Mortgage lenders find niche in gay, Christian, ethnic groups

Razor focus on specific communities creates new business model

Alex Espinoza and his brother began selling real estate to the Hispanic market in 1981. They decided to focus on their own ethnic group because they saw a niche no one was filling at the time in Southern California’s Inland Empire.

“We saw a need to help people,” Espinoza said. “People were buying homes and they didn’t understand the process. They’d have their children helping them out with a major real estate transaction.”

That focus has now extended into a development company and a mortgage brokerage.