Better Mortgage Management CEO Murray Cowan argues that only distributing through brokers is driving his company’s success, in a forthcoming interview with MPA.
Better Mortgage Management CEO Murray Cowan argues that only distributing through brokers is driving his company’s success, in a forthcoming interview with MPA.
Dealing with brokers, and only brokers, is the key to non-bank success, claims Better Mortgage Management CEO Murray Cowan. He made the claim in a full length interview in the forthcoming copy of MPA, in which BMM was highly rated by brokers in the annual ‘Brokers on non-banks’ survey, sponsored by Advantedge.
Cowan explained why BMM stood out from the competition: “certainly, the banks have multiple distribution channels, and some of the other non-bank lenders might have other channels as well, whereas we just have the one channel – brokers.” He insisted that this narrow focus helped maintain good relationships with brokers; “I believe that always ensuring we are focused on helping our broker partners, being clear about what we do, establishing true points of differentiation and demonstrating them is an initiative in itself.”
Brokers should see BMM as a “natural partner” to their business, Cowan continued. “We have similar backgrounds and history as that of the brokers, and going forward a similar objective. Lenders with other distribution channels have the issue of channel conflict and looking after their proprietary channels first and foremost, but we don’t have similar issues.” He predicts that as the market recovers from the GFC it will give brokers the confidence to return to the non-bank sector.
MPA’s ‘Brokers on non-banks’ survey, on desks next week, asked brokers to rate non-bank offerings over 11 categories. These ranged from BDM support to credit policy, of which turnaround speed was nominated as the most important.
Read the full interview with Murray Cowan, and the ‘Brokers on non-banks special’ in MPA 14.9, on desks next week.
Dealing with brokers, and only brokers, is the key to non-bank success, claims Better Mortgage Management CEO Murray Cowan. He made the claim in a full length interview in the forthcoming copy of MPA, in which BMM was highly rated by brokers in the annual ‘Brokers on non-banks’ survey, sponsored by Advantedge.
Cowan explained why BMM stood out from the competition: “certainly, the banks have multiple distribution channels, and some of the other non-bank lenders might have other channels as well, whereas we just have the one channel – brokers.” He insisted that this narrow focus helped maintain good relationships with brokers; “I believe that always ensuring we are focused on helping our broker partners, being clear about what we do, establishing true points of differentiation and demonstrating them is an initiative in itself.”
Brokers should see BMM as a “natural partner” to their business, Cowan continued. “We have similar backgrounds and history as that of the brokers, and going forward a similar objective. Lenders with other distribution channels have the issue of channel conflict and looking after their proprietary channels first and foremost, but we don’t have similar issues.” He predicts that as the market recovers from the GFC it will give brokers the confidence to return to the non-bank sector.
MPA’s ‘Brokers on non-banks’ survey, on desks next week, asked brokers to rate non-bank offerings over 11 categories. These ranged from BDM support to credit policy, of which turnaround speed was nominated as the most important.
Read the full interview with Murray Cowan, and the ‘Brokers on non-banks special’ in MPA 14.9, on desks next week.
