AMERICAN PREDATORY LENDING AND THE GLOBAL
FINANCIAL CRISIS
ORAL HISTORY PROJECT
Interview with
Daniel Berry
Bass Connections
Duke University
2020
PREFACE
The following Oral History is the result of a recorded
interview with Daniel Berry conducted by Maria Paz Rios on April 17, 2020. This
interview is part of the Bass Connections American Predatory Lending and the
Global Financial Crisis Project.
Readers
are asked to bear in mind that they are reading a transcript of spoken word,
rather than written prose. The transcript has been reviewed and approved by the
interviewee.
Transcriber: Maria Paz Rios Session:
1
Interviewee: Daniel Berry Location:
By phone
Interviewer: Maria Paz Rios Date:
April 17, 2020
Maria Paz Rios: I'm Maria Paz Rios, an undergraduate student at Duke
University and a member of the Bass Connections American Predatory Lending and
the Global Financial Crisis team, and it is April 17, 2020. I'm on the phone
with Dan Berry, CEO of the Duke University Federal Credit Union, for an oral
history interview. Dan, thanks for joining us today.
Daniel Berry: You're welcome.
Maria Paz
Rios: I'd like to start by
establishing a bit about your background. I believe you went to the College of
William and Mary for your undergraduate studies and completed a Master's in
Business Administration at Duke's Fuqua School of Business. Is that correct?
Daniel Berry: That is correct. My degree was
in accounting. I was in public accounting, and then I've been working at the
credit union for the past— little over 18 years now.
Maria Paz Rios: When and how did you first become involved with
residential mortgages?
Daniel Berry: Well from a consumer perspective, I wanted to purchase a
house and my first exposure was actually as a consumer buying it, and then
trying to figure out – there's a lot of forms; there's a lot of legalese; fees;
among the, shall we just say, legal considerations; financial considerations;
personal considerations. From the other side, when I came to the credit union,
that's when I started seeing the other side of it from the lender's
perspective.
Maria Paz Rios: How would you characterize the key changes in the North
Carolina mortgage market in the decade preceding the crisis?
Daniel Berry: Can you explain what you mean
by changes?
Maria Paz Rios: How would you characterize the changes perhaps in the way
that lenders were associating to the borrowers, maybe in terms of the products
that were being offered or the practices themselves?
Daniel Berry: In kind of what led up to the
crisis then?
Maria Paz
Rios: Yeah, that's correct. In
the decade preceding the crisis.
Daniel Berry: I personally think the issues started much earlier than
the decade before. I personally believe, and this is my personal opinion, not
the credit union, not Duke, this is my personal opinion; I think that the seeds
were sown back in the early '80s. And
I think it was around 1983 or so, was when Wall Street started—
it's called a collateralized mortgage obligation. It's basically where they had
an investment where the security was a mortgage, and I think that started the
seeds for the issues that we had a decade ago. And
what I mean by that is, people who sold mortgages, if somebody sold 100% of the
mortgage, they were done. So if I got origination
income, I was happy, the real estate agent got their commission, they were
happy, the appraiser got paid, they were happy. The person at risk would be the
person who bought that investment. And as those type of investments became more
and more popular, then for the people that were more and more greedy, knowing
if somebody couldn't necessarily afford it, it wasn't my issue, it was somebody
else's issue. I also think that there's kind of a recency bias. When you look
at real estate, the value has tended to go up, and there was an old rule of
thumb that real estate would go up 3% a year. People thought it was a good
investment and then some people would take on more risk for that saying: "Wow
things are tight, but if I did have to sell it, I could sell it at a profit and
cash out on the equity," which is fine as long as the value kept going up.
But a decade ago, the values went down and the house
of cards collapsed, and people lost a lot of money over it.
Maria Paz Rios: To what extent did you and others in your organization see
those changes as they were occurring—the changes you mentioned regarding
perhaps incentives within the lending process and such.
Daniel Berry: It's always easier to see a trend
after the fact than during. But what you saw leading up to the crisis is home
ownership was increasing and from a society point of view, people thought that
was a good thing. You saw that real estate was stable
[in]
pricing and increasing. Again, people thought that was a positive trend. You
did not see some of the greed. And I don't think North Carolina had some of it,
like Georgia. Georgia actually had some where appraisers were giving higher
inflated values to support higher prices and that exasperated exacerbated
the problem
for Georgia. But since this is specifically for North Carolina, I did not
notice that in the markets that we deal with. The appraisers and the
appraisals, when they give comparables, etc., looked
appropriate for the time period in which you got it.
Maria Paz Rios: You mentioned a bit about Georgia there, how did you
notice what was happening in Georgia?
Daniel Berry: I read trade magazines and so this was actually kind of
after the fact, kind of dissecting what went wrong, that there were actually,
I'd say pure fraud that went on in Georgia. Person number one sold real estate
at a higher price to person number two who sold it for a higher price to person
number three. You do that four or five times, and then number five defaults.
But look at how much cash they got out over the process. And that went on in
the Georgia market. For North Carolina, I did not really see that blatant kind
of fraud going on around here.
Maria Paz Rios: Could you describe the nature of your role within the
mortgage sector? What elements of the origination process were you responsible
for, perhaps the lending process, and how did that change over time?
Daniel Berry: The credit union would be the point of originating a loan.
So, we helped people borrow money to get into a home. Then the question of
change over time, when the market changed roughly a decade ago, the federal
government changed some of their requirements and regulations, and to be in
compliance you needed to adopt such practices. And I'll give you an example,
they have , what they call debt to income, and it was a factor of 43%. You
needed to be that or below if you were going to have a loan supported by the
federal government. Beforehand, there was some discretion. And one of the
concerns I have is any one ratio can be skewed. Let's just take that debt to
income ratio. Say you have two people both get a car loan and say the car's
worth $10,000. Well, if one person gets it for four years and the second person
gets a six-year loan, the person with the four-year loan would actually look
worse on a debt to income ratio because they are obligated to make those
payments on a monthly basis. But when you look at a ratio of debt to income,
you're looking at, is it reasonable to get repaid? It doesn't really tell you
how well people manage their money because it could be the person that had a
shorter loan pays off their debts quicker and is actually a better risk. But to
make everything systematic, you don't want to be accused of discrimination. You
have to say, well, that ratio was actually worse than if the person got a
six-year car loan. And so one of the things that
happened after the market went down is you had to rely more on the regulatory
environment and a little bit less on your understanding of individuals and who
was actually a better risk than somebody else.
Maria Paz Rios: Regarding this debt-to-income phenomenon, how do you think
the understanding of this concept from the borrowers was? Did they understand
it, or do you think the borrowers did
not have such a great understanding of this aspect?
Daniel Berry: I think that it was more of a financial institution
computation. I think the average consumer did not understand that. And really
when somebody looks at the house, what
they're looking at [is], can I afford it and can I get
the loan? I'm not sure that they understand, nor do they care, how we come up
with the answer. It was just, if you say yes, I'm excited. If you say no, I'm
disappointed.
Maria Paz Rios: Within the lending process, how was the impact felt with
the rollout of automated underwriting systems? Beginning with, for example,
Loan Prospector at Freddie [Federal Home Loan Mortgage Corporation], and
Fannie's [Federal National Mortgage Association] Desktop Underwriter? How did
the introduction of this technological innovation of automated underwriting impact
the lending process?
Daniel Berry: Well, the automation process efficiency-wise, helps get an
answer quicker, helps people close quicker. And from that point of view, the
people who go through that process that are approved are pleased. On the flip
side, you have some people say that it doesn't understand the individual
because you've got to put in rules of thumb and other things to say: “These are
the people that will be accepted, these are the ratios we don't like,” without
an understanding. And I'll give you an example, you take something like a
credit score. Two people could have the same credit score, but they could have
different scenarios. One person could have had medical collections that hurt
them and over time their score has improved. And another person could have had
a higher score, but they're taking on more and more debt. Their number could be
declining. But if those scores are exactly the same, in a technology efficient
way, it would look the same. In reality, one person has more risk than the
other.
Maria Paz Rios: And that brings me to another interesting point.
Previously in oral history interviews, we have heard that, sometimes, two
different borrowers with the same credit score, but from different communities,
perhaps a minority versus a white community, would be perceived differently
within the lending process. How has your experience been within this lending
process when dealing with different communities, maybe minority communities,
white communities, elderly communities, do you think there were any differences
from the [credit] union’s perspective?
Daniel Berry: From the credit union's perspective, no. For us, we treat
people as people, so we do not in any way, shape, or form, consider race, sex
or anything like that. We truly are equal opportunity. As far as communities go,
I cannot really speak for a realtor, is it possible that they showed some
people certain homes and other people with equal credit they did not? I just do
not have the background for that knowledge.
Maria Paz Rios: Let's take it back a little bit. What was it like to work
for a Cherry Bekaert & Holland [a certified public accounting firm] and how
would you compare your experience there to your experience at the Duke
University Credit Union?
Daniel Berry: For public accounting, you're working on auditing tax
returns and the like. The difference for me is kind of what your goal is as an
individual. In the accounting world, I felt like the goal was to make money. At
the credit union, I feel like our goal is to help people. For me, at the credit
union, you help somebody get a car, get a house, maybe save for something they
weren't sure they could afford and they've saved money
over time to do it. There's some self-satisfaction in that for me personally.
Whereas for public accounting, the goals tended to be more on a financial
nature, how many dollars did you bring in and the like.
Maria Paz Rios: And why did you decide to make that transition from
working in Cherry Bekaert & Holland and then in the Duke University Credit
Union?
Daniel Berry: The biggest decision was a
personal one. My wife was pregnant and in public accounting you traveled more and you tended to work on weekends. And so from a quality of life, I could work all the hours Monday
through Friday, but keep the weekends free for my family, and I wanted to be
with my— I now have two daughters— be with my daughters as they grew up.
Maria Paz Rios: How would you describe the key goals the credit union had
in the years when the housing boom really took off? And did these goals change
in any way during the boom?
Daniel Berry: Our goals tend to be to help members reach their personal
goals. And during the boom you try to help people get that home that they
wanted, or vice versa, tell them we don't think you can afford that much, but
if you got a house that was a little bit cheaper, we could work with you. Our
goals today are very similar. However, today, the number of people, what their
concerns are, are a little bit different. And we are living in a pandemic,
right as of the pandemic, people are a little bit more concerned about
refinancing their current home at a cheaper rate than to purchase new ones. The
pandemic has only been in effect for a month, six weeks, at least from a North
Carolina perspective. As the pandemic goes on, obviously the economic
environment will change. And then how we change with members will evolve based
on what our members, or banks would call customers, would want for their
personal goals. So we try to work with the members. So our ultimate mission has not changed, how we go about it
has— trying to help people budget, help them understand credit scores, help
them understand what kind of the financial considerations are. and let them
know simple things such as when you buy a house, if the hot water heater goes,
it's your expense, it's not the landlords anymore.
Maria Paz Rios: And during the boom years, did you ever lose members or
clients when you told them that perhaps they couldn't afford a certain house?
Like would they go somewhere else in Durham that would provide them maybe a
risky loan, but that would provide them access to such an investment?
Daniel Berry: Sure. Sometimes when people are disappointed though, they'll
go across the street or across town to see if they can get accepted someplace
else. However, from our perspective, our goal – if you think of predatory
lending, predatory lending is you're relying on the collateral to pay you back,
and we don't do that here. We're looking for that individual to pay us back.
The collateral is just kind of an insurance policy. So
from that point, if we're not comfortable that you're going to pay us back, we
would rather say no than allow that to happen and then foreclose a year, two years,
five years down the road.
Maria Paz Rios: And how did lending practices change during the 2000s?
Daniel Berry: When the great recession hit, property values decreased.
So that means some people who had a home, that thought they had equity in the
home, [that] wanted say a second mortgage, could not
get it. If they wanted to move, then the value of their property was less than
what they thought it was. It impacted how much they could get for their home
and depending on where they were moving to, it impacted the value of what they
were trying to buy because real estate values – while everything did decrease
after the great recession, some cities were hit harder than others and you take
something like Miami, they were crushed – a lot of their values went way down.
You look at something like Durham, yeah, some of the values went down, but not
by half. And as those dollar values changed, it did change people's evaluation,
if you will. How much can I afford on a home? Is this a good time to buy?
Because sometimes after a crash you're like, "wow, I could afford a bigger
house than I could have beforehand," assuming you had a stable job. And I
don't care what the size of your home is, if you don't have a job, it's hard to
afford your mortgage payment, and people would just have to reevaluate after
the great recession, what my personal goals are and what my finances are, to
what's reasonable for me as an individual.
Maria Paz Rios: And we've heard through other interviews the importance of
mortgage counseling, especially in the years preceding the crisis. Did the
credit union interact with any mortgage counseling groups in particular? And
what is your perspective on the role of mortgage counseling groups within the
mortgage market?
Daniel Berry: [At]
the credit union, we have two financial guidance counselors and we also have
two mortgage people., We actually try to counsel people through the process.
And we did that before there was an economic downturn. And in fact, some of
what we've experienced is people will come learn from us, but then if they can
save a half a percent someplace else, we actually lose the loan. But from a
mission perspective, we believe it's very important to help people make the
best decision for themselves. Not us making a decision on what we would do or
what we think is best, but give them the information to help them make the best
decision for themselves. And so, from that perspective, we did it before the
economic downturn, we did it during and then after — our goal is just to try to
help people. But we do it internally, we don't reference it outside.
Maria Paz Rios: Did you and the credit union help people who became
unemployed during the recession, how to keep their homes, and if so, how?
Daniel Berry: When people would become unemployed, they can't pay their
debt, it just doesn't make sense. This is one of those scenarios where you have
to treat each person independently on what makes sense for them. And we
probably had one or two foreclosures because people just couldn't afford their
house anymore. What you try to do is you try to work with them, you defer
payments, you may adjust the interest rate. It's much easier to do when they
get their next job because at that point they have a better idea of what their
monthly budget is. And so, what we try to do is we try to have an ongoing
conversation with what's your situation, what makes sense today? And then, if
there is a hardship, how long will that last before things get better for you? [For]
some people, it may be just, hey, let's defer six months, add six months to the
end of the mortgage. And that gives them the breathing room that they need to
get back on track. Other people, if they can't find a job, period, that isn't
going to help them. And then you have to say, "can you truly afford the
house?" Or is there some other way this can work out.
Maria Paz Rios: Moving forward a little bit, I believe you assisted in the
National Association of Federal Credit Unions Regulatory Committee, and we're
even granted the NAFCU Professional of the Year in 2008. Is that right?
Daniel Berry: Correct.
Maria Paz Rios: Could you describe your official responsibilities at the
NAFCU and how they related to the market for residential mortgages?
Daniel Berry: The National Association of Federal Credit Unions assists
all credit unions, well, federal credit unions across the United States, they
have since added state [chartered credit unions]. So, it would be all credit
unions across the United States. What they do is, they advocate on behalf of
credit unions and from a real estate mortgage perspective, they can lobby
Congress, FHA [Federal Housing Administration] or HUD [United States Department
of Housing and Urban Development] or other areas on trends that they're seeing
across the United States, on what regulations, shall we say, are challenges for
consumers maybe unnecessarily. And vice versa, if there are default risks, etc.,
then what should be changed to try to mitigate such circumstances. They lobby
Congress, they also help credit unions from a regulatory oversight
[perspective] and on regulations or certain things that we need to have on each
mortgage loan to be in compliance. For example, disclosures to members, you had
mentioned counseling and so forth, to oversee that process.
Maria Paz Rios: So I know you touched on this briefly, but, what other
agencies, whether state or federal, did the NAFCU and you work with most
closely on the issues related to the residential mortgage market, and if you
worked with both state and federal agencies, did you ever see any kind of
tension between the different kind of jurisdictions and relationships between
these agencies?
Daniel Berry: Well, I've also served on a committee for the Consumer
Financial Protection Bureau [CFPB]. That's a U.S. federal agency that's
relatively new. And that came about because of the great recession and the
issues in the mortgage market. I am more accustomed on the national than
differences between the state, say North Carolina versus South Carolina versus
Georgia. For me, I personally have seen where they, as a general rule, have
worked together. I think that the different governmental agencies – [their] hearts
are in the right place – that their intent is to try to help their constituents
and to try to help people, as best they can in the real estate and mortgage
market. And from that point [of view], are there differences? Sure. There's always differences, and I believe that 42% is a
better rate than 43% and this and that, and who's right and who's wrong. But I
do think that people have their hearts in the right place and that they're
trying to help people obtain mortgages, but at the same time also protect them
from some of the shady practices in the past. I'll give you an example. Years ago there was something called red lining and that's
basically where banks would not lend to certain neighborhoods. And a lot of
people thought that that was actually partially racial profiling, and that was determined to be illegal. But one of the
things that still goes on, there are annual reports that go to the federal
government and one of the things they review is, could there possibly be discrimination
and they look for what are considered red lining trends; even though it's
illegal, if somebody's still doing it. So from that
point, I think the government provides a very valuable oversight to make sure
that the consumer is protected.
Maria Paz Rios: You mentioned your role on a committee in the CFPB. Could
you talk to me a little bit more about your duties within that role?
Daniel Berry: Well, the role of the committee, we do not make
recommendations to the CFPB. What we do is we provide information to them. So they will, when they were drafting some of their rules
and regulations, they would provide us a confidential draft ahead of time. We
would review it. And then we would provide them feedback to help them tweak it
and make it a better regulation when it was officially given out. So it was more an advisory role, if you will.
Maria Paz
Rios: Okay, and circling back
a little bit to Durham, you got a great national perspective, and after seeing
this broader scope, do you think Durham was more or less impacted by the
lending practices and the crash?
Daniel Berry: All right. This is a matter of degree. I do think that
Durham was impacted. But I think our impact was much less than Miami, Las Vegas
and some other localities. Now it is interesting when you think about it from
an individual perspective. If I lost my job, if my home was foreclosed on, I
would say it was awful and it was terrible. So if
you're looking at an individual perspective, it would vary based on each person
that was here in this community. But if you look at it from a global
perspective, and the economic environment if you will, it was bad, but it was
not as bad as Florida was.
Maria Paz Rios: I'm just going to go ahead with the concluding questions
that we've been asking everyone that has participated in these interviews. So over the last decade we have seen a number of different
narratives emerge to explain the financial crisis. How do you understand what
caused the crisis?
Daniel Berry: To me it was greed, people
trying to make more and more money.
Maria Paz Rios: Do you think this greed sourced from Wall Street, from
brokers, from local lenders? And how did the greed interact between these
different groups of people?
Daniel Berry: I don't think that you can pinpoint one person and say it
was greed on Wall Street or a bank or something. I think it was a combination. That
when you have an environment where the incentives were to sell a house and then
if somebody could not afford it, that would be somebody else's issue later, I
think there are multiple parties, that benefited from that environment. And
from that point, it's always – it's, how do you say it – it's easier today
because you say the pandemic is the fault of a virus. You can point to that,
it's easier to swallow. It's a little bit more difficult to say that part of
our issue was our system. And there are some changes in the system, the
government has provided some frameworks on what they say is acceptable to try
to keep loans being made for people who clearly could not afford it. You also
have, when people sell loans now, they need to retain, for like selling a loan
and on awn participation, they have to keep 10%. Well if they have
to keep 10%, that means if the loan goes bad, they lose a little bit of money.
That gives them some incentive to be a little bit more upright in their
dealings with others. So I do think some of the
changes in regulations has made the system better. But there are still concerns
in the system because a realtor, if they make a sale, and an appraiser, if they
do an evaluation, if the loan goes bad in three years, they've got their money,
they're gone.
Maria Paz Rios: And looking back on the crisis over a decade later, what
do you see as its most important lessons for mortgage originators and state
level policy makers?
Daniel Berry: For me, and this is just personal, I think we overestimate
the value of a brochure pamphlet and underestimate the value of a conversation.
Whether somebody truly understands the commitment that they're making and the
reasonableness of the dollar amount that they're requesting.
[END OF SESSION]