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The changing role of mortgage networks

The changing role of mortgage networks

Category: Mortgages

Updated: 17/11/2017
First Published: 31/10/2008

This article was correct at the time of publication. It is now over 6 months old so the content may be out of date.

Legal & General believes that mortgage networks must rapidly evolve, just as advisers are having to do, in order to adapt and survive the extreme market conditions.Duncan Crocker, Managing Director of Intermediary Distribution at Legal & General said: "In recent months, the role of a network has shifted to provide focussed sales training to mortgage businesses. These businesses are looking to secure their futures by giving advice, especially to existing clients, across a much broader range of mortgage-related protection and wealth client needs. We maintain a large team of development managers on the road giving sales training, have a proven CRM system and we are also exploring and implementing options to help provide financial support to our partners through the current market downturn."

Legal & General is providing additional support in these difficult times, such as bespoke training to further develop the skills required to generate sales on the back of Legal & General's protection and general insurance campaigns. This may include enhanced adviser commission and adviser or customer incentives. It is also providing coaching for firms to build confidence in order to maximise new appointments and to identify potential customer leads.

As well as continuing to work more closely with existing partners, Legal & General is also attracting increasing numbers of new distribution partners because of the range of options available to both directly authorised (DA) and appointed representative (AR) brokers. Recent new trading partners include:

MoneyQuest Mortgage Brokers Ltd(appointed representative of the Legal & General mortgage network, Legal & General Partnership Services Limited)
Tenet (Legal & General sole-tie protection added as an option to the Tenet network)
John Charcol (Legal & General sole-tie for protection and MPPI)
The Share Centre (Legal & General sole-tie for wealth products)
Duncan Crocker added: "Legal & General has a very broad spread of distribution partnerships, ranging from large banks to small IFAs. What attracts firms to be aligned with us is our enviable financial strength, strong brand and our diverse range of solutions to suit all business models. Brokers can, for example, choose to become a part of our regulated mortgage network if they don't want the risk or cost burden of being directly authorised.

"They will then have access to our mortgage club, protection, GI and wealth management products. Similarly they can, for example, choose to remain directly authorised yet take a sole-tie agreement for protection and GI whilst using our DA mortgage club. Either way, what they are saying is that in tough times, they want to work with host partners that have longevity, capital certainty and are trustworthy."

About Legal & General in the Housing market:

Legal & General's mortgage network was set up when mortgage regulation came into effect (2004) to distribute mortgage-related insurance via a network of tied mortgage advisers. The company, called Legal & General Partnership Services Limited, provides compliance services, support and sales training to mortgage advisers.

Legal & General also has one of the biggest mortgage clubs in the country which acts as a one-stop-shop for mortgage advisers to access lenders' products. With over 10,000 members who are either directly authorised or appointed representatives of the mortgage network, the Legal & General Mortgage Club has the weight to negotiate the best exclusive deals with lenders. Advisers can use the Club to access almost all lenders in the UK market from one portal. In 2007, over £25 billion of mortgage applications went through the Club.

Duncan Crocker said: "The Club is a strategically critical piece of the overall Legal & General package because of its links to our wider financial services relationships in the banking sector. For other networks, a mortgage club may be just a profit-generating or cost-covering vehicle, but for us it is a vital piece of a unique distribution jigsaw. Our resolve to protect and grow the Club is therefore very strong."

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Disclaimer: Information is correct as of the date of publication (shown at the top of this article). Any products featured may be withdrawn by their provider or changed at any time.