Those steps each helped Marathon address a key problem that Collu had identified early on: the fact that while it was well known for its excellent rates and broker compensation, it had precious little else to add to those qualities.

 Now, he said, the company is able to marry those advantages with extremely competitive service levels – averaging less than three hours per application to make decisions – and a strong commitment to the broker channel, with the latter arising out of what Collu described as an appreciation for brokers that’s hardwired into Marathon’s DNA.

“We fight harder than I can properly articulate to you for every deal,” he said. “Of course, that doesn’t mean that we’re going to do things outside our policy, but we really try to get in there and help brokers. I think one of the biggest compliments that we’ve gotten on multiple occasions is that the management often shows flexibility and receptiveness to help get a deal across the line.”

Collu said that his respect for the “grind” that brokers go through on a daily basis had strengthened throughout his lengthy career in the mortgage industry, feeding directly into his determination to provide products and service that give them the best opportunity of growing their business.

“I’ve been very lucky in my career to spend a lot of time on both the broker and the lender side, and I’ve always really admired that ability of brokers to grind,” he said. “I’ve always appreciated what brokers go through every day in terms of how they deal with clients and the competitive forces they deal with.”