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The Role of Intermediaries in Selection Markets: Evidence from Mortgage Lending

Author

Listed:
  • Jason Allen
  • Robert Clark
  • Jean-François Houde
  • Shaoteng Li
  • Anna Trubnikova

Abstract

We study the role of brokers in selection markets. We find broker-clients in the Canadian mortgage market are observationally different from branch-clients. They finance larger loans with more leverage and longer amortization. We build and estimate a model of mortgage demand to disentangle three possible explanations for these riskier product choices: (1) selection on observables, (2) unobserved borrower preferences for riskier loans, and (3) a causal effect of brokers. Although we find that brokers influence product choices, the main reason borrowers choose high-leverage products is unobserved preferences. Borrowers prefer larger loans and brokers facilitate qualification for them.

Suggested Citation

  • Jason Allen & Robert Clark & Jean-François Houde & Shaoteng Li & Anna Trubnikova, 2025. "The Role of Intermediaries in Selection Markets: Evidence from Mortgage Lending," The Review of Financial Studies, Society for Financial Studies, vol. 38(11), pages 3284-3328.
    • Handle: RePEc:oup:rfinst:v:38:y:2025:i:11:p:3284-3328.
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    File URL: http://hdl.handle.net/10.1093/rfs/hhae075
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    Keywords

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    JEL classification:

    • G21 - Financial Economics - - Financial Institutions and Services - - - Banks; Other Depository Institutions; Micro Finance Institutions; Mortgages
    • D12 - Microeconomics - - Household Behavior - - - Consumer Economics: Empirical Analysis

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