Tag Archives: mortgage technology

Green mortgages – a blossoming trend

With climate change constantly in the headlines and the government aiming to make the UK carbon net zero by 2050[1], energy efficiency in the housing sector is coming into sharper focus with ambitious aims for UK new build homes to be highly energy-efficient and zero-carbon ready by 2025[2].

A report from the Intermediary Mortgage Lenders Association (IMLA) has shed light on how the market for green mortgages looks set to gather momentum as we become more eco aware.  Here we look at some of the key findings from IMLA’s research[3] and what it means for the mortgage industry.

What is a Green Mortgage?

Green mortgages are relatively new products, and the market is still in its infancy. In 2017, the Government’s Clean Growth Strategy revealed their blueprint for a low carbon future and introduced the concept of green mortgages in the UK.

A green mortgage gives borrowers preferential terms in the form of lower interest rates, increased loan amounts, or cash incentives, if they can demonstrate the property they are borrowing on meets certain environmental standards, whether that is for a new build or energy efficient renovations to an existing property.

There are benefits for both parties in a green mortgage [4].

  • For lenders, a borrower with a green mortgage is in a better financial position to pay back the loan as a green building costs less to run.
  • For the borrower, their energy efficient property has an increased value over a similar property that does not meet the desired levels of energy efficiency and there are often rewards within the green mortgage itself.

Gathering momentum and breaking down barriers

As with any change, there are challenges for green mortgages. Firstly, UK lender affordability calculations generally do not take energy performance into account, making it difficult to record. However, in 2020, Monmouthshire Building Society became the first UK lender to recognise energy ratings as part of their affordability calculations [5], perhaps encouraging more lenders to follow suit .

Next, there is a misconception amongst the end users in the market that green mortgages are more expensive with 33% of consumers in IMLA’s research expecting that to be the case. However, this is not the case with 72% of lenders having launched green products that cost the same as conventional products or less. Interestingly, 20% of consumers indicated that they would be willing to pay an extra £100 a month for a green mortgage if it would lower their carbon footprint, with other drivers for them taking such a product being:

  • Saving money on energy bills
  • Helping to save the environment
  • Making the property more desirable by improving energy efficiency
  • Access to better mortgage rates
  • Increasing the value of the property 

Additionally, there is a lack of promotion and awareness of green mortgages with IMLA’s research showing that 43% of consumers had never heard of a green mortgage naturally resulting in low demand for the products.

Barclays were the first big lender to launch green mortgage products back in 2018, although Ecology Building Society were the pioneers of such a product as far back as 1981 [6]. Barclays were soon followed by lenders such as Nationwide, Saffron Building Society, and Kensington with others indicating an intention to launch green products to market in the future [7].

Indeed, specialist lender Foundation Home Loans recently revealed they are launching a ‘Green Reward’ remortgage product as part of its residential range, which will be available to existing homeowners or occupiers who have raised their Energy Performance Certificate (EPC) rating to ‘C’ or above through improvements to their home[8].

Recently, Nationwide Building Society launched a new product called ‘green reward’ which offers £500 cashback to those buying a property with an EPC rating of A, and £250 for properties with an EPC rating of B, in an attempt to encourage more people to buy more energy efficient homes. This is in conjunction with their lowest ever advance rate of 0.75% for sustainable home improvements which includes energy efficient home improvements such as loft, floor, and cavity wall insulation; triple glazing windows; air source heat pumps; and electric car charging stations for which homeowners could borrow between £5,000 and £25,000[9].

IMLA’s report reflects the optimism of the green mortgage market with 58% of intermediaries and 74% of lenders expecting to see demand grow over the next few years.

The hurdles to green mortgages are not insurmountable, and in fact, mostly lie within a lack of understanding of the products, which can be remedied. For example, the government’s Green Finance Strategy put forward a £5m fund to help the financial sector develop green home finance products which triggered the launch of several green mortgage products, helping to raise awareness amongst consumers.

As for future growth, IMLA’s research showed that 74% of lenders believe financial incentives from the government will help to push the market forward. Last year, the government announced a £2bn Green Homes Grant package to help homeowners make energy efficient upgrades to their properties, of which the IMLA report says there are 29 million in the UK.

The lenders view

Lenders appear to be dealing with green mortgage in differing ways with many keen to support the market, some offering lower interest rates and some cash incentives. Kensington for instance is rewarding customers with £1,000 cash back incentives on energy efficient or green renovations to existing properties , whether for buying an older home or simple remortgaging [10].

Furthermore, the mortgage industry is being driven towards green adoption by companies like fund managers BlackRock who have an interest in the UK mortgage market and are responsible for investing trillions into companies that are working towards sustainable practices [11]. Last January, BlackRock wrote to their clients outlining their belief that sustainability risk, and climate risk in particular, mean investment risk and as such sustainability is a key component of the way the way the engage with companies [12].

Supporting green mortgages with technology

The green mortgage market needs a brighter light shining upon it and whilst financial incentives from the government are a welcome addition, technology can also play its part too. IMLA‘s report states that 14% of advisers have customers who have enquired about or taken out a green mortgage. Whilst that figure is low, given the information, it is likely to grow. So, advisers should ask themselves if their sourcing software can help to make finding these products simpler?

MortgageBrain sourcing products make it quicker and easier to cut through the noise with advanced filtering that helps find that niche product your client is looking for. Are green mortgages an untapped business opportunity for you?

To find out more about MortgageBrain products and how you can take advantage of a quickly developing market email sales@mortgage-brain.co.uk.


[1] https://www.gov.uk/government/news/uk-becomes-first-major-economy-to-pass-net-zero-emissions-law

[2] https://www.energylivenews.com/2021/01/20/all-new-build-homes-in-the-uk-to-be-zero-carbon-ready-by-2025

[3] http://www.imla.org.uk/resources/publications/imla-green-mortgages.pdf

[4] https://www.worldgbc.org/news-media/what-are-green-mortgages-how-will-they-revolutionise-home-energy-efficiency

[5] https://www.financialreporter.co.uk/mortgages/new-green-mortgages-to-consider-energy-efficiency-in-affordability-calculations.html

[6] https://www.whatmortgage.co.uk/news/saffron-joins-lenders-offering-green-mortgages/

[7] http://www.imla.org.uk/resources/publications/imla-green-mortgages.pdf

[8] https://www.moneyage.co.uk/foundation-home-loans-launches-green-reward-remortgage.php

[9] https://www.thisismoney.co.uk/money/mortgageshome/article-9515635/Green-mortgages-Nationwide-latest-lender-offer-cashback.html

[10] https://www.financialreporter.co.uk/mortgages/kensington-launches-energy-efficiency-reward-mortgage.html

[11] https://www.ft.com/content/57db9dc2-3690-11ea-a6d3-9a26f8c3cba4

[12] https://www.blackrock.com/corporate/investor-relations/blackrock-client-letter


 

Simplifying the mortgage journey

Being a mortgage adviser isn’t solely about finding the perfect product. In this technological age, it is the service your customer receives during the mortgage process that can set you apart from your competitors. Customers expect a swift conclusion to their search for the perfect mortgage with two in five expecting to be able to engage with their intermediary through physical and digital channels[1].

No two cases are the same and customers’ circumstances can change quickly posing advisers with additional challenges when performing their mortgage research. Equally, with ever-changing policies and product availability, it can be a long process.

The more complex cases become, the more time you need to spend on administration and sourcing activities, with calls to many different lenders or visits to their websites looking for accurate information, or even continually re-keying a customer’s information into various platforms as the case progresses. It can be time consuming, and customers expect more with so much technology available.

Embracing digitalisation

Making full use of technology and embracing digitalisation can help you to make your processes more efficient, the information you gather more accurate, reduce the amount of re-keying, and minimise the time you spend researching whilst approaching a wider portion of the market, resulting in a better experience for your customers.

To a certain extent, the pandemic has already necessitated the use of more technology, with lockdowns meaning that face-to-face meetings were no longer possible which forced a move to digital communications and virtual meetings. Indeed 2020 (and the start of 2021) has added to existing pressures and acted as a catalyst to drive the digitalisation of the mortgage market[2], disrupting and shaping areas such as:

  • Processes/technology transformation
  • Customer insight
  • Personalised customer experience
  • Innovation of products and services

Businesses are starting to appreciate the benefits of digitalisation and the need to meet customer expectations of speed and excellence of service, with 70% of organisations having a digital transformation strategy in 2020[3].

So where should you start with your digitalisation strategy?

The journey starts here

It starts with your website. It is likely to be the first impression potential customers will have of your business and the place where a good percentage of your leads are generated. If your website is not visually appealing, does not contain quality content or is hard to navigate, users will pass you by. Never underestimate the impact a professional looking website has at a time when customer expectations are higher than ever.

MortgageBrain B2C is a professional web service that means you can obtain an eye-catching website alongside mortgage search and best buy tables as plug-ins that will encourage users to complete and submit an enquiry form. Our experts do all the work for you, so you don’t need any technical knowledge.

Time-saving technology – reuse client data, minimise errors

How much time do you spend re-keying customer information as you take them through their mortgage journey? And how many errors can appear because of that? Again, technology can save you time and reduce errors by limiting the amount of rekeying.

Using Mortgage Brain’s back office system, The Key, can save you time throughout your entire process whilst meeting evolving customer expectations by granting access to the Client Portal where you can securely exchange documents and messages, and even track cases 24/7, again speeding up daily tasks and meeting customer expectations for secure and speedy communication.

Customers can generate an enquiry on your website which is pulled through to The Key. From here, you can issue an online Fact Find enabling the customer to enter all the necessary information themselves, and once that information is complete it is returned to The Key. Next, you can securely transfer this client data into other Mortgage Brain solutions such as product sourcing and online application submissions without the need for re-keying!

As Mortgage Brain’s online application and submission platform Lendex is integrated with The Key, you can start an application using all the information contained within the back office system. Lendex is a free and easy to use service that provides the ability to digitally complete, submit, administer, and track applications to multiple lenders from a single log in.

Transforming mortgage sourcing

When it comes to sourcing, customers want swift answers on which products are available to them and expect that information to be accurate and up to date. For you, the process can be time consuming. Finding a product that suits the needs of your customer, matches their criteria, and is affordable involves detailed research.

Here, technology can generate huge advantages in time saved, while providing a robust audit trail and accuracy of research that gives you confidence that submissions to lenders will be right first time, leaving­­­ customers with an enhanced and less stressful experience.

Streamlining existing processes as opposed to creating new ones, while showing evidence of decisions across multiple areas of the research journey (where it may have previously been reliant on a phone call) can support businesses to embrace technology without a drastic overhauling of the sales process.

For example, using a platform such as Criteria Hub gives you the ability to quickly perform a search of up to six criteria across over 70 lenders, many of which you may otherwise not have been exposed to or thought to approach, particularly more specialist lenders. The search results include the power to expand lender notes including outside policy information that is otherwise not readily publicly available, and then produce supporting documents that offer a significant time saving on the manual alternative of researching each criteria on each lender’s website.

Imagine if this information could then be accessed and transferred during a product sourcing journey? Full integration with the market-leading product sourcing solutions MortgageBrain Classic and MortgageBrain Anywhere means you can do this within a single journey for further efficiencies.

When determining a client’s affordability, Affordability Hub can accelerate the process by providing a platform to populate a single standardised form with your client’s property, complex income types, expenditure, and debt, that is then sent to the affordability calculators of 35 lenders with detailed results returned for each. For you, taking advantage of such digitalisation would enable a wider view of the market and in a fraction of the time, in line with customer expectations.

As standalone products, these are compelling solutions but combining all three means you can add efficiency and time savings to your processes by being able to get a complete picture of the market from within a single suite of technology. All this with the additional benefit of having all research supported by documentation to meet compliance regulations.

Give your business the edge

Digitalisation and technology are moving on apace, the time to embrace the possibilities they offer is now. They help you meet the high expectations of your customers, give you an advantage over your competitors, and will future-proof your business ready for any new developments that can give it a boost.

Find out more by contacting sales@mortgage-brain.co.uk


[1] https://www.cognizant.com/whitepapers/the-path-ahead-for-mortgage-digitisation-codex3796.pdf

[2] https://www.experian.co.uk/blogs/latest-thinking/data-and-innovation/latest-mortgage-and-housing-market-trends-and-key-factors-for-2021/

[3] https://financesonline.com/digital-transformation-statistics/

Being cyber secure

The threat of online security risks including cyberattacks, malware, and phishing scams will always exist. Cybercriminals are constantly evolving to become more complex and convincing, meaning your business must stay vigilant and take steps to protect itself, its employees, and its customers.

Startling statistics reveal that in the UK, a small business is hacked successfully every 19 seconds. Across both small and medium-sized businesses 65,000 cyberattacks are executed every day, with 4,500 of those being successful[1].

Worryingly, attacks are increasing in frequency with 46% of businesses reporting a cyber security breach or attack in the last 12 months with many experiencing issues at least once a week. Of those, 19% experienced financial or data loss while 39% suffered loss through business disruption or having to implement new measures to stop a recurrence[2].

Pandemic predators

The COVID-19 pandemic has brought a surge in online activity creating more opportunities for cybercriminals to steal data, and employees working from home also provide new targets[3]:

  • Coronavirus blamed for 238% rise in attacks on banks
  • 80% of firms have seen an increase in cyberattacks
  • Cloud-based attacks rose 630% between January and April 2020
  • Phishing attempts have risen 600% since the end of February.

Types of threats and staying safe

The term ‘hacker’ covers professional criminals and disgruntled employees alike but regardless of name, they are developing new methods of attack all the time. Throughout the cyber security industry, the eight main threats to be aware of are deemed to be as follows, together with some actions to try and stay safe, as recommended by the National Cyber Security Centre (NCSC), the government, and major security companies:

Malware – makes your computer/network malfunction or grants the attacker access and control with varieties such as worms, viruses or trojans.

Phishingmalicious emails designed to fool people in disclosing details or taking action that is damaging for the business.

Ransomwaredenies a user access to their own system by locking it behind a paywall rendering it unusable until a ransom is paid.

To minimise the likelihood of becoming a victim of malware, phishing, and ransomware, or similar threats, industry experts recommend taking the following precautions:

  • only use current and updated web browsers and operating systems;
  • scan new disks and files with anti-virus software;
  • avoid giving out personal data to unsolicited calls, emails or texts;
  • don’t click links in emails you were note expecting;
  • only download from trusted websites and sources;
  • do not click unverified links;
  • avoid use of public wi-fi networks;
  • and use a virtual private network (VPN) where possible.

Other types of threat

Distributed Denial of Service (DDoS) – designed to overwhelm either your database or website by bombarding them with more requests than they can handle, causing them to become unresponsive.

To avoid becoming victim of a distributed denial of service attack, industry experts suggest that you:

  • ensure your business/website has enough bandwidth to handle spikes in traffic;
  • spread your servers across multiple data centres and distribute traffic between them;
  • protect servers with network firewalls, web application firewalls, and load balancers.

Man in the Middle – pretending to be a reputable business using a fake website or intercepting a connection with the intent of harvesting data from users. These attacks often occur through unsecured public Wi-Fi networks.

There are several steps that experts say will counter these attacks, for instance:

  • educate employees not to use public networks;
  • use virtual private network (VPN) for secure connections;
  • monitor networks and devices for unusual activity;
  • use up to date and secure browsers;
  • implement two-factor authentication.

Structured Query Language (SQL) Injection – hackers insert a malicious code into an SQL server to make it release information.

Cyber security professional suggest preventing SQL Injection attacks by:

  • using a web application firewall;
  • and creating multiple database user accounts meaning only specific and trusted individuals can access the database.

Password attacks – whether guessing a user’s password or using software to do so, once obtained the cyber attacker has complete access to the system and all its information.

To combat password attacks, experts suggest implementing a password policy that promotes strong passwords. A strong password includes:

  • at least 12 characters;
  • no personal information;
  • a combination of numbers, symbols, capital letters and lower-case letters.

Zero-day exploits – exploiting software’s vulnerabilities, especially as they age. That is why it always important to keep software updated and apply any security patches that are issued.

Cyber security professionals suggest your business can reduce the risk of zero-day exploit attacks by:

  • using solutions that can scan for vulnerabilities;
  • installing software patches as soon as they become available;
  • utilising data validation to test any input supplied by an application or user.

­With heightened motivation and opportunity for cyber criminals, cyber security specialists say it’s important to review your cyber security regime and address any vulnerabilities that may leave your business at risk. Kaspersky estimated in 2019 that 41% of consumers left themselves open to security risk by using unsupported or near end-of-life operating systems like Windows XP or Windows 7[4].

The NCSC suggest a cyber security checklist for SMEs:

  • Knowledge is power

Establish a channel of communication to enable the exchange of information including policies and training to maintain awareness of cyber risks to your business.

  • Secure your network

Monitor and test your network, and secure its perimeter to stop unauthorised access or malicious content from entering.

  • Stop malware

Use up to date web browsers, ensure anti-virus software is used to scan disks and files; don’t give out personal data, and don’t click links in unsolicited emails.

  • Don’t go public

Public Wi-Fi is more vulnerable to being intercepted so reduce and avoid use where possible.

  • Keep systems updated

System security patches must be applied as soon as possible to ensure security configuration is maintained and avoid exploitation of vulnerabilities.

  • Control access

Limit user privileges and the number of privileged accounts to control access to systems. Restrict access to activity and audit logs.

  • Be ready to react

Prepare an incident response strategy and test your disaster recovery capabilities. Activate specialist company-wide training and report any criminal incidents to relevant authorities.

  • Monitor activity

Monitor all your systems and networks and look for any unusual activity that could indicate an attack. Set up a strategy and policies across the business to do this.

  • Away from the office

Ensure all staff understand the risks of home and mobile working and train them to follow protocols with ways to protect data at all times.

  • Strengthen passwords

Implement a password policy that promotes strong passwords that contain at least 12 characters, no personal information and a combination of numbers, symbols, and capital/lower case characters.

  • Start at the top
    Board and senior management must assess risk to information and systems within the business to establish a risk management regime.

Look out for further information on this topic from future blogs.


[1] http://hrnews.co.uk/cyber-security-statistics-in-the-uk-reveal-troubling-figures/

[2] https://www.gov.uk/government/publications/cyber-security-breaches-survey-2020/cyber-security-breaches-survey-2020

[3] https://www.fintechnews.org/the-2020-cybersecurity-stats-you-need-to-know/

[4] https://www.kaspersky.com/about/press-releases/2019_consumers-still-use-unsupported-and-near-end-of-life-os

Lockdown Love

In challenging times like these, it is more important than ever to reflect on the positives and share some love. And what better time than during February with Valentine’s Day approaching!

Our ‘Love Your Customer’ campaign this year goes under the title of Lockdown Love and we have lots of exciting activities that focus on sharing a bit of joy and love with both customers and colleagues to recognise their loyalty to us.

It’s also the perfect time to raise money to try and help some worthy causes. This year our chosen charities will be:

  • RSPCA: Animal welfare charity
  • Mind: Mental health charity
  • Alzheimer’s Society: A charity for people with dementia and their carers
  • Macmillan Cancer Support: A charity that provides specialist health care, information and financial support to people affected by cancer.

Lockdown Love for our customers

There are plenty of ways our customers can take part and support charity:

Corporate cares: Throughout February, during select meetings and training sessions with our incredible corporate team, customers will be asked to choose one of the above charities for Mortgage Brain to make a charitable contribution to on their behalf.

Prize draw: We want to hear from our customers about one act of kindness they have either performed or received during an incredibly challenging twelve months. Each unique entry will be placed into our prize draw. We’ll randomly select a winner on 16 February who will win a £50 Amazon voucher and a £250 charitable donation will be made to their chosen charity1. Enter here!

Photo competition: We’d love to see photos of the strangest places our customers have worked from during the pandemic OR the most entertaining home-schooling moment you’ve experienced. Submit your photos on Twitter or LinkedIn using either #WFH or #homeschooling and tag Mortgage Brain. On March 1st our judges will choose a winner for each category both of which will receive a £50 Amazon voucher1!

Follow us on Twitter and LinkedIn to join in with all the fun.

Customers can help spread the Lockdown Love by getting involved with any of the activities which willrun throughout the month.

We will be sharing messages and promoting our customers and competitions through our social media channels on Twitter and LinkedIn using the hashtag #lockdownlove.

We also have one or two surprises in store, so be sure to follow us on social media to keep up-to-date!

Lockdown Love for our colleagues

Throughout the month, we also want to recognise the amazing effort from our colleagues throughout a difficult year. Working from home can be challenging to adapt to but remarkably everyone rose to the challenge and still managed to carry on developing and launching innovative new solutions like Affordability Hub plus tools to support the industry such as the Lender Service Levels Report.

We will be running a prize draw and a competition for our colleagues who can get involved by:

  1. Sending in photos that show the one thing they have loved most to help them get through a challenging 12 months.
  2. Sharing the ways in which they met their partners.

So, we have lots of fun in store for everyone. Why not take your mind off lockdown for five minutes and take part in some of the activities, spread some Lockdown Love and raise some money for great causes.

Best wishes

The Mortgage Brain Team

1 Full Terms and Conditions can be found here.

2020 Vision: Looking back

Throughout an undoubtably challenging year, businesses across the world have worked tirelessly to combat the impact of the pandemic on both their business and their industries.

During this time, Mortgage Brain is proud to have not only powered through but to have continued to support the industry through innovations and developments including launching the COVID-19 support hub, a lender service levels report and our affordability sourcing product, Affordability Hub.

We’ve taken time to reflect on the challenges and successes of the year which we’re pleased to share with you.

Information overload

Early on in the pandemic, a key challenge was identified as the overwhelming amount of information being released on a daily basis. Advisers struggled to keep track of the rapid changes to products available, policies and lender’s criteria. The volume of information was vast, and the situation was evolving rapidly. So how could an adviser be sure the information given to a client was up-to-date and accurate without having to invest significant time scouring the internet?

By utilising a combination of product information, criteria updates, and an industry news feed, Mortgage Brain rapidly developed a portal that was free and available for anyone to access which collated all this information to provide one source of truth about the pandemic’s impact on the market. In April this launched as part of the COVID-19 Support Hub on Criteria Hub which includes easily accessible resources covering:

  • Lenders Impact Page allowing advisers to access regularly updated information populated direct from the lenders themselves, and
  • COVID-19 News Portal displaying criteria, product, and industry news as it was released

The COVID-19 Support Hub has proved to be very popular with almost 13,500 visits to the portal from the start of April through to the end of July, 7800 of which were registered Criteria Hub users. All this essential market information can still be accessed for free via the Criteria Hub website.

Efficiency as a currency

With many businesses being reliant on smaller teams due to operational restrictions, the value of time increased exponentially. As a mortgage technology expert, we are constantly reviewing how technology can help advisers and lenders alike streamline their processes.

For advisers, Affordability Hub: This innovative new solution uses just one simple form to capture details of a client’s property, income, debt, and expenditure. Once this is done there is no re-keying needed as this standardised form can be submitted to the affordability calculators of all lenders on the platform. Within a minute results are returned including a screenshot of each lender’s decision page, giving advisers a complete audit trail for compliance. The platform has truly been embraced with over 30 lenders live and with hundreds of searches being undertaken each hour with a total of £10 billion of affordability searches performed in the first three months since launch.

For advisers, transforming sourcing: To further enhance the sourcing journey for customers, Mortgage Brain launched an integration from its product sourcing systems that enables customers to access information from Criteria Hub providing a comprehensive search to be completed covering both products available and criteria within a single user journey.

Alongside the launch of Affordability Hub, it creates a powerful suite of solutions that cover all three aspects of mortgage sourcing to provide a complete picture of the whole market and enables an adviser to ensure the recommended mortgage fits the customer’s criteria, is affordable to them, and is the most suitable product.

For lenders, Lender Affordability Calculator: Some lenders have their own inhouse affordability calculator, but for those that don’t we provided the ability to have a detailed, bespoke and configurable lender affordability calculator solution that can be used for both residential and buy-to-let customers.

The calculator can be embedded in intermediary-facing websites or there is a modified and simplified ‘quick calculation tool’ for consumer-facing websites. As you would expect from a Mortgage Brain solution, the Lender Affordability Calculator offers easy integration into a lender’s website, backed up by monthly analytics to help assess performance.

For lenders and advisers alike, managing expectations: When the market reopened following the first lockdown, an astounding resurgence of the purchase market arose which was the result of a flurry of applications and requests to already busy lender teams.

Seeing the challenges experienced we worked quickly to develop a Lender Service Levels report to provide advisers with a consolidated view of the current service standards of lenders. Available through the COVID-19 Support Hub on Criteria Hub, the document is updated daily to give advisers an overview of waiting times for each lender and the time taken by each lender to process an application and make an offer.

2021 and beyond…Throughout the year, Mortgage Brain has continued to launch platforms that not only support the market but change the way advisers work for the better. We will not slow down and look forward to sharing even more innovations with you in the new year!

To find out more about Mortgage Brain’s suite of powerful solutions that together offer a seamless end-to-end journey from sourcing through to conveyancing, email sales@mortgage-brain.co.uk.

The best sourcing gets even better

We’re always looking at different ways we can enhance our offering to you, and we’re excited to be launching second charge sourcing functionality in our systems very soon.

It will be a new chapter in mortgage sourcing, as our whole of market first charge online and offline sourcing systems will now include second charge products. You will be able to compare first and second charge products side by side, so it will be much easier to advise and offer your clients alternative lending products

One system for everything
Back in January 2016 we launched LoansBrain, our free second charge loan sourcing website, allowing advisers to source and refer to a Master Broker or simply advise on second charge products to their customers.

The choice of products direct from lenders or Master Brokers are now wider than ever before, so with the inclusion of second charge products in our mainstream first charge sourcing systems, you know have the option to source both first and second charge loans all in one place.

Innovative and advanced sourcing
The new functionality will offer you the ability to compare a remortgage with a current mortgage, plus a second charge loan to assess which suits your client best.

Over 200 search criteria in our sourcing systems will help you find the products that best match your client’s requirements and display them side by side, so you can easily compare and decide which would be most suitable. This comparison function, combined with the ability to run and save different scenarios for each client, now means that the second charge loan sourcing capabilities within our systems are second to none.

The new second charge sourcing option will be available to you to select from the main sourcing screen, as well as when sourcing a re-mortgage. The control is completely with you, and that’s what’s so exciting about it.

Watch this space
We will be rolling out the enhancements to our MortgageBrain Classic system users from mid-April onwards and MortgageBrain Anywhere users will receive the update in early June.

We’re incredibly excited to be bringing you yet another quality solution to help you expand your business opportunities as an Adviser.

Mark Lofthouse on the Importance of Client Retention

Last month, our CEO Mark Lofthouse had an excellent opinion piece published online. The column covered the importance of client retention, a significant area vital to mortgage brokers.

We’ve broken down the top points from Mark’s column so you can easily digest the important information that he covers.

Don’t ‘just sell mortgages’
Any adviser who just ‘sells mortgages’ isn’t doing their job as well as they could. Mark explains that a role of a mortgage adviser extends far beyond simply advising and selling mortgages.
They must value each customer as an individual, and treat him or her as such. He says: “It is critical that the needs of the customer are met and the review and advice process should look at the customer’s overall needs and not just their mortgages.”

This will in turn increase your income.
Mark goes on to say that, if you acknowledge the individual needs of each customer, you are more likely to receive a lifetime of recurring business. On the reverse, you may be missing out on a great sum of income because you’re not paying due care and attention to your customers.

Provide a broader service.
Following on, Mark advises that, although we don’t want to be selling customers things they don’t want or need, offering extra services to them is beneficial, as if the client sees the services as good value, “they’ll be pleased you’ve taken the trouble to give them that extra level of service,” thus leading to recommendations to friends and family.

Regular contact is paramount.
Don’t just contact your clients when they are due a remortgage. It is vital that your customers stay in your thoughts as often as possible, and finding out more about them means you will be able to offer them further services in the future.

Mark states: “Finding out more about clients’ financial affairs also gives you a reason to stay in touch, either as a courtesy call every so often or when one of their products is due for renewal.”

Keep on top of the industry.
Mark’s closing points underline the importance of keeping abreast of the constant changes in the market. He outlines a myriad of knowledge about each customer you need to know, such as “knowledge of the prevailing provider service levels, what clients enquired about last time you saw them, awareness of their financial situation, and if you know them well, where they went on holiday or what their children are up to.”

But you can’t store this in your own head! To keep all this vital information, and to ensure you are organised, Mark emphasises the importance of using up-to-date front and back office technology, which everyone has at their disposal and should be taking advantage of, for example, our CRM system, the Key.

Follow Mark’s tips to become a better asset for your clients, and remember that “advising on more than just mortgages might take you out of your comfort zone, but the rewards to you and your clients are well worth it.”

If you would like to read the column in full, you can do so by clicking here.