Navigating the Future of Mortgage Advice

NZHL General Manager, Franchise & Distribution, Paul Barnes, looks at the future of mortgage advice.

Saturday, October 4th 2025, 12:47PM

The market is shifting rapidly. Economic uncertainty, subdued house prices, rising refinancing activity, and increased job insecurity are all shaping client behaviour. At the same time, advisers are contending with tighter regulatory frameworks shifting compliance requirements, and intensifying competition. Geopolitical tensions are adding another layer of complexity, fuelling global market volatility and reshaping the financial landscape.

In this environment, clients are more cautious, more informed, and more focused on value. They’re not just looking for a good rate—they want clarity, confidence, and a trusted adviser who can help them make smart, long-term financial decisions.

Despite the size of the financial commitment, many New Zealanders still enter into home loans – typically over 30-year terms - without a full understanding of how they work. Critical decisions—such as borrowing limits, loan structure, and repayment options—are often made without clear guidance or explanation. This knowledge gap can lead to missed opportunities, increased stress, and difficulty establishing strong, long-term financial habits.

Advisers play a critical role in closing this gap and guiding client behaviour through market cycles. But to do so effectively, they need the right support—that reduces complexity and enhances client engagement.

At NZHL, we believe in adviser-led advice—supported, not replaced, by technology. That’s why we invest in training to keep advisers at the forefront of industry knowledge, marketing initiatives, and business systems that reduce admin and amplify advisers’ positive financial impact on New Zealanders.

We offer a highly resourced, supportive environment focused on simplifying processes, removing friction, and driving innovation through AI tools that boost productivity.

NZHL’s model is built around long-term relationships, we help clients create a plan, monitor progress, and adapt as life changes. To support this, our clients have access to DebtNav, NZHL’s unique online monitoring tool.

DebtNav allows clients to track their progress, factor in short-term goals or unexpected expenses, and see how these changes impact their mortgage. It’s a simple and accessible way to stay engaged with their mortgage plan and make informed decisions along with their adviser.

For advisers, NZHL offers a unique balance: the ability to drive their own business backed by the scale and strength of a national network. With around 70 locally owned franchises, we’ve become one of the largest New Zealand-owned home loan and insurance advisory businesses - without compromising on our values.

At NZHL, we actively support strengthening the voice of advisers across the industry. Through strong partnerships with regulators, industry bodies, and suppliers, we actively provide feedback to help shape compliance frameworks and provider processes that support, rather than have unintended consequences on quality advice. Our goal is to ensure client outcomes are supported without adding unnecessary administrative burdens that don’t serve the best interests of the client.

It’s important that adviser practitioners work together to shape a better future—for clients, businesses, and for the industry as a whole.

The focus of financial advisers hasn’t changed: it’s still about being in front of people. In a world consumed by constant change, advisers need the right partners and tools to stay focused on seeing their clients and delivering great outcomes - this is critical to ensure advice is accessible.

At NZHL, we’re committed to keeping advice personal, scalable, and sustainable. Because when you do the right thing for the client, the business results follow.

Paul Barnes, is the General Manager, Franchise & Distribution – NZHL

About NZHL
NZHL is a Kiwi-owned, respected, and trusted brand - a purpose-driven (financial freedom, faster) home loan and insurance network that offers a solution to support advisers and help put Kiwis in a better financial position. Part of Kiwi Group Capital Ltd (KGC) which is 100% Government owned, NZHL Group operates with an Independent Board and local business owners nationwide.

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