About Good Returns  |  Advertise  |  Contact Us  |  Terms & Conditions  |  RSS Feeds Other Sites:   tmmonline.nz  |   landlords.co.nz
Last Article Uploaded: Tuesday, November 19th, 6:12PM
rss
Latest Headlines

Reverse mortgage opportunity for advisers: Heartland

New Zealand advisers have an opportunity to raise greater awareness about reverse mortgages, as the product becomes increasingly popular in Australia, according to Heartland Bank CEO Chris Flood.

Tuesday, February 19th 2019, 11:47AM

Heartland posted its results for the six months to December, noting a net post-tax profit of $33.1 million, up 6.5% on the same period the previous year. 

The profits were helped by 24.9% annualised growth in its Australian reverse mortgage book, a factor Flood says is down to increasing awareness across the Tasman, and a deeper broker channel. Heartland's New Zealand reverse mortgage book grew by 10.7% over the same period.

"Australia is a more competitive market, and we have been the only player advertising here [in New Zealand] for a while. It also comes down to broker driven-business. Brokers are a bigger part of the Australian market, and retirees are going to them to help solve their problems."

Flood said only a "tiny amount" of New Zealand reverse mortgage business came through advisers, compared to about 70% of its Australian reverse mortgage book. He said this was a clear opportunity for advisers to broaden their product range and have a conversation with retirement age clients. Heartland pays a flat fee of $500 for reverse mortgage referrals, and believes they can help advisers demonstrate their value.

"Unless we're advertising on TV, no-one is advertising this product. Customers may be unaware," he said. "There's a chance for brokers, who can assist their customers with solutions from niche providers like Heartland. There's an opportunity not just to focus on home loans but to meet needs more broadly," he said. 

Flood is confident reverse mortgages will continue to grow on both sides of the Tasman. "We're seeing a great need for this product, which can have a great impact on people's lives. The demographics are compelling. A lot of baby-boomers are heading to retirement asset rich and cash poor, and reverse mortgages can be a way of giving people greater comfort than they might otherwise have."

The results come as Heartland completes a reorganisation, separating Heartland Bank from Heartland Group. The move freed up its Australian reverse mortgage book from New Zealand capital requirement rules. Flood becomes CEO of Heartland Bank, with Jeff Greenslade remaining CEO of Heartland Group Holdings.

Like many smaller lenders, Heartland is eyeing business from the major banks which remain under intense regulatory pressure on both sides of the Tasman. "We may see opportunities develop for smaller banks like Heartland, and our message is to brokers is, we are open to that. A lot of people are under banked, and services offered by the market don't meet their needs," Flood said.

 

 

Tags: Heartland reverse mortgages

« Mortgage price war heats up with TSB Unprecedented scrutiny on bank conduct: Kiwibank CEO »

Special Offers

Comments from our readers

No comments yet

Sign In to add your comment

 

print

Printable version  

print

Email to a friend
News Bites
Latest Comments
  • When is a client really a client?
    “And this subtle upgrade to the understanding of a complaint. Which changes the ISO definition from an expression of dissatisfaction...”
    2 days ago by JPHale
  • When is a client really a client?
    “Just released additional standards from the FMA. Record keeping potentially until 7 years after the death of the life...”
    2 days ago by JPHale
  • When is a client really a client?
    “@ReganT interesting that the two life advisers involved with the code working group discussion are the ones being argued...”
    2 days ago by JPHale
  • When is a client really a client?
    “In a previous reply I responded to the concept of payment as a trigger. I actually agree it’s not. While we don’t often...”
    3 days ago by regant
  • When is a client really a client?
    “Tash are you being deliberately obtuse? I didnt say you have to keep sending/giving disclosure every year, I said you have...”
    3 days ago by regant
Subscribe Now

Mortgage Rates Newsletter

Daily Weekly

Previous News

MORE NEWS»

Most Commented On
Mortgage Rates Table

Full Rates Table | Compare Rates

Lender Flt 1yr 2yr 3yr
ANZ 5.19 4.05 3.95 4.49
ANZ Special - 3.55 3.45 3.99
ASB Bank 5.20 4.05 3.95 4.39
ASB Bank Special - 3.55 3.45 3.89
BNZ - Classic - 3.55 3.45 3.99
BNZ - Mortgage One 5.90 - - -
BNZ - Rapid Repay 5.35 - - -
BNZ - Std, FlyBuys 5.30 4.45 4.35 4.55
BNZ - TotalMoney 5.30 - - -
China Construction Bank 5.50 4.70 4.80 4.95
China Construction Bank Special - 3.19 3.19 3.19
Lender Flt 1yr 2yr 3yr
Credit Union Auckland 5.95 - - -
Credit Union Baywide 6.15 4.95 4.95 -
Credit Union North 6.45 - - -
Credit Union South 6.45 - - -
Finance Direct - - - -
First Credit Union 5.85 3.99 4.49 -
Heartland 6.70 7.00 7.25 7.85
Heartland Bank - Online - - - -
Heretaunga Building Society 5.75 4.80 4.95 -
HSBC Premier 5.24 3.35 3.35 3.35
HSBC Premier LVR > 80% - - - -
Lender Flt 1yr 2yr 3yr
HSBC Special - - - -
ICBC 5.15 3.18 3.18 3.20
Kainga Ora 5.18 4.04 3.95 4.39
Kiwibank 5.80 ▼4.14 ▲4.30 4.64
Kiwibank - Capped - - - -
Kiwibank - Offset 5.15 - - -
Kiwibank Special - ▼3.39 ▲3.55 3.89
Liberty 5.69 - - -
Napier Building Society - - - -
Nelson Building Society 5.70 4.25 4.15 -
Pepper Money Near Prime 5.64 - 5.44 5.44
Lender Flt 1yr 2yr 3yr
Pepper Money Prime 5.18 - 4.98 4.98
Pepper Money Specialist 7.59 - 7.39 7.39
Resimac 4.50 4.86 3.89 3.94
RESIMAC Special - - - -
SBS Bank 5.29 4.85 5.05 5.49
SBS Bank Special - 3.55 3.39 3.89
Sovereign 5.30 4.15 4.29 4.55
Sovereign Special - 3.65 3.75 4.05
The Co-operative Bank - Owner Occ 5.15 3.49 3.59 3.89
The Co-operative Bank - Standard 5.15 3.99 4.09 4.39
TSB Bank 6.09 4.35 4.25 4.69
Lender Flt 1yr 2yr 3yr
TSB Special 5.29 3.55 3.45 3.89
Wairarapa Building Society 5.70 4.85 4.99 -
Westpac 5.34 4.15 4.09 4.49
Westpac - Offset 5.34 - - -
Westpac Special - 3.55 3.45 3.99
Median 5.34 4.04 4.09 4.39

Last updated: 15 November 2019 4:16pm

News Quiz

The maximum remuneration model for Australian life insurance advisers is to be set at what?

Upfront 40% + trail 20%

Upfront 50% + trail 10%

Upfront 50% + trail 20%

Upfront 60% + trail 10%

Upfront 60% + trail 20%

MORE QUIZZES »

About Us  |  Advertise  |  Contact Us  |  Terms & Conditions  |  Privacy Policy  |  RSS Feeds  |  Letters  |  Archive  |  Toolbox
 
Site by Web Developer and eyelovedesign.com