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Jeff Royle targets industry leavers

High profile mortgage adviser Jeff Royle of iLender is offering an alternative service for brokers who want to exit the industry.

Wednesday, March 11th 2020, 3:05PM 1 Comment

Although the deadline for transitional licensing for financial advisers is the end of June, just 15% of mortgage advisers had applied for or received their transitional licence at the end of February.

Part of the reason is that a number of groups, including the largest player, NZ Financial Services Group, had not disclosed their proposition to the market.

Royle said advisers had been told there were three possible outcomes post the June 29 transitional licensing deadline; exit the industry, become a FAP or become a licensee under someone else’s FAP: “Until now these seemed to be the only options for all mortgage advisers,” he said. “The good news is there is a fourth option.”

Royle and his wife Heather, who used to lead Kepa’s mortgage offering, have developed a service called “Refer Direct”.

It is based on their experiences in the United Kingdom when regulatory changes turned the industry on its head in the early 2000s.

Jeff Royle says brokers exiting the industry, for whatever reason, found that the value of their client books fell off a cliff, due mainly to the large number of books available. Also, the few adviser firms able to take on another adviser's clients was small, as the cost of due diligence was too high and the compliance risk too great.

Their Refer Direct model proved to be a viable alternative.

“The introducer simply referred a client and the regulated firm dealt directly with the client, providing the appropriate advice. This stopped the slightly uncomfortable conversation of 'sorry, I’m not in business anymore, so I can’t help'.”

The introducer received a percentage of the revenue generated and so continued to receive an income stream. In this way the introducer was still able to benefit from years of previous work in developing their client book.

The iLender service will give introducers' clients ongoing advice and provide brokers leaving the sector with an ongoing income stream.

Jeff Royle says Refer Direct will be limited to 100 introducers “to ensure quality of advice and consistency of client service”.

Tags: Financial Services Legislation Amendment Act Jeff Royle licensing Refer Direct

« Mortgage rate drop will be minor: ASBGroups apply for transitional licensing »

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Comments from our readers

On 12 March 2020 at 12:45 pm Veteran Charles said:
Good for you Jeff, you are taking action instead of just talking about it. I wish you all the best with that. You are the man to make it work.

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Lender Flt 1yr 2yr 3yr
AIA 6.35 5.25 5.45 5.99
ANZ 6.34 5.59 6.05 6.29
ANZ Blueprint to Build - - - -
ANZ Special - 4.99 5.45 5.69
ASB Bank 6.35 ▼4.99 5.45 5.69
Avanti Finance 6.65 - - -
Basecorp Finance 7.25 - - -
Bluestone 6.89 - - -
BNZ - Classic - 4.95 5.39 5.69
BNZ - Mortgage One 6.39 - - -
BNZ - Rapid Repay 6.39 - - -
Lender Flt 1yr 2yr 3yr
BNZ - Std, FlyBuys 6.39 5.55 5.99 6.29
BNZ - TotalMoney 6.39 - - -
CFML Loans 7.25 - - -
China Construction Bank - 5.35 5.80 5.99
China Construction Bank Special - - - -
Co-operative Bank - First Home Special - ▼4.89 - -
Co-operative Bank - Owner Occ 6.25 ▼4.99 5.39 ▼5.69
Co-operative Bank - Standard 6.25 ▼5.49 5.89 ▼6.19
Credit Union Auckland 5.95 - - -
First Credit Union Special 5.85 5.35 5.85 -
Heartland Bank - Online 4.60 ▼4.79 5.29 5.39
Lender Flt 1yr 2yr 3yr
Heretaunga Building Society 6.50 5.60 6.00 -
HSBC Premier 6.34 5.09 5.34 5.59
HSBC Premier LVR > 80% - - - -
HSBC Special - - - -
ICBC 6.00 ▼4.79 5.15 ▼5.69
Kainga Ora 5.85 5.31 5.58 5.97
Kainga Ora - First Home Buyer Special - - - -
Kiwibank 6.00 5.95 6.45 6.79
Kiwibank - Offset 6.00 - - -
Kiwibank Special - 4.95 5.45 5.89
Liberty 4.84 - - -
Lender Flt 1yr 2yr 3yr
Nelson Building Society ▲6.95 5.55 6.15 -
Pepper Money 5.29 - - -
Resimac 5.59 6.54 6.44 6.98
SBS Bank 6.29 ▼5.39 ▼5.79 5.99
SBS Bank Special - ▼4.89 ▼5.29 5.49
Select Home Loans 6.89 - - -
TSB Bank 7.05 ▼5.65 6.09 6.39
TSB Special 6.25 ▼4.85 5.29 5.59
Unity 5.65 4.95 5.55 -
Wairarapa Building Society 6.49 5.55 6.15 -
Westforce credit union - Special - 5.35 5.85 -
Lender Flt 1yr 2yr 3yr
Westforce credit union - Standard 5.85 6.05 6.55 -
Westpac 6.39 ▼5.55 6.05 ▼6.29
Westpac - Offset 6.39 - - -
Westpac Special - ▼4.95 5.45 ▼5.69
Median 6.34 5.33 5.79 5.93

Last updated: 11 August 2022 8:40am

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