Intermediary Education – how it’s helping firms thrive

Steve Swyny, Commercial Director at F4B Network

“Intermediary distribution channels are critical in helping a variety of lenders to generate business volumes, control these volumes and ensure the quality of the business received, especially from the specialist markets. Education is a key element within this process and, when implemented correctly, provides advisers with the confidence to explore new markets.

“As a network which is just over a year old, education has played a huge role in our growth. Coming from a specialist lending background, we realised the complexity involved in these areas and the support required to identify opportunities and to provide advisers with the tools, solutions and expertise to meet their clients ever-changing needs from an admin, packaging and compliance perspective.

“There is a constant need to invest in the training and development of our ARs and focus on quality rather than quantity in terms of network numbers, the types of business they are writing and the service standards they are maintaining. Education really is the key to business growth for all cogs in the mortgage wheel”

Donna Wells, Director at F4B

“Demand continued to grow in the bridging, semi-commercial and development finance sectors. Despite being so busy, it’s prudent to highlight a continued lack of understanding when it comes to identifying lending scenarios where alternative forms of finance could be the answer. Although, it’s fair to say that this has greatly improved.

“What follows is a statement that I’ve made many times before but it remains highly relevant when operating in a marketplace where property-related needs are evolving quickly and becoming ever more complex.

“Many enquiries which could benefit from specialist finance, especially when it comes to short-term finance, are still falling at the first hurdle. And that’s understanding the client’s exact requirements and identifying how a solution could fit. This isn’t always the brokers fault. Some clients may not fully disclose their situation and appreciate what is required to complete the transaction or how the process works. However, advisers who ask the right kinds of questions can open up avenues to a raft of alternative solutions which might not have been immediately obvious.

“Education plays a huge role within this and we, as a packager, have an important part to play in helping our intermediary partners to offer a more rounded service which allows them to service a wider range of client requirements whilst growing their business.”