The half day courses teach brokers how to sell both direct and Intermediary mortgages successfully from the whole of the market, rather than just offering customers the restricted choice now available solely through broker distribution, by using the Home Buyer system to its maximum potential.
Key business benefits of the system include the ability to demonstrate the savings that mortgage applicants can make by selecting direct-to-lender products; a fee justification tool to earn fees that at least replace procuration fees; tools to provide an online administration and support service for direct to lender mortgage sales; and tools to retain the client for related insurance product sales.
Richard Angliss, managing director of Home Buyer Systems, commented:
“Demand for our sales training courses has already greatly exceeded our initial expectations. The FSA’s Mortgage Market Review proposes that advisers should in future be described as either ‘independent’ (ie, whole of market) or ‘restricted’ (ie limited panel only). We therefore anticipate even greater demand for our whole-of-market sales training, as it is highly unlikely that mortgage advisers will want to be in the category labelled ‘restricted’.
“We are continually adding new services, and attendees at our sales courses also benefit from being introduced to recent innovations including our hb-Forum, which allows brokers to share experiences and best practice, and our screen-to-screen selling system that gives Home Buyer users the ability to share their computer screen with customers. In addition, the mi-Zone enables brokers to work with their customers to deal effectively with the administration of the direct-to-lender sales, and mi-Zone Introducer gives their introducers a system to send leads directly so they can be sourced immediately.
“Far from being dragged down by the depressed state of the market, feedback from brokers attending the courses shows that they feel more optimistic and better equipped to adapt to the fast-changing nature of the intermediary mortgage market. As a consequence of this optimism they have been very quick to tell fellow brokers about this, which has certainly been reflected in the large increase in the numbers downloading our free trial in recent weeks”
