The conversation explores specialist residential, buy to let and second charge mortgages; examines the key drivers impacting the market; and looks at how we can use criteria and products to help more customers.

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The conversation includes a brief economic overview, explores how technology will evolve and will look at how we keep advice and the adviser at the heart of future plans.

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The conversation includes an overview of the main advantages of a family income benefit policy, recognising the groups of customers where a policy is particularly suitable and tips you can use to initiate the conversation with your customers.

Podcast recorded August 2024.

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PMS Mortgage Club's Regional Key Account Manager, Natalie Pater, is joined by 'Lloyds Banking Group’s Head of Strategic and Technology Partnerships, Claire Cherrington; CEO at Cornerstone Finance Group, Haydn Thomas; Rebecca Lewis, Group Director at Affinity Group; and Aberdein Considine’s Head of Mortgage Operations, Darren Polson.

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Alex Beavis, our Group Director of Mortgages and Protection, welcomes Jamie Lewis, Managing Director of Affinity Group, Dan Hobbs, Managing Director of New leaf Distribution and Tracy Gordon, Operations Director of Mortgage Required.

Our subject-matter experts tackle the challenges an aging adviser population brings and explore the approaches they utilise to bring fresh recruits into the industry.

Covering work culture, training plans and employment structures, listen now to find out how some of our leading advisory businesses are paving the way in leadership.

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Our first episode sees Adam Kemp, Director at AMAS Investments, Gemma Perry, Operations Director of Acumen Mortgages and Steve Easter, Managing Director (Mortgages & Protection) of Fairstone Group take to the microphone as SBG’s Director of Strategic Relationships, Stephanie Charman leads a discussion around the challenges within the first-time buyer market.

Recorded in April, our guests explore the current solutions available to first-time buyers, the shortage of housing stock, what opportunities are there are to support the market and more.

We then shift the focus to talk about the value of protection and how positioning the protection conversation has led to positive results. Our experts discuss how their approach towards protection and how their customer-centric focus provides a welcome boost to revenue. 

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In the latest edition of The Adviser Podcast, our Lender Relationship Manager, Andrea Rutter, is joined by Jo Brown, Heather Cara and Rachel Buxton to discuss what Lloyds Banking Group and BM Solutions are doing adapt and support the buy-to-let (BTL) and private rented sector (PRS) markets.

The conversation includes an overview of how the BTL market it interacts with the PRS, the direction of travel for regulation, the benefits for brokers of embracing change and some clear calls to action that you can take to grow and differentiate your business.

Podcast paid for by Lloyds Banking Group.

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In the latest edition of The Adviser Podcast, our Strategic Partnerships & Propositions Operations Manager Nicole O'Hara, interviews Darren Arulvasagam, Strategic Account Manager at L&G.

An essential part of later life planning, the forecast for equity release look strong.

Nicole and Darren delve into the detail of what essentially is just a mortgage that you take into retirement.

They look at the market opportunity and how you can grow your business, increase your revenue, retain assets under management (AUM) and improve your customer’s retirement by considering Lifetime Mortgages.

Discover more with L&G:

Visit the L&G Home Finance website to find helpful sales support guides and FAQs.

You can also contact your dedicated account manager, or if you don’t have their details handy, arrange a call back here.

Podcast paid for by L&G Home Finance.

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Parents don’t want to contemplate their child being seriously ill, and it is not always an easy conversation for advisers to have with their clients.

To highlight and understand the financial costs for families who have a child living with cancer, Guardian has recently sponsored research from the charity ‘Young Lives vs Cancer’.

This research explores the challenges that families may face if their child is diagnosed with cancer, and provides an insight into how advisers can broach the challenging conversations that may arise when looking at children’s critical illness cover.

*This was a paid for promotion on behalf of Guardian.

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Reflecting on the market dynamics in 2023, Stephanie and Louisa explore the functionality and appeal of the buy-to-let market, including mortgage arrears and the rise of green mortgages.

Looking ahead to 2024, Louisa also looks at how this year will continue to be the year of refinance and gives insight into the plans, offerings and exciting developments Paragon has to offer.

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*This was a paid for promotion on behalf of more2life

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*This was a paid for promotion on behalf of Coventry for Intermediaries.

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*This was a paid for promotion on behalf of One Savings Bank

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Sources:

·        Which.co.uk, Income protection explained, March 2022

·        LMS Remortgage Snapshot, March 2022

·        Yorkshire Building Society, Inflation Nation Report, May 2022

·        ONS, “The rising cost of living and its impact on individuals in Great Britain:” April 2022

·        The Exeter Income Protection claims stats, 2021

·        Halifax First Time Buyer Review, 2021

·        Re, Term & Health Watch 2021

·        www.bighospitality.co.uk

·        www.thisismoney.co.uk

·        The Exeter, Ill Prepared research report, 2020

·        imla, The new “normal” – prospects for 2022 and 2023

·        ONS, UK private rented sector: 2018

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Suzanne addresses the threat posed by money laundering and discusses several key considerations when looking at your firm’s procedures and attitudes before detailing some of the things you should look out for.

Mike then talks us through the increased threat level due to the pandemic, and examines how you can implement reviews and processes to ensure your firm and your client’s data continues to be protected in this ever-changing landscape.

Finally, we return to Jon for our closing reflections as he advises where to find more information about firms' responsibilities in connection with safeguarding customers' data and preventing financial crime.

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Firstly they discuss the FCA's challenge over innovation in the retirement market before moving onto cover how Just and Canada Life are working to innovate. We then take a look at governance that surround Just and Canada Life's retirement products.

We then move on to look at the advice process in the retirement market and the risks involved, such as longevity, decumulation and sequencing risks. John contributes some key focuses to help to mitigate risk and discuses how processes can help to personalise advise for each client.

We also explore both our guest's products as we look at how they are designed to adapt to changing circumstances, and why these propositions are built to last.

Finally, our guests discuss technology, innovation within the market, investment options, intergenerational wealth transfer, and a number of other topics.

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In this instalment Ross Liston, Managing Director at Bankhall & PMS joins Campbell Stanners, Advisory Relationship Director at Bankhall & PMS, to interview Graham Felstead, Head of Intermediary Mortgages at Natwest.

Graham starts by giving us the Natwest outlook for the rest of the year as he comments on how bright it's looking due to sustained volume since valuations were able to go ahead.

He outlines the need for Natwest to be ready for the end of the Stamp Duty holiday from a service perspective and explores how this may affect the mortgage market. Graham also discusses how product transfers may take centre stage in the intermediary market again following this and the Help to Buy changes. 

We also discuss the effect of the furlough scheme on the self-employed sector, current service levels, underwriting times, interest rates, complex cases and much more.

Finally, Graham gives us some insight into the strategic direction of Natwest in the coming months as they focus on a service-driven approach, before going on to close the session by echoing the sentiment of our other lenders as he underscores the importance of the intermediary market. 

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In this instalment, Ross Liston, Managing Director, Bankhall & PMS joins Richard Howells, Managing Director, Sesame, to interview Esther Dijkstra, Lloyds Banking Group's Managing Director Of Intermediaries.

Esther provides us with an insight into how Lloyds Banking Group has fared over lockdown and the subsequent recovery of the market. She explores consumer attitudes and discusses different types of house buyers.

We then move on to discuss criteria as an opportunity to stem the flow and explore the healthy competition within the mortgage market. Esther closes the interview by outlining her view that advisers are vital for good customer outcomes going forwards even more so when you consider the complexity of finances over the last year or so and the ever-expanding types of housing.  

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In this instalment, Ross Liston, Managing Director, Bankhall & PMS joins Richard Howells, Managing Director, Sesame, to interview Ian Andrew, Director of Intermediary Relationships at Nationwide Building Society.

Ian provides an outlook for the market moving forwards, discussing the effect of the end of the Stamp Duty holiday and the Help to Buy Scheme. He alludes to a possible frenzy in the first quarter of the year and discusses current consumer confidence amongst the end of the furlough scheme as we know it.

We then move on to reflect on the last few months, and Ian outlines Nationwide’s intentions to continue to support at 90% LTV but with a need to be honest and upfront about SLAs in a bid to manage expectations.

Finally, Ian underlines the focus on intermediary business and discusses how they can work with the intermediary market to provide better solutions for all.

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In this instalment, Ross Liston, Managing Director, Bankhall & PMS joins Richard Howells, Managing Director, Sesame, to interview Graham Sellar, Head of Business Development - Mortgages at Santander.

Graham provides the current view from Santander, discussing their operational ability and capacity in an incredibly busy industry. He also takes a look at customer confidence, house prices, and why the market is hopeful in the wake of the changing furlough scheme.

We then move on to discuss the importance of customer communication, the true value of intermediaries, the balance between low and high LTVs and Santander's biggest month ever.

Finally, we talk around rising interest rates and how Santander is actively looking to increase underwriting volumes before finishing our session with a 2021 outlook.

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In this instalment, Ross Liston, Managing Director, Bankhall & PMS and Richard Howells, Managing Director, Sesame interview Richard Beardshaw, Head of Sales, Mortgage Intermediaries at HSBC.

Our guest Richard provides his projection for the rest of the year and discusses how we could be set for a flood of interest before the end of the Stamp Duty holiday. We also talk furlough redundancies, the potential effect of a second lockdown, realignment of customer priorities and more.

We then cover off the importance of service, the reasoning behind a rise in interest rates, operational strain and the incredible work brokers have done through this period of uncertainty. Richard also explains an appetite for HSBC to lend at higher LTVs and the circumstances that surround the sought-after market. 

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The new build outlook | Campbell Stanners, Advisory Relationships Director; Stacey Wood, National New Build and Surveying Relationship Manager; Andy Mason, Head of Housing Development at Lloyds Banking Group.

We kick-off this episode with an introduction to Andy Mason and a short exploration of his career so far before moving to discuss everything Help To Buy, looking at the extension of this scheme, the opportunity of shared ownership and plugging the gap that will be left behind.

Andy gives us a summary of the current view of Lloyds Banking Group and provides us with his market outlook, discussing everything from risk appetite, operational backlogs and how pent-up demand is currently shaping lenders plans. He discusses the positive outlook for the rest of the year as we see lenders across the market returning and the positive signs so far and how that fares against initial fears of house prices falling.

We then discuss future new build prices and the effect of the stamp duty holiday before moving onto discuss cladding in apartment buildings. Andy provides us with an overview of the cross-industry collaboration to resolve this issue and how a change in process could lead to more positive customer outcomes for leaseholders.

Andy also talks us through changing customer journeys and how packaging applications correctly is imperative at the minute. Stacey then talks through our PMS packaging grids intended to help those looking to ensure each case is submitted in-line with lender expectations.

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The recovery of the specialist market | Richard Goppy, Head of Strategic Partnerships; Steph Charman, Specialist Lending Relationship Manager; Adrian Moloney, Group Sales Director, One Savings Bank Group; Steve Cox, Distribution Director, Fleet Mortgages.

We welcome Richard Goppy back to the hosting seat for our latest instalment of The Adviser Podcast. He provides our opening remarks and introduces Steph Charman, our Specialist Lending Relationship Manager. Steph interviews Adrian Moloney, Group Sales Director at One Savings Bank Group along with Steve Cox, Distribution Director at Fleet Mortgages.

We discuss the initial closures of the capital markets and the effect of this on the specialist market, while looking at the lenders with securitisation models. We touch on positive news for the specialised market as many trades complete, and how the resumptions of physical valuations allow lenders to clear the existing pipeline. We move on to explore the appetite to lend within the specialist market across a range of products while remaining focused on customer outcomes.

We then delve into evolving the specialist market to react to the furlough scheme and how a stamp duty holiday could provide a real opportunity for the sector. The next section sees us talk through an outlook for the future for professional landlords and discuss their reemergence to lending and diversifying their portfolios. We also cover the mortgage payment holiday and whether there is a better name for this scheme and the impact it could have for a customer when lending in the future.

Last but not least, we explore a post-COVID-19 market and how our sector has an opportunity to innovate to levels we've not seen before while still keeping the focus on good customer outcomes.

Finally, Richard provides his closing reflections as we wrap up a comprehensive and informative discussion.

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Our guests also discuss how valuations have been impacted by changing procedures and how communications had to change to ensure customers were supported. The discussion then moves to 90% products and the preparation taken for when these arrive back in the market and how making a considered decision is paramount. We also discuss an outlook for the buy-to-let market and a lack of stock for professional landlords.

The conversation then goes on to cover rental yields; innovation in the mortgage market; mortgage rates and fraud before finishing with a key takeaway from both of our guests.

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Graham & Jeremy are asked the challenging question on £184bn of mortgage refinance opportunities in 2020, and as a result of COVID 19 for the first time, we saw Product Transfer numbers tip in favour of intermediaries vs direct and the historic debate about who owns the customer. Hear their answer!

We discuss everything from a new way of working, changes to the valuations and applications to the help to buy scheme and the post-COVID-19 market.

Agenda

Introduction and welcome | Richard Goppy, Head of Strategic Partnerships 

Supporting intermediaries and an outlook of the future mortgage market | Jane Benjamin, Director of Mortgages; Graham Sellar, Head of Mortgage Business Development, Santander for Intermediaries; Jeremy Duncombe, Director of Intermediary Lending, Accord Mortgages

Closing reflections | Richard Goppy, Head of Strategic Partnerships

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Dyfed talks us through their biggest learns and the benefit of having a solid disaster recovery plan in place before bringing the focus to technology and how their app allows them to communicate quickly and effectively with their customers.

He then speaks to us about the benefits of being a holistic planning firm and their key initiatives going forwards.

We then move onto the interview with Tim Harvey, who talks us through the challenges his business has faced and their resilience and business continuity plans.

The conversation then moves on as we discuss everything from the wellbeing of staff to communication and engagement before Tim answers our final question focusing on the challenges in a post-COVID-19 world.

Agenda

Introduction and welcome | Jon Barham, Head of Client Acquisitions, Bankhall

An interview with Red Dot | Dyfed Lloyd-Jones, Principal

An interview with HR Financial Planning Services | Tim Harvey, Principal

Closing reflections | Jon Barham, Head of Client Acquisitions, Bankhall

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We then move to discuss claim payouts, efforts to ensure advisers are supported and ensuring the processes in place are streamlined and as easy to use as possible. Dave and Ellis talk about the support channels available like their webinars and Legal & General's expanding web chat capabilities.

Premium flexibilities are another topic before we discuss early warning systems and how these can provide a perfect opportunity to engage with customers and revaluation their cover.

Then last but not least, our guests talk to us about their outlook for the future, not only from a product point of view but also how they see processes may look going forwards. We then finish the podcast as our guests outlining the importance of financial advice and how the role of the adviser is pivotal.

Agenda

Introduction and welcome | Richard Goppy, Head of Strategic Partnerships

The opportunity and future or protection | Alyson Perry, Protection Manager; Craig Morrison, Head of Strategic Accounts, Legal & General; Dave Ellis, Head of Networks, Royal London

Closing reflections | Richard Goppy, Head of Strategic Partnerships

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He then talks through the areas of vulnerability that Just focus on and learnings from the current lockdown situations before discussing implementable measures to help a firm in the longer term touching on developing sufficient policies and processes.

Agenda

Introduction and welcome | Linda Preston Todd, Head of Bespoke Solutions, Bankhall

Vulnerability and how to support your vulnerable clients | Martin Lines, Business Development Director, Just

Closing reflections | Linda Preston Todd, Head of Bespoke Solutions, Bankhall

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1. With the backdrop of a hardening professional indemnity insurance (PII) market which has seen a spate of insurers cease to offer terms, we examine the challenges that the pandemic may present for the PII market as a whole with Steve Ray Director of PII at Howden Group

2. The current pandemic prompted a significant market adjustment with the world’s economies facing the very real threat of a sustained recession, Chris Johns National Development Manager for Jupiter, and Alistair Irvine Product Specialist for Jupiter Merlin will be sharing their views on where advisers may find value in the investment arena as we emerge from the pandemic.

Agenda

Introduction and welcome | Jon Barham, Head of Client Acquisitions, Bankhall

Current challenges within the PII Market | Jon Barham, Head of Client Acquisitions, Bankhall; Steve Ray, Director of PII, Howden Group

Significant market adjustment | Chris Johns, National Development Manager, Jupiter; Alistair Irvine, Product Specialist, Jupiter

Closing reflections | Jon Barham, Head of Client Acquisitions, Bankhall

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The first topic they look at is the impact of lockdown and the immediacy in which their businesses needed to react to the government lockdown and how they went about tackling the broker and customer enquiry spikes. They talk us through the steps the businesses took to introduce new processes and procedures to ensure their customers could easily submit a payment holiday request and how they managed to operate remotely to ensure their customers had the assistance they needed.

The conversation then moves to the importance of prioritising staff wellbeing and motivation in these unusual circumstances. Ian touched on the fact that they had been doing a lot of this before lockdown but they have since taken this to the next level and Craig talked around a number of key actions to help maintain a good level of mental health and motivation.

The focus then shifts towards the importance of supporting existing customers and how the businesses ensured this was a priority and the measures they introduced to support this message. Introducing new communication platforms, reallocating resource, and streamlining processes are just a few of the many discussed.

Our guests also provide you with their key messages on the importance of a contact strategy and the massive need for advice in the coming months.

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Linda Preston-Todd is then welcomed to the podcast as she provides a comprehensive overview of regulatory developments touching on business interruption insurance; mortgage prisoners; complaint handling; the value of insurance in light of exceptional circumstances and bounceback loans.

We are then joined by Campbell Stanners as he interviews Andy Bounds, the best-selling author and expert in communications and sales. This in-depth interview provides reams of hints and tips that you can effectively incorporate into your business immediately. They focus on demonstrating your value when communicating with customers, the importance of a follow-up, enlightening meeting tips and much more in this incredible capsule of knowledge.

Lastly, we return back to Ross Liston for his closing reflections. 

Agenda

Introduction and welcome | Ross Liston Managing Director, Bankhall & PMS

Overview of regulatory developments | Linda Preston-Todd, Head Of Bankhall Bespoke Solutions

The value of effective communication | Campbell Stanners, Advisory Relationships Director, Bankhall & PMS and Andy Bounds, Communication & Sales Expert

Closing reflections | Ross Liston Managing Director, Bankhall & PMS

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You’ll hear from our Executive Chairman, John Cowan and a number of industry experts, examining the market from a variety of different perspectives.

Chapter 1: On Adapting, Market Trends, And The Future | John Cowan, Sesame Bankhall Group Executive Chairman

Chapter 2: Meeting The Challenges Of The New Normal | Chris Jones, Dynamic Planner; Ryan Barnes, Intelliflo; Karim Rashwan, AdvisorStream

Chapter 3: Regulatory Outlook And Firms Concerns | Carl Wallis, Sesame Bankhall Group Head of Compliance

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Chapter 1: An in-depth interview with John Cowan, Executive Chairman as he discusses the changes Sesame Bankhall Group made to adapt to the current way of working and he looks ahead to the future and what it may mean for the market.

Chapter 2: Richard is joined by Jeff Woods, Business Development Director as they discuss the protection market and the changes that we’ve seen in this area in recent weeks. He then stresses the importance of explaining the different options available to those who are looking to cancel their protection policy.

Chapter 3: We then interview a couple of our PMS Diamond Club brokerages, Steve Easter, Group Divisional Director provides the outlook from the Fairstone Group and Dean Vellender, Director shares the experiences of Easylife Alliance.

Chapter 4: This section of the podcast sees Richard discuss all things protection with Rob White, Managing Director of Essential Insurance and Tom Horton, Managing Director for the Insurance Surgery; two of the top PMS Protection only firms.

Agenda

Chapter 1: On Adapting, Market Trends, And The Future | John Cowan, Sesame Bankhall Group Executive Chairman

Chapter 2: Keeping Customers Engaged And Protected | Jeff Woods, Business Development Director

Chapter 3: Adviser View: In Conversation With… | Steve Easter, Fairstone Group Divisional Director and Dean Vellender, Easylife Alliance Director

Chapter 4: Protection Perspective: An Interview With… | Rob White, Essential Insurance Managing Director and Tom Horton, Insurance Surgery Managing Director

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We’ll also hear from our Chief Financial Officer, Steve Harris on the government support schemes available, a number of key statistics and the eligibility criteria of each support scheme.

We then hear from Head of Bespoke Solutions, Linda Preston-Todd as she interviews Paul Hurley, Head of Compliance, Foster Denovo as they talk about how to continue supporting customers, staff and the business in these uncertain times and they delve in to the sudden transition to the remote world.

Finally, you’ll get to hear from John Higginbottom, Bankhall's Head of Advice Oversight, providing insight on the developments coming from the FCA before Ross Liston adds his closing reflection.

Agenda

Introduction and welcome | Ross Liston Managing Director, Bankhall & PMS

Weekly roundup | Campbell Stanners Advisory Relationships Director, Bankhall & PMS

Government support | Steve Harris Chief Financial Officer, Sesame Bankhall Group

Continuing to support customers, staff and the business | Linda Preston-Todd, Head of Bespoke Solutions, Bankhall and Paul Hurley, Head of Compliance, Foster Denovo

FCA Communications Roundup | John Higginbottom, Head of Advice Oversight

Closing reflections | Ross Liston Managing Director, Bankhall & PMS

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We’ll also hear from our Head of Compliance, Carl Wallis, for the latest on the reaction from the regulator, what this means for advisers and firms, and how Sesame Bankhall Group is working in collaboration with influencers in this space, to advocate for our members.

And, with all of us working remotely, we’ve invited special guest, Timebank Director, Damian Davies, to share his thoughts and experiences on how we can make remote working work for us.

Finally, you’ll get to hear from Laura Martin, Sesame Bankhall Group’s Head of Group Marketing, all about our COVID-19 Support Hub and how it’s designed to support you through these unprecedented times.

Agenda

Introduction and welcome | Ross Liston Managing Director, Bankhall & PMS

Weekly roundup | Campbell Stanners Advisory Relationships Director, Bankhall & PMS

Regulatory review | Carl Wallis Head of Compliance, Sesame Bankhall Group

Making remote working work for you | Damian Davies Director, The Timebank

Making the most of our COVID-19 Support Hub | Laura Martin Head of Group Marketing, Sesame Bankhall Group

Closing reflections | Ross Liston Managing Director, Bankhall & PMS

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