COLORADO SPRINGS, Colo.-Successful credit union mortgage lenders are reporting the secret lies, fittingly, at home with their own members.

Bill Vogeney, SVP/chief lending officer at Ent FCU here, noted that just 5% of its member base has a mortgages with the $3-billion credit union, but that figure is considered good in the industry. He argued that CUs need to go after the "low-hanging fruit" of members who already have a good relationship with them before thinking about competing in the broader market.

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