Home Loan

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GUEST OBSERVER
Businesses need to operate in rapidly changing conditions and this has many brokers wondering how do they grow – or in many cases, simply how to stay afloat in an increasingly tough industry.
Brokers can stay ahead of the curve by focusing on ten key areas.
1. Process improvement
Continually seek out opportunities to complete processes in your business faster and more efficiently. As a broker, you will obtain greater business results if you are not the only resource in your business. If you are, review the alternative options for completing key tasks, to maximise your output and 'income producing hours'. This could include how you capture your clients supporting documents, or outsourcing the file management of your loans.
It helps to set time aside each month to review business processes. Document all the tasks in the business, identify clear steps in each of the processes, and then seek out alternative ways to deliver these processes.
2. Customer feedback
"Feedback is the breakfast of champions" (Ken Blanchard) has never been more applicable than in the digital age where customers are inclined, and encouraged to share their thoughts. The best way to improve your business is to ask the person who just used your services for feedback, and then actively respond to their insights. It’s invaluable and directly feeds into process improvement.
3. Customer referrals
There are three rules when it comes to asking for referrals: ask for them, ask for them, and ask again!
There are also four key points during the customer journey that you should ask for referrals:
<ul>
<li>When you first meet or engage – ask how the customer heard about your business and let them know how import_ant client referrals are to growing your business.</li>
<li>At Conditional Approval - ask the customer if they know of anyone else who is currently seeking financing or advice that you could assist.</li>
<li>Upon Settlement - refine and personalise the question about who the client may refer i.e. do they know of anyone at their school or sporting club (whatever is applicable) who may benefit from your services.</li>
<li>When you ask customers to rate your performance.</li>
</ul>
4. Online referrals
The ‘gold standard’ of a broking business is to secure 5-7 key referral sources. Given that a large proportion of borrowers do their research online, broker businesses should now consider an online lead opportunity as part of their referral network.
5. Time expenditure
Review how you can reduce time wastage in your business and maximise your output. For example, offices are more than simply a 'cost' to a business. Numerous points of research have shown that brokers with a permanent office are more profitable than brokers who drive to meet their appointments. This makes sense as 'income producing hours' are not being spent in a car.
6. Diversified business model
A single broker, offering one product is no longer a sustainable business model. Customers are time poor and require a holistic discussion regarding their financial position. It is beneficial to have key partners within the business to assist with the full suite of client requirements, as well as align with two or more brokers in order to leverage office support and reduce broker effort on administration tasks.
7. Performance tracking
The brokerage business is mostly a numbers game. If you know your ratios and current performance, you know how many leads you need to attract in order to write your annual settlement target.
Generally, industry statistics for leads to lodgement is 60%; and lodgement to settlement is 80%. If a broker applies their average loan size, then it is possible to calculate the total loan volume forecast within a year.
8. Monthly marketing strategy revamps
Marketing is a key aspect to growing your business. Ideally you should be implementing a new initiative each month. It can help to brainstorm 10-11 ideas for the year and then select one to implement each month, starting with the initiative that provides the ‘biggest bang for your buck’.
9. Business disruption
"If you are not disrupting your own business, someone else is" (Andy Groves).
Every broker should ask themselves whether they think they or their business is changing at a faster pace than their customers, or whether their customers are moving and changing at a faster rate than their business.
Implement an 'ideas jam' to see how you can disrupt your own business to continually improve and change. Even small steps can make a huge difference.
10. Work-life balance
Running your own business is challenging and will stretch the best of us, but it is important to keep balance and enjoy the opportunity. Success is the journey, not the destination.
Siobhan Hayden, is chief operating officer of HashChing and can be contacted <a href="https://www.hashching.com.au" target="_blank">here</a>.
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jchancellor-FAypfDUnLy

10 things mortgage brokers should focus on to maximise returns: Siobhan Hayden

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The Commonwealth Bank has surprised the market in lowering its home loan assessment rate.
The interest rate used to work out whether a customer can service the debt of the home loan if rates rise was 7.4%; but now that rate is 7.25%, according to Sophie Elsworth, the News Ltd personal finance writer.
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The analysis from mortgage broking firm homeloanexperts.com.au showed the drop to assessment rates applied to owner occupiers and investors.
However CBA has recently tightened other serviceability requirements including only allowing maximum loan-to-value borrowings of 95% for owner occupiers. 
It had previously allowed borrowings of up to 97% including the cost of mortgage insurance.
<div>All home loan lenders assess a loan application using their own mortgage assessment rate, which is a buffer they add into the interest rate.</div>
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<div>Both the lender and the borrower can have confidence that the loan repayments can be made without undue hardship.</div>
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<div>The mortgage assessment rate varies between each lender, though typically from 1.0% to 2.5% above the variable rate.
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<div>This allows the lender to assess the borrower's ability to repay the loan, should the Reserve Bank cash rate rise during the term of the loan.</div>
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CBA lowers its home loan assessment rate

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Aussies say taking out a home loan is a process shrouded in mystery for many first home buyers, and 71% would like more help choosing a loan, according to the latest research by mortgage broker Mortgage Choice. An independent survey conducted by CoreData on behalf of Mortgage Choice, found that across all the stages of a buying a home, applying for a loan is the aspect where first home buyers (49%) are most likely to need the support of others.

One in two (57%) first home buyers report being ‘highly’ or ‘reasonably’ confident that they understand the home loan features best suited to their needs, however one in three (32%) have ‘minimal’ confidence. However more than one in ten (11%) have no confidence at all in their ability to distinguish which home loan is right for them. 

The top five challenges first home buyers identified in securing a home loan include:

<ol>
<li>47% Understanding how the whole process works</li>
	<li>46% Making sure they are getting the best deal possible</li>
	<li>45% Making sure they qualify for the loan amount and property they want to buy</li>
	<li>41% Establishing what they can afford to comfortably pay back</li>
	<li>37% Understanding what (if any) government support they qualify for.</li>
</ol>
Unsurprisingly, 71% of first home buyers say they wish they had more support to make decisions around choosing their first home loan. Among these first homeowners, 39% rank ‘someone to help guide me through’ as the top source of support they wish they had, 26% just want someone to help build their knowledge and confidence.

“Home loan interest rates are at historic lows, which is great news for first home buyers. But the research suggests that the biggest challenge many first home buyers face right now, is not financial – rather it’s uncertainty about how the buying process works," Susan Mitchell, CEO of Mortgage Choice, said.

When it comes to seeking support, the survey found one in two (50%) first home buyers rely on family, friends and work colleagues, 46% turn to a mortgage broker, and 36% rely on online information.
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More than one in ten first home buyers have no confidence at all in their ability to distinguish which home loan is right for them. 

urban.com.au

71% of first home buyers wish for more support choosing their home loan

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Over the month there were $32.3 billion in housing finance commitments which is 1.0 percent higher over the past month. 
Although the value of housing finance commitments increased in May 2016, they are now -4.6 percent lower than their August 2015 peak of $33.8 billion worth of commitments. 
The CoreLogic Mortgage Index, which tracks 95 percent of national valuation activity, indicates that in June 2016 the level of mortgage activity is set to slow from May, pointing to a slowing of housing finance demand.
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In May 2016 there were $20.5 billion worth of owner occupier housing finance commitments and $11.7 billion worth of investment commitments.  Owner occupier commitments fell by -0.6 percent over the month but were 15.4 percent higher year-on-year.  Conversely, investor housing finance commitments increased by 3.9 percent over the month and are -13.3 percent lower year-on-year.
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<img src="/images/2016/07/18/Chart-2-1-580x210.jpg" alt="">
The $20.5 billion in housing finance commitments by owner occupiers was both lower over the month and -4.9 percent lower than the December 2016 peak of $21.6 billion worth of commitments.  Across the components of owner occupier housing finance commitments there was $1.8 billion in commitments for construction of dwellings, $1.0 billion for purchase of new dwellings, $7.0 billion for refinances of established dwellings and $10.7 billion for purchase of established dwellings. 
Each segment of owner occupier mortgage lending except for purchase of established dwellings fell over the month with each segment now also lower than the recent peak.  The respective declines are recorded at -3.8 percent for construction of dwellings, -27.0 percent for purchase of new dwellings, -5.9 percent for refinancing of established dwellings and -5.6 percent for purchase of established dwellings.
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<img src="/images/2016/07/18/Chart-3-1-580x212.jpg" alt="">
There was $11.7 billion worth of investment housing finance commitments in May 2016 which is -18.2 percent lower than its $14.4 million peak in April 2015.  Looking at the components, there was $1.2 billion worth of commitments for construction of dwellings and $10.5 billion in commitments for established housing.  The value of commitments for construction of dwellings was 15.5 percent higher over the month and 22.4 percent higher year-on-year.  Meanwhile, the value of commitments for established housing was 2.7 percent higher over the month and -16.1 percent lower year-on-year. 
Since mortgage lenders began to implement investment lending changes to slow annual investment credit growth below 10% there has been a significant slowing in lending to this segment.
The May 2016 housing credit data from the Reserve Bank (RBA) shows that investment credit has advanced 6.0% which is its slowest annual increase since July 2013 and well below 10% annually.  Perhaps this is why investor lending picked up in May with mortgage lenders now having more scope to lend to investors.
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<img src="/images/2016/07/18/Chart-4-1-580x214.jpg" alt="">
Looking at the value of new lending (excluding refinances) for new housing and established housing shows that in May 2016, $4.0 billion was for new housing and $21.3 billion was for existing housing.  Based on this data, 15.9 percent of total lending over the month was for new housing with the remaining 84.1 percent for established housing. 
Of this $4.0 billion in lending for new housing, $1.2 billion or 30.6 percent was lending for investment purposes with the remaining $2.8 billion or 69.4% of lending for owner occupation purposes. Of the 84.1 percent of new lending for established housing, $10.7 billion or 50.5 percent was borrowing by owner occupiers with the remaining $10.5 billion or 49.5% borrowed for investment purposes. 
The data shows that much more lending is for established housing which makes sense when you consider the flow of new housing, despite being at record highs, is only a fraction of the total housing stock.
Despite low interest rates that are anticipated to go lower over the coming months it is difficult to imagine how growth in housing finance commitments will experience a significant uplift. Investor demand may pick up a little but historically weak rental growth and record low rental yields along with a surge in new investment housing stock should limit any uplift. 
This should also contribute to a slowing in value growth in Sydney and Melbourne and although other areas may see a pick-up in mortgage demand, much lower home values in those regions will likely limit any significant pick-up in housing finance commitments.
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Investor housing finance commitments bounce in May 2016: Cameron Kusher

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Despite the cash rate cutting to a historic low this month, research from finder.com.au reveals that around 43% of home loan providers have failed to pass on the full 25 percentage points to borrowers, meaning many Australians are being left with a sting. One option to combat this is by choosing a home loan with a 100% offset account as a way to continually save on the interest.
If your lender won’t pass on the full cut, comparing your home loan options and beating the banks with an offset account could be your most powerful plays.
 finder.com.au’s 3 lowest variable rates that allow for a 100% offset account:
<ul>
<li>
loans.com.au Dream Home Loan Offset Variable: 4.02%
</li>
</ul>
This competitive rate is available to those who have saved a deposit of at least 10% of the property value and aren’t afraid of $520 worth of startup fees (a $300 settlement fee paired with a $220 valuation fee). You’ll have access to a loan that allows splits, extra repayments and redraws, and is portable, too.
<ul>
<li>
State Custodians Standard Variable Offset: 4.09%
</li>
</ul>
This home loan comes with a $299 annual fee price tag, which will be paired with valuation fee of $275 in your first year. This may be a small upfront price to pay for what is one of the lowest rates in the market – meaning an ongoing savings. It’s up to you to factor in the long and short term commitments to the rest of your financial situation
<ul>
<li>
BankWest Super Start: 4.17%
</li>
</ul>
This rate is a discount off their standard variable rate (which is 5.47%) and is effective for 3 years. In return for this low rate you’ll have to pay some substantive fees, such as a $695 application fee (waived if you apply through finder.com.au), $300 company fee and $350 portability fee. Locking in a discounted variable rate for 3 years is a crucial strategic consideration, but that doesn’t mean you should overlook the significant fees you’ll be forking out for.
 finder.com.au’s 3 lowest 3-year fixed rates that allow for a 100% offset account:
<ul>
<li>
Bank of Queensland Fixed Rate: 3.99%
</li>
</ul>
This low rate is available through a limited-time discount for new borrowers who have a deposit of at least 20% of the property value. While you’ll have access to a 100% offset account and extra repayment options, the fees associated with this loan total $570 in the first year, made up of an annual service fee of $120, $300 application fee and $150 exit fee.
<ul>
<li>
Greater Building Society Ultimate: 4.29%
</li>
</ul>
For the low rate, this loan also has some flexibility-adding features such as additional repayment, redraw facilities and split options. That being said, you’ll be expected to fork out $375 as an ongoing annual service fee, which could especially sting when combined with the once-off settlement fee of $180.
<ul>
<li>
Commonwealth Bank Fixed Rate Wealth Package: 4.69%
</li>
</ul>
The wealth package is made to accommodate for exactly that – those who can afford a few fees and expenses for a lower rate in return. With a $600 application fee and $375 annual fee, you’ll spend just short of $1000 in additional expenses in your first year of the loan. With that in mind, being allowed unlimited additional repayments could be a means to minimise interest charges, which may offset those initial expenses. All in all, this loan is a portable, flexible account for people that can manage their money enough to offset the expenses that come with this product.
MICHELLE HUTCHISON is spokesperson for comparison website <a href="https://finder.com.au/" target="_blank">finder.com.au</a>.
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Some Aussies stung in recent rate update: Michelle Hutchison

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A Melbourne man has pleaded guilty to one charge of conspiring to defraud financial institutions following his role in an attempt to create and use of false documents to support loan applications valued at approximately $110 million.
The charge follows an ASIC investigation into Footscray-based finance broking company, Myra Home Loan Pty Ltd, trading as Myra Financial Services (no longer trading) (Myra).
Aizaz Hassan pleaded guilty the Melbourne Magistrates' Court on 9 September following his <a href="/expert-insights/finance/39109-arrests-follows-after-12-lenders-caught-in-alleged-100-million-myra-home-loan-fraud" target="_blank">arrest and charge in January</a>.
He is currently on bail and will appear at the County Court at Melbourne on 14 October.
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Melbourne man pleads guilty for role in multi-million dollar home loan fraud conspiracy

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Mortgage Choice Limited has shut down its Help Me Choose business unit five years after its purchase of one of Australia’s leading websites for home loan leads sold to mortgage brokers.
The comparison website was bought to generates tens of thousands of home loan leads annually from potential home loan customers.
The then Mortgage Choice CEO Michael Russell said the purchase marked an exciting strategic investment for the company "given that over 70% of our home loan leads are currently sourced online.”
HelpMeChoose.com.au featured when Mortgage Choice presented its FY15 financial results in August .
The new chief executive officer John Flavell made it clear that Help Me Choose’s financial result needed addressing.
“The less than favourable financial result of the Help Me Choose business prompted a comprehensive review of the operation and a decision has been made to close it down in its current form,” John Flavell said yesterday. 
“Continuing to invest in a business that is unlikely to be profitable in the foreseeable future does not make sense.”
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Mortgage Choice decides to close Help Me Choose‏

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Australians have forked out an estimated $47.6 billion in ‘lazy tax’ over the past 10 years by keeping their mortgage with the Big Four banks rather than switching to one of the lowest rates in the market. 
That’s an estimated $14,215 for a borrower with the typical $300,000 mortgage, or $23,692 for borrowers with a $500,000 loan.
Sally Tindall, money editor at <a href="https://www.ratecity.com.au/home-loans" target="_blank">RateCity.com.au</a>, said borrowers shouldn’t set and forget about their home loans.
“Australians, traditionally, haven’t been big switchers but when they do, they are saving thousands of dollars,” she said. 
“It’s not difficult to find an interest rate starting with a three, and it’s not uncommon to find rates starting with five, so the variation between rates is huge in dollar terms.
“People need to start thinking about the rate they are paying and factoring that into their bottom line when they take out a loan.”
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Switching makes dollars and sense: Ratecity

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The Commonwealth Bank is the latest lender to lift interest rates for homebuyers looking to fix their home loan.
The country’s biggest lender lifted the rate of its popular 3-year fixed rate by 0.20 percentage points to 4.24 percent on Friday.
It also lifted its longer-term 5-year fixed rate by 0.60 percentage points to 4.74 percent.
CBA was the second major bank in a fortnight to lift fixed rates following Westpac.
A RateCity.com.au analysis shows that a further 20 lenders have lifted rates 268 fixed products since November 1.  
Peter Arnold, data insights director at RateCity.com.au said fixed rates are based on market expectations of future rates and "are the best indicator that we’ve got that a variable rate hike on the way.".
“Previously, banks were betting on lower rates in the future but we’re seeing those expectations change by the day.
"Shorter-term fixed rates are still sitting below variable rates, which tells us rates will stay steady when the RBA meets on Tuesday.  
“But longer-term fixed rates, such as 5 years fixed, are sitting higher than variable rates and rising by the biggest margins, which tells us that they don’t expect low rates will last forever.”
But he added it’s always a gamble when deciding whether or not to fix your home loan.
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<img src="https://www.urban.com.au/images/2016/12/05/Screen%20Shot%202016-12-05%20at%208.17.48%20AM.png" alt="">
"Our research shows that over the past 20 years, people who stuck with variable rates came out ahead 63 percent of the time,” he said.
“People often fix in panic, for instance in the lead up to the GFC fixing became progressively more popular as rates increased to the point where one quarter of new loans were fixed at over 9 percent in March 2008.
“There are now 240, 3-year fixed rates under 4 per cent and you can even lock in a rate as low as 3.8 percent until Christmas 2021.
"So if you’re someone who prefers the certainty of knowing your repayments, then now might not be the worst time to consider fixing.”
According to Canstar, in monthly repayment terms, CBA’s rate increase will mean a rise of more than $355 for a borrower with a 30-year fixed loan paying the new rate of 4.74 percent.
It was a time of growing uncertainty in the lending market, reflected last week when Australian Broker reported on the growing gap between the most expensive and the most affordable loan rates for residential property has widened to nearly 240 basis points.
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