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Application’s quality counts for everything

We have spent the past three months taking our training and information roadshow around the country to our appointed representative members, talking about everything from compliance to the Mortgage Market Review.

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The main message we have been putting across is the importance of submitting quality applications to lenders as this is the benchmark on which we will all be judged.

It is not good enough to submit the minimum that lenders require, it’s about developing a robust sales process that shows you know your clients and can provide thorough information so lenders can make informed decisions.

Affordability is a subjective area. It isn’t just about how much one earns but how disciplined one is in making the money work.

For example, the changes to Abbey for Intermediaries’ sales process means that the more detailed knowledge you have about clients the more it will benefit you when trying to place the mortgage.

As Lois Horowitz, author and librarian, once said: “Not having the information you need when you need it leaves you wanting. Not knowing where to look for that information leaves you powerless. In a society where information is king, none of us can afford that.”

When it comes to writing mortgage business this has never been truer. It is all about knowing your clients, gathering all the information you can and putting quality and accuracy at the heart of everything you do.

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