HomeQB combines mortgage planning education, client analysis tools, and marketing materials in a program intended to help loan originators develop referral relationships with financial advisers and other professionals.
The approach centers on preparing originators to contribute to conversations about a client’s broader finances, including how borrowing decisions intersect with investments, taxes, and housing needs.
“In a challenging market, businesses and referral partners alike are looking for new ways to diversify their revenue and create growth opportunities,” said MaxClass CEO Kelly Hendricks. “This program empowers our referral partners to take a more proactive role with mortgage originators, bringing new opportunities to the table, strengthening relationships, and delivering greater value.”
HomeQB and MaxClass will discuss the approach during a free Oct. 27 webinar, “How To Diversify Your Referral Sources And Grow Your Business In 2026.” Speakers include Gibran Nicholas, a mortgage educator, coach and creator of the Certified Mortgage Planning Specialist certification program, and Kelly Hendricks, MaxClass CEO.
The session will cover approaching professional referral partners, identifying potential financing needs within an existing client database and using mortgage expertise to support advisers’ work with clients.
“From a newer originator perspective, the main value they get is increased confidence and better lead conversion rates. From an experienced originator's perspective, what they're getting is the ability to scale,” said Gibran Nicholas, HomeQB’s strategic advisor and creator of the CMPS certification course.
The referral strategy extends beyond financial advisers to CPAs, life insurance agents, estate planners, and divorce attorneys. In each case, the relationship involves professionals whose clients may face decisions involving property, debt, or access to home equity.
Potential Use Cases
The following examples are hypothetical.
1. The investor planning to pay cash
An investor considering an all-cash property purchase could work with an originator and financial adviser to compare that choice with mortgage financing. HomeQB’s calculators can illustrate borrowing costs, monthly payments and the funds that would remain available under a financing scenario. The adviser can then evaluate the investment implications within the client’s broader financial plan. The comparison would need to account for the client’s circumstances without assuming investment returns will exceed mortgage costs.
2. The homeowner protecting a low first-mortgage rate
A past borrower seeking funds for another financial goal may be reluctant to replace an existing low-rate first mortgage. A review of the amount needed, its intended use, and the existing loan terms could provide a starting point for examining available options, including home equity financing. The webinar is scheduled to address financing opportunities involving homeowners who are holding onto low first-mortgage rates.
3. The financial adviser who already has a mortgage contact
An originator approaching an adviser who already has mortgage contacts could use continuing education as a reason to meet. According to Hendricks, originators who complete the program’s modules and obtain the Certified Mortgage Planning Specialist designation can teach continuing education to financial advisers using supplied presentation content. That creates a specific educational offering around which an originator can approach a prospective referral partner.
Nichols said that the module "specifically shows a homeowner how they can use their home equity more productively, whether it's to make home improvements or how they could benefit from a debt consolidation loan if they have other debts."
4. The divorce attorney with a housing question
A divorce attorney may have a client hoping to remain in the marital home. An originator could evaluate potential mortgage options and identify the information needed to assess financing feasibility, while the attorney addresses the legal questions. The originator’s contribution would be an analysis the attorney and client can use as they consider their next steps.
5. The past borrower whose circumstances have changed
Existing borrowers may also develop needs that differ from those they had at closing. Someone who previously financed a primary residence, for example, might later consider an investment property. HomeQB’s emphasis on periodic database reviews and continued client communication is intended to help originators identify those changes.
Providing Value To Referral Partners
The training also covers Non-QM financing, including debt-service coverage ratio (DSCR) loans, and 1031 exchanges. An investor considering a 1031 exchange may need financing for the next property, creating a potential role for an originator familiar with investor mortgage options to coordinate with the client’s financial adviser or CPA.
Developing those relationships requires preparation. HomeQB supplies educational and marketing materials that originators can brand with their own information, along with modules addressing mortgage planning concepts.
“We provide the content and tools, empowering mortgage originators to deliver meaningful presentations that strengthen referral relationships and set them apart from competitors who are simply asking for business,” Hendricks said.
For originators, diversifying referral sources can reduce dependence on a small number of relationships whose business may slow or change. Financial advisers, CPAs, and attorneys encounter clients at different financial and personal turning points, potentially bringing a wider range of housing and financing needs into view. Building those relationships takes time and requires originators to contribute useful analysis when those questions arise.
“We provide actionable insights and education that empower mortgage originators to confidently engage with financial advisors, build meaningful relationships, and unlock new opportunities for growth,” Hendricks said.
Looking ahead, the test for originators will be whether those introductions develop into relationships that extend beyond a single transaction. As clients weigh future purchases, home equity needs or changes in their personal finances, originators who remain engaged with their professional advisers may have more opportunities to contribute.
