Working with Foreign National borrowers has taught me that these loans are rarely about simply finding a program labeled ‘Foreign National.’ Every borrower comes with a different financial story, and understanding that story is often the most important part of structuring the loan correctly.
This is especially meaningful to me when working with Turkish Foreign National clients. Before continuing my mortgage career in the United States, I spent many years in banking in Turkey, including working as a Mortgage Specialist and Relationship Manager. That experience gives me something I value greatly today: I understand my target client base, how they typically approach banking and borrowing, how their finances may be structured, and the questions they may have when entering the U.S. mortgage system.
When a Turkish client comes to me for financing in the U.S., I can often anticipate where questions or documentation challenges may arise. Banking systems, financial documents, income structures, terminology, and even the relationship clients are accustomed to having with their banks can be very different. I see part of my role as being a bridge between those two worlds.
Start with the Borrower, Not the Program
Sometimes the challenge is not that a borrower lacks sufficient income or assets. The challenge is how that income and assets are documented and how we can present the borrower’s complete financial picture in a way that satisfies U.S. underwriting requirements. That is why I strongly believe we should start with the borrower, not the loan program.
Before deciding which program may work, I try to understand the complete picture. Where does the income come from, and how can it be documented? Where are the assets held? Does the borrower have U.S. credit? What is the borrower’s visa or residency status? Is the property a primary residence, second home, or investment property? If it is an investment property, could a DSCR structure make more sense than qualifying based on personal income? The answers can completely change the direction of a loan.
The Right Lending Team Matters
Experience has also taught me that understanding the borrower is only one part of a successful transaction. Who you choose to work with on the lender side can be just as important. The right lender, underwriting team, and especially the right Account Executive can have a tremendous impact on the process.
When you have an AE who understands your business, knows the programs, listens to the complete scenario, and is willing to work with you toward a solution, everything becomes easier. I have been very fortunate in this respect with AD Mortgage. Having an AE like Daria makes a real difference for me. She understands the types of borrowers I work with and the complexity that can sometimes come with Foreign National and Non-QM files. Being able to discuss a scenario openly, ask questions, and work through possible solutions together is extremely valuable.
Finding the Right Documentation Strategy
The same is true of underwriting and the rest of the team. In Foreign National lending, documentation does not always come in the exact format we are accustomed to seeing in the United States. Banking systems are different, accounting practices are different, and the way income and assets are reported can be different.
This does not mean documentation is less important. In fact, I believe the opposite is true. We need to understand exactly what underwriting is trying to verify and determine the best acceptable way to document it. Sometimes the first structure we consider is not the structure we ultimately close with. A Foreign National program may be right for one borrower, while DSCR or another Non-QM option may work better for another.
Of course, that does not mean we always agree. There are definitely moments when underwriting and I see something differently, and sometimes we go back and forth before reaching the solution. I believe those moments are part of a healthy broker-lender relationship. What matters is being able to explain our positions, listen to each other, and remember that we are ultimately working toward the same goal: a properly documented loan and a successful closing for the borrower.
The Human Side of the Broker-Lender Relationship
Over time, this is what has made my relationship with AD Mortgage feel different. Beyond programs, rates, guidelines, and underwriting, there is a human side to this business. The AD team has become a place where I genuinely feel comfortable and supported – almost like working with family. There is a warmth and familiarity in the relationship that I truly appreciate.
Mortgage transactions can be stressful. Difficult conditions come up, guidelines change, and sometimes a file that looked simple at the beginning becomes complicated very quickly. During those moments, having people on the other side whom you know, trust, and feel comfortable calling can completely change the experience.
My previous banking experience in Turkey helps me understand where my clients are coming from. My mortgage experience in the U.S. helps me understand what lenders and underwriters need. Working with the right lending partners helps connect those two sides.
Every complicated file still teaches me something new. The solution is not always immediately obvious, but when you understand your borrower, know your target client base, understand the guidelines, and have the right AE, underwriting team, and lending partner beside you, you can often find a path forward that may not have been visible at the beginning.
At the end of the day, especially in Foreign National and Non-QM lending, one principle continues to guide the way I work: Don’t start with the product. Start with the borrower. Understand their story, surround yourself with the right team, and then build the financing solution around them.
The article is written by Gamze Algan, Mortgage Broker.
Author Bio
Gamze Algan Biskin is a licensed Mortgage Broker specializing in residential, commercial, construction, Foreign National, DSCR, and Non-QM financing. Before continuing her mortgage career in the U.S., she spent many years in banking in Turkey, including roles as a Mortgage Specialist and Relationship Manager. Her international banking background gives her a unique understanding of Foreign National borrowers, particularly Turkish clients, and helps her bridge the gap between their financial profiles and the U.S. lending system. She is passionate about understanding each borrower’s story and finding the financing structure that best fits their needs.
