View more on these topics

Don’t fear progress

There’s a bar off Broadway, presumably once full of Wall Street types but these days looking a little jaded. It houses a sign that reads “Do right and fear no man.”

In today’s market, doing right means fighting for survival. We must consign to the history books those halcyon days of the mortgage market when business just fell into our laps. Those days will never come again and to pine for the good old days is a waste of effort. We need to be working much harder for our clients, which means we should be more discerning about those clients we choose to work with. Building relationships that last, rather than processing transactions, is the future for the new model mortgage intermediary.

Three years ago, the mortgage market achieved record gross lending, reaching £362bn in 2007, and there were an estimated 30,000 brokers.

The market has shrunk but the number of brokers is still falling, which is great news for professional mortgage intermediaries committed to a long-term future in the market, as this contraction should result in greater productivity and profitability.

Some mortgage intermediaries are maximising opportunities to continue growing and developing their businesses. These innovative market-makers are the new model mortgage intermediary.

But for others, a dark cloud prevents them from maximising the opportunities. Is it because we are scared by our commitment to remain in the industry when so many have fled? Has the credit crunch and its devastating impact left us lacklustre? Or are we just too cynical to plan for success? I think fear has paralysed progress and it is time that confidence returned. Fear springs from ignorance and there can be very little that we do not know about this market.

After five years of mortgage regulation, what the regulator has not cleaned up has been largely seen off by the credit crunch. I was shocked to read mortgage fraud accounts for 18 per cent of all fraud but take the view that the figure demonstrates the improved detection rates rather than a hike in criminal activity.

If 2009 which began with the deadline to demonstrate to the regulator that we are consistently treating our customers fairly and finished with the mortgage market review on regulations to constrain risky lending and unaffordable borrowing was our opportunity to repair the damage, then surely 2010 provides the impetus to plan for the future.

There are so many encouraging signs it is hard not to be optimistic. From City bonuses to the strengthening of the FTSE, rising property prices rising and signs of life in the buy-to-let market, the headlines are more positive. With an election looming, further stimulus packages to support the property market will appeal to voters.

Without more funding lines, more borrowers will fall into difficulties and more loans will go bad. With the majority of our traditional lending banks under state control, the Government will be under immense pressure to balance the books and restore a new kind of normal.

Gerry O’Brien is chief executive of Home of Choice


News and expert analysis straight to your inbox

Sign up


There are 2 comments at the moment, we would love to hear your opinion too.

  1. “After five years of mortgage regulation, what the regulator has not cleaned up has been largely seen off by the credit crunch”.

    That statement certainly isn’t true of mortgage brokers, if the ongoing string of fines and bans is anything to go by. I think we can be fairly confident that now the FSA has finally woken up to its responsibilities and started doing some regulating of the mortgage broking market at long last (five years late, but hey, ho) to root out bad practitioners, it has no intention of stopping just yet. If anything, the FSA seems to have discovered a new zeal for catch & clobber enforcement.

    It would be interesting to learn just what the FSA has done in terms of regulating lenders, though, as I for one can’t think of anything much at all. It’s favourite targets remain, as ever, the little guys.

  2. Julian, you might be forgiven for believing the regulator is on the ball, even if it is a tad too late.

    I wonder how many readers have any idea how much of a mess is out there, the regulators have simply scratched the surface thus far and I will wager my last ten bob that they have had a bit of a fright!

    Pointing, fining and banning isn’t what I expected of regulation when it came along on ‘A’ Day (the original one) but two decades later all we see is recycled regulation, the same old failed policies being tried over and over again, and the same old regulators….. anyone seen the list of Tory advisers?

    Scary stuff, the same old same old 🙁

Leave a comment


Why register with Money Marketing ?

Providing trusted insight for professional advisers.  Since 1985 Money Marketing has helped promote and analyse the financial adviser community in the UK and continues to be the trusted industry brand for independent insight and advice.

News & analysis delivered directly to your inbox
Register today to receive our range of news alerts including daily and weekly briefings

Money Marketing Events
Be the first to hear about our industry leading conferences, awards, roundtables and more.

Research and insight
Take part in and see the results of Money Marketing's flagship investigations into industry trends.

Have your say
Only registered users can post comments. As the voice of the adviser community, our content generates robust debate. Sign up today and make your voice heard.

Register now

Having problems?

Contact us on +44 (0)20 7292 3712

Lines are open Monday to Friday 9:00am -5.00pm