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Majority of intermediaries say cross-selling is unimportant

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  • 10/03/2003
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Most brokers consider the independence of mortgage sourcing systems to be relatively unimportant and...

Most brokers consider the independence of mortgage sourcing systems to be relatively unimportant and the majority see no need for any cross-selling capability.

Sourcing system, Trigold, polled 1,500 mortgage intermediaries on what they wanted from a system. Of the 1,000 respondents only 37% considered independence as ‘very important,’ while 52% said cross-selling was unimportant.

Nick Baxter, director of network Mortgage Promotions, said: ‘Independence makes no difference at all, there could even be advantages to lack of independence, at least the owners product details would be more likely to be accurate.’

The survey found 48% thought ancillary selling was either important or very important favoured the ability to source, buildings and contents (84%), term assurance (88%) and ASU (80%). The least popular services would be unsecured loans and critical illness policies (6.5% and 4.6% respectively). The survey results reflect this view. Of 1,000 respondents, 780 thought accuracy the most important feature, although 720 said compliance features are becoming more important.


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