20% of Kiwis need a specialist broker

At least 20% of Kiwis need a mortgage broker skilled in specialist home lending, and that segment is only going to get bigger, RESIMAC general manager Adrienne Church said.

“We’re talking about the self-employed guy you get your coffee from in the morning; the friend of a friend who’s dealing with the financial implications of divorce; or someone who hit a rough patch and is now grappling with how to turn that ship around.

“Let’s be clear, this is not a niche segment of the home lending market; but it is currently under-represented by advisers,” Church added.

“The advisers we work with know all too well why specialist home lending is an essential part of their business. But for those still sitting on the fence as to why they need to diversify and get involved, here are a few of my observations,” Church noted.

Church said over the five years RESIMAC has been in the market, she’s witnessed how successful advisers are who “embrace specialist home lending”.

“They secure a loyal client base; benefit from the cumulative effect of enthusiastic referrals; and build trail income that creates an asset and supports long-term relationships with their clients.

“I think the perception of a specialist borrower is still hampered by the past. Today, we’re talking about the 20% of Kiwis who can make it possible and simply need someone to back them,” Church added.

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