More ways to support brokers
Raising commission rates, as Pioneer Mortgage Services has done, isn't the only way a lender can demonstrate it supports mortgage brokers, says Roger Poulter at Pacific Home Loans.
Wednesday, May 11th 2005, 5:05AM
by Jenny Ruth
Service levels and other means of being supportive can be just as important, he says.
Last month, Pioneer saw National Bank's move to stop paying trail commissions to brokers as an opportunity to reinforce its support of the broker network by raising its upfront commissions.
Pacific currently pays market-standard upfront and trail commissions.
"Our objective is to be the most broker-friendly lender in the market," Poulter says.
Even when a potential borrower comes directly to Pacific, his company will suggest that client get a broker to do the work.
Only if the borrower refuses to deal through a broker will Pacific deal with them directly.
If that client had previously dealt with a broker, Pacific will inform that broker the client no longer wishes to deal with the broker but it will also still pay that broker commission on the new loan.
"Pacific would really prefer not to have a client. We would prefer the broker to have a client," Poulter says.
Pacific also doesn't inquire why a client might not like to deal with a broker.
"Sometimes it's for reasons we don't really want to know."
Pacific is also likely to alter its commission structure along similar lines to that introduced by Resi Mortgage Corp and Global Home Loans. Those two companies allow brokers to set their own commissions within certain parameters.
"It's along that theme, but there are some key differences," Poulter says.
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