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Name: Shana Clarkson Position: Director Company: Clover Financial Solutions FAREHAM


Our mortgage business grew in 2012 and we also concentrated on growing the protection business, resulting in a really good year. We’ve had to take on more staff and have just had our best month ever for insurance.


“For us it’s a case of watching what the lenders are doing, and when one lender changes their criteria or pulls a product another comes forward to fill the gap”


We are on the Pink Aviva academy which is great. Working with one provider makes dealing with higher volumes of business much easier and quicker and Aviva has been fantastic. We deal mostly with first-time buyers and home movers so the initial focus is life cover, but income protection is also growing as clients realise its value. I’ve noticed that lenders are being much more innovative and flexible and are changing their criteria to fit the market. For us it’s a case of watching what the lenders are doing, and when one lender changes their criteria or pulls a product another comes forward to fill the gap. Things are going in the right direction, we’re very positive.


www.mortgageintroducer.com


Name: Stephen Dwelley Position: Director Company: Share to Buy LONDON


2012 was very good indeed, our best ever year! We’ve always been building towards it, but it’s very good that our plans are coming to fruition. Share to Buy is totally web based, we never see our customers and we have a very specific client base; throughout 2012 we concentrated on affordable housing and first-time buyers. Thanks to our close relationships, both with TMA and certain lenders, we have been able to secure products, including 90% LTVs, that aren’t generally on the open market. Lenders have a growing desire to lend


and are looking at previously abandoned niches, which is great news for us. For smaller lenders, keen to access good markets, we also have the perfect platform to help control volumes.


“Lenders have a growing desire to lend and are looking at previously abandoned niches. For smaller lenders we also have the perfect platform”


We’re expecting to increase our business again this year. Factors such as the FLS mean the cost of money has dropped, lenders have an appetite to lend and that’s creating greater customer demand.


Name: Steven Lowe Position: Partner Company: JDS Financial Solutions MANCHESTER


We’ve actually be going from strength to strength this year, with lots of business coming through an online lead generator. Buy-to-let has been an increasing part of our business for the past two to three years and we’ve continued to target buy- to-let while the rest of the market remains subdued.


“This year we’ll continue targeting the areas that have been a success, growing our protection and GI business and working with partners to increase referrals”


I can’t say I’ve seen much difference


in the residential market since FLS launched. There are better rates of course, but lenders are changing their criteria so getting offers is still difficult. A real growth area for us last year was commercial property. We’re working much more with bridging and commercial lenders, which I’ve found really interesting. It’s different to residential, it’s challenging and much more in-depth. This year we’ll continue as we did in 2012, targeting the areas that have been a success, growing our protection and general insurance business and working with partners to increase referrals. I think it will be very interesting if lenders pull right out of interest only.


 MORTGAGE INTRODUCER JANUARY 2012 33Y 2013


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