Mortgage lenders find niche in gay, Christian, ethnic groups

Razor focus on specific communities creates new business model

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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.