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MortgageStream
has called on all brokers to “ruthlessly
cross-examine” their database of customers to
help them generate new business opportunities.
It is advocating the use of case
management systems in order to achieve this.
It says that technology exists for
brokers to be far more aggressive in looking for
income opportunities from their existing client
bank. Sophisticated case management systems can
offer a variety of tools that enable brokers to
identity clients who have not been sold
supporting products.
Paul Holden, sales
director at MortgageStream, said: “A mortgage
firm’s own database presents myriad
opportunities for brokers to generate new
business. Many brokers are sitting on an
absolute goldmine of sales leads from clients
they have helped in the past. In the current
climate of gloom about the housing market I’m in
no doubt that customers will be impressed and
grateful if their mortgage adviser is
proactively looking to conduct a review of their
financial situation.
“Giving advice on
mortgages is just one string in the bow and any
brokers overlooking the provision of ancillary
insurance products risk potential income being
poached by the lender or other advisers. Under
TCF rules, brokers should be advising clients on
all aspects of securing finance on a house and
that also includes added insurance
products.
“There are golden opportunities
to be had if brokers look closely enough at
their files.”
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