row to hoe when the market is
tight. He was demoralized, because he didn’t know that with the right conventional loan and lender,
he could use a lender credit to cover closing costs.
NO IS NOT A WORD WE LIKE, AND WE ALMOST NEVER HAVE TO USE IT.
OUR APPROACH: Once we assessed the situation, we explained to our buyer that he was actu-
ally in great shape to buy with a fi ve percent down, conventional loan with a three percent lender
credit from Caliber. With this newfound confi dence, our buyer wrote a contract and closed within
30 days.
THE TAKEAWAY: No is not a word we like — and we almost never have to use it. If you run into a
buyer who has saved up a down payment but is stymied by closing costs, talk to us. With a vast
assortment of loan programs that can serve virtually any buyer, we can help anyone who is quali-
fi ed get creative to buy even in hot markets.
THE FACTS
Lender credits can
cover closing costs,
even on conventional
loans
Many buyers don’t
need as much cash as
they think they do
We built our client’s
confi dence, and closed
in 30 days
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
SUCCESS STORIES
VA Loans: If It’s a Yes, It’s a Yes
CHALLENGE: Veterans have earned the right to get a VA loan by serving their country. Yet many
agents are unaware of the VA loan process, and incorrectly steer veterans away from using their
hard-won benefi t. We’re out to change this, because VA loans are one of the safest and best loan
programs available.
A CASE IN POINT: Our borrower was an unmarried veteran who wanted to buy a condo in DC
with his signifi cant other. But because they weren’t married, his partner’s income could not be
counted in the loan application. That made his debt-to-income ratio 62 percent, which may be why
a dozen other lenders turned him down, and he was just about to give up and sign another year-
long lease. Other lenders wanted to push him into an expensive conventional loan with a minimum
of three percent down, with a hefty dose of PMI. All of that made the loan una� ordable, because it
added $320 a month to the payment.
IF THE VA ALLOWS IT, CALIBER WILL DO IT.
OUR APPROACH: Caliber’s philosophy is simple: If the VA allows it, we will do it. In practice, this
meant that we were able to make the loan because the VA would provide the insurance, and
Caliber would not overlay lender-specifi c rules specifi cally designed to protect us and thwart
borrowers and restrict credit. Besides, we realized our borrower had enough residual income to
warrant a higher debt-to-income ratio, so he qualifi ed on his own.
THE TAKEAWAY: When you hear the word “overlay,” it’s almost always a euphemism for a lend-
er-specifi c rule that is more restrictive than those of the Veteran’s Administration, FHA, Fannie Mae
or Freddie Mac.
Yet Caliber has a saying: If the agency allows it, we allow it. We don’t believe in making the
rules any harder than they must be by adding our own overlays.
Often, lender overlays are about selling the loan later to investors, and have little to do with
whether a borrower actually qualifi es according to the agency’s rules. Because we don’t add
unnecessary complexity and stick fi rmly to the agency’s rules, borrowers can often borrow more
with us than they can elsewhere, without compromising their fi nancial stability.
THE FACTS
Caliber doesn’t make it
harder by using lender
overlays
Every veteran has the
right to use this hard-
won benefi t
VA loans are one of the
safest and best loans
available
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
SUCCESS STORIES
Low on Cash
CHALLENGE: Too many fi rst-time buyers think they need a massive down payment to buy a home.
It’s a confi dence (and education) problem we can fi x.
A CASE IN POINT: Our buyers had been looking for eight months, and had $120,000 to put down.
But because another lender told them that they needed a full 20 percent (or $140,000) to buy a
$700,000 home, and were pitching their parents to chip in another $20,000. Their search for a
home was stuck in the rut of “we can’t do this.”
MANY BUYERS JUST DON’T KNOW WHAT THEY DON’T KNOW.
OUR APPROACH: Once we had the opportunity to talk to this couple, we realized that their cash
position and good incomes could actually qualify them for a $900,000 home without compromising
their fi nancial stability. It was a matter of educating them on their fi nancing options, to unlock the
possibilities in their home search. In the end, they bought a home for $725,000, put 10 percent
down, and had $55,000 left over to invest in other areas of their life.
THE TAKEAWAY: Since most people don’t buy a home every day, they’re not mortgage experts.
They simply don’t know what they don’t know about mortgages. Sometimes they even have
preconceived notions of how mortgages work that don’t square with reality, or what’s specifi cally
available to them. When you refer a client to us, we ensure that they understand the best options
available to them — even ones they didn’t know existed. Consider us matchmakers.
THE FACTS
First-time buyers don’t
necessarily need a
massive down payment
Our process educates
buyers and builds
confi dence
“We can’t do this” is
often a misconception
based on fear
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
SUCCESS STORIES
Banged up Credit
CHALLENGE: Not all borrowers have pristine credit, but many will still qualify for a mortgage.
We help borrowers understand their options, and enable them to get into a home.
CASE IN POINT: Our borrower had a credit score below 580, and felt that homeownership was
simply out of reach. But the biggest problem was not her credit score; it was her morale and a lack
of education about what actions she could take to improve her score.
NOT EVERYONE HAS PRISTINE CREDIT, BUT EVERYONE SHOULD KNOW WHAT THEY CAN DO WITH THEIR CREDIT.
OUR APPROACH: We immediately knew that a few months of credit-healing activities could help
our borrower push her score above 580 — which is the entry point for an FHA loan with no upfront
fees. All she needed to know was what to do, like paying down credit cards, clearing parking tick-
ets and phone bills. But our work wasn’t done; we stayed with this client to continue to improve her
score, with an eye towards refi nancing in the future, or trading up to a bigger home.
THE TAKEAWAY: Low or poor credit isn’t an insurmountable barrier to homeownership. When
we’re working with a borrower with banged-up credit, our fi rst objective is to help them understand
what they can do to improve their credit. Even if it takes several months, most borrowers can be
helped.
THE FACTS
Credit-healing activi-
ties can push scores up
in a matter of months
Many of Caliber’s
programs cater to
low-credit borrowers
Most borrowers, even
those with scores
down to 580, can be
helped
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
SUCCESS STORIES
Unsnarling Complicated Finances
CHALLENGE: Self-employed individuals often have complex incomes, from multiple entities.
Incomes can vary from year to year, and write-o� s can make their incomes look smaller than reality.
We specialize in helping self-employed borrowers untangle their fi nances so that underwriters can
clearly understand their income, assets and expenses.
A CASE IN POINT: Our borrower was a successful real estate investor, who owned, in whole or
in part, 198 buildings in the United States. Though his income appeared as a net loss on his tax
returns (and he hadn’t paid income taxes for two consecutive years thanks to depreciation and
carry-forward losses on his buildings), in reality he had more than enough income and assets to
qualify for a $2.7 million second home, with 20 percent down.
WE HELP UNDERWRITERS UNDERSTAND EVEN THE MOST COMPLEX SELF-EMPLOYED INCOMES.
OUR APPROACH: We combed through more than 3,000 pages of documentation and partnership
returns to reveal the truth of his situation to our underwriters. Then we structured his income so
that underwriters could understand it. We included his capital gains, interest income and hidden
depreciation, and removed carry-forward losses to paint a clear picture of his income, assets and
expenses.
THE TAKEAWAY: You don’t have to be Donald Trump to utilize complex strategies and business
structures to limit your tax exposure. Virtually all self-employed borrowers have a tax strategy to
reduce their taxable earnings. But these strategies often don’t illuminate their actual monthly
income, which may include other streams of revenue that are not clearly delineated on their tax
returns. We know how to ethically interpret these strategies so that underwriters can understand
how our self-employed borrowers really make money, so they can get a competitive mortgage
that is comparable to our W-2 borrowers.
THE FACTS
We combed through
3,000 pages of docu-
mentation to show how
this borrower really
made money
Every self-employed
individual uses tax
strategies that appear
to reduce income
Capital gains, interest
income and deprecia-
tion can often be used
to strengthen an
application
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
SUCCESS STORIES
Stronger Contracts on Tight Timelines
CHALLENGE: Contracts are like snowfl akes. They consist of a unique borrower, property, listing
agent and buyer’s agent. And they’re written in one moment of time — meaning that the market
can be hot, slow or somewhere in between. For buyer agents, this can make writing the strongest
contract challenging, because what works in one transaction might not work in another.
A CASE IN POINT: Our borrower wanted to write in a hot market on a condominium that would
clearly attract multiple o� ers, and the seller wanted a fast close. But our exceptionally qualifi ed
borrower was also rightly cautious — about paying too much, waiving contingencies, or taking
unnecessary risks. But she still wanted to win the deal. We knew we had to act fast, and limit our
borrower’s exposure to risk. But we also had to make the contract as attractive as possible to the
seller, who wanted our borrower waive her fi nancing contingency and the appraisal.
WE CAN HELP REMOVE CONTINGENCIES WITHOUT COMPROMISING BUYER SAFETY.
OUR APPROACH: When time is tight and the pressure is on, we use the calendar and the process
itself to help. Since this contract would be written on a Thursday, we knew that it would be ratifi ed
on a Friday. That meant the condominium packet would likely be handed over to our borrower on
Monday.
In turn, we would have three full business days the following week to complete her loan and
appraisal — just before the condo document package review expiration date. That allowed us to
remove her contingencies to write the strongest contract, without putting our borrower’s welfare
at risk. We knew that she could withdraw during the three-day review period if necessary. But she
didn’t have to. We threw everything in our arsenal (time, people, relationships and expertise) at this
transaction to get it done. And our borrower got her new home.
THE TAKEAWAY: Reputation counts. In this case, both the buyer and listing agent knew that we
could deliver on our promise to close the loan in eight days, without compromising the contract or
the safety of our borrower. Our business is built on relationships — between our agent partners,
our borrowers and our internal team at Caliber. We work hard because we know what’s at stake …
and we know how to get things done, even when time is tight.
THE FACTS
Timing is often a huge
factor in safely remov-
ing contingencies
The lender’s reputation
is an asset in a compet-
itive multiple-o� er
scenario
Our relationships made
this eight-day close
happen
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
OUR TEAM
John DownsMANAGING PARTNER
John is the architect and founder of Downs Capital. He’s not content to be a top
mortgage broker (which he is) — he wants to reinvent the process of getting a
mortgage.
John wants the lending process itself to illuminate a path to fi nancial inde-
pendence for his clients. That’s why he helps people become fi nancially literate
so that they can make intelligent fi nancial decisions.
John’s motto is wealth for the next generation. Whether you count yourself
as part of the next generation, or are ready to build the next level of wealth for
yourself, John thinks everyone deserves a great fi nancial foundation. John will
tell anyone who will listen that a mortgage is an instrument of leverage — and
that a mortgage allows you to use someone else’s cash to build your own
wealth.
Today, Downs Capital is a thriving unit of Caliber Home Loans. John’s team
is comprised of mortgage experts who also happen to be fi erce competitors,
client advocates and winners.
NMLS: 476406 CHL: 15622 States Licensed: DC/MD/VA
� 1327 14th St NW #101, Washington, DC 20005
� 185 Admiral Cochrane Dr, Ste 205, Annapolis, MD 21401
Phone: 202.899.2603
Email: [email protected]
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
Rob DownsMORTGAGE ADVISOR
Imagine this: your younger brother insists that the best business in the world is
the mortgage business. But you don’t believe him. Why would you? He’s just
your brother, after all.
Instead, you go o� and build an award-winning career in advertising,
managing projects for the likes of Coca Cola, GE, Mercedes-AMG and other
blue chip brands at top agencies after serving in the U.S. Navy.
Yet John keeps at it. “Help people,” he says over multiple family dinners.
“Make a di� erence,” he exclaims on New Year’s Day. “Have you ever thought
about the mortgage business?” he asks over hamburgers on July 4.
Then one day, you realize that he’s telling the truth — mortgages can really
help people build wealth. That fi ts with your world view. You actually do want to
help people, and the mortgage business really is the best business in the world.
So if you’re Rob Downs, you join Downs Capital as a loan advisor. You help
people understand the process of buying a home, so they can buy with confi -
dence and build wealth.
NMLS: 1480437 CHL: 15622 States Licensed: GA/DC/MD/VA/DE
� 437 Memorial Dr, SE Suite 2-A, Atlanta, GA 30312
� 1327 14th St NW #101, Washington, DC 20005
Phone: 202.899.2610
Mobile: 404.202.4735
Fax: 844.833.0540
Email: [email protected]
OUR TEAM
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
OUR TEAM
Louis BermanMORTGAGE LOAN ORIGINATOR
If you’re a linebacker who’s also on the honor roll at the University of Maryland,
doesn’t it seem like a natural path to go into the mortgage business after you
graduate? Of course it does … if you’re Louis Berman. That’s because teaching,
coaching and problem solving are inherent in the way Louis works with clients.
He is curious and capable, an unbeatable combination in matching clients to the
right loan programs that will help them build a sound fi nancial future.
Louis views every new client as a friend — and friends don’t let friends get
mortgages that aren’t right for them. That’s one reason Louis has little spare
time. But in his rare of hours, you can fi nd Louis working out and coaching acro-
batics and elite level stunting for cheerleaders (many of whom have been
accepted into Division One schools).
NMLS: 1403177 CHL: 15622 States Licensed: DC/MD/VA
� 1327 14th St NW #101, Washington, DC 20005
� 185 Admiral Cochrane Dr, Ste 205, Annapolis, MD 21401
Phone: 202.899.2606
Email: [email protected]
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
OUR TEAM
Regis WhittingtonMORTGAGE SPECIALIST
When you’re recruited by Villanova, Georgetown, Princeton, Temple and
Lafayette to play wide receiver, it’s pretty clear you have a competitive spirit and
the discipline to succeed. For Regis Whittington, it also meant a full athletic
scholarship to the University of Maryland College Park, and a major in family
and consumer sciences. He is a true team player, dedicated to the success of
his colleagues and clients.
Regis has always been passionate about helping people achieve their
goals, albeit life, fi nancial or athletic. His mission is to help as many people as
possible, which is why you’re as likely to fi nd him studying the latest market
trends and Fed actions as you are at the gym (where you might just get a lesson
in leverage, as well as a workout).
NMLS: 1185436 CHL: 15622 States Licensed: DC/MD/VA
� 1327 14th St NW #101, Washington, DC 20005
� 185 Admiral Cochrane Dr, Ste 205, Annapolis, MD 21401
Phone: 202.899.2605
Email: [email protected]
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
OUR TEAM
Victoria WilkersonPRODUCTION MANAGER
Like most people who are both expert and modest, Victoria Wilkerson prefers to
let her work speak for itself. She is preternaturally calm even when the pressure
is on, and that’s probably because she spent 14 years at a high-pressure law
fi rm before joining Downs Capital. Around the o� ce, she is the fi rst person
everyone turns to for a smile, an answer, and when called for, a particularly
funny joke. She is also the master of every detail, and keeps Downs Capital
running on schedule.
In her spare time, Victoria is devoted to her family and community service
(although she doesn’t particularly enjoy talking about her work with the home-
less through her church and other groups). She’s known John since childhood,
which may explain why she majored in psychology at Towson University (or so
she says). She is an excellent cook, experienced traveler, curious reader of all
things interesting, and enjoys spending time with her little dog, Emma.
NMLS: 1389742 CHL: 15622 States Licensed: DC/MD/VA
� 1327 14th St NW #101, Washington, DC 20005
� 185 Admiral Cochrane Dr, Ste 205, Annapolis, MD 21401
Phone: 410.216.3506
Fax: 844.672.6186
Email: [email protected]
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
OUR TEAM
Charlie HallMORTGAGE ADVISOR
Passionate and unequivocally committed to his clients, Charlie is a mortgage
veteran with more than 12 years of experience in virtually every role in our busi-
ness. No matter the situation, Charlie believes that everyone can and should
have just the right mortgage that will help them build wealth over the long term
(and it’s a serious bonus if he can save them a little money in the short term).
Every day, he uses his in-depth knowledge of the mortgage process to ensure
his clients get the best mortgage possible to fi t their fi nancial and life goals.
If there’s a central theme in Charlie’s life, it’s simply that he believes in
doing right, all the time, whether you’re buying your fi rst or your fi fth home.
When he’s not putting together the ideal loan for each of his clients, Charlie
serves as the CFO at his own digital comic book production studio. Charlie lives
in Annapolis with his wife and his super-smart dog, Ginger.
NMLS: 187257 CHL: 15622 States Licensed: DC/MD/VA
� 185 Admiral Cochrane Dr, Ste 205, Annapolis, MD 21401
Phone: 410.216.3508
Mobile: 410.703.5425
Fax: 844.929.9670
Email: [email protected]
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
OUR TEAM
Joshua J. DavidMORTGAGE ADVISOR
For most people, completing a Tough Mudder race (wherein you crawl under
barbed wire in a mud patch and over various thorny, blood-drawing obstacles)
would be a once in a lifetime event. But for Joshua David, with two mudders
under his belt, it’s obviously a habit to overcome giant hurdles. After working his
way through college so he could graduate without any debt, and entering the
mortgage industry, Joshua has proven over and over again that any goal can be
achieved as long as you have a plan.
Since no two clients or loans are alike, Josh never makes assumptions and
always takes care to educate his clients about every available option. It’s all part
of achieving the goal: happy and secure clients. In his o� hours, Josh plays
volleyball, golf and soccer, and throws the ball for his rescued Black Lab, Bubs.
Josh holds a bachelor of science in fi nance from the University of Maryland,
College Park.
NMLS: 885983 CHL: 15622 States Licensed: DC/MD/VA/DE
� 1327 14th St NW #101, Washington, DC 20005
� 185 Admiral Cochrane Dr, Ste 205, Annapolis, MD 21401
Phone: 410.216.3505
Mobile: 410.458.4291
Fax: 855.473.2917
Email: [email protected]
DOWNS CAPITAL | 202.899.2600 | DOWNSCAPITAL.COM
OUR TEAM
Sean HanleyLOAN COORDINATOR
The unsung hero in our business is the loan processor — the person who helps
clients prepare loan application packages. The truth is, it’s a bit of a marathon to
assemble the right details in the most expeditious fashion. Maybe it’s because
Sean Hanley really is a marathoner and youth sports coach that every loan
application he touches moves with grace and speed. Sean assembles loan
packages the way he runs his marathons, with just the right amount of prepara-
tion, a thorough understanding of the course, and an absolute commitment to
successfully crossing the fi nish line.
Sean holds and bachelor of science in economics from the University of
Maryland, and lives in Crofton, where he can usually be found rooting for the
Redskins or Nationals, or his beloved Terrapins.
� 1327 14th St NW #101, Washington, DC 20005
Phone: 410.216.3507
Fax: 844.964.7601
Email: [email protected]