PARADIGM MORTGAGE NEWSLETTER SUMMER 2023 www.paradigm.co.uk/mortgages
CONTENTS 4 Introduction from Paradigm Paradigm Mortgage Services Richard Howes 6 Hampshire Trust Bank Manual approach does not have to mean slower decision making Sally Wright 8 Paradigm Mortgage Services Why the Mortgage Market is a strange place at the moment... Christine Newell 12 Skipton Building Society for Intermediaries Track Record… Not a silver bullet, but a step in the right direction. Jonathan Evans 14 Paradigm Can we help support your CPD requirements? Riona Mulherin 17 Paradigm Q&A with Senior Relationship Manager, Neil Jackson Neil Jackson
If it’s complex, we might find a way Complex Income – multiple income sources, bonus, overtime and allowances all considered up to 100% Affordability – up to four applicants using all four incomes, also JBSP/ Guarantor options are available Unusual Properties – up to three units one title - Semi-commercial, listed properties and acreage Self-employed – minimum one years self-employment required and latest years income considered Interest only – LTV up to 75% and no minimum income Later life lending – no maximum age Top slicing – BTL and Holiday Let lending For Intermediary use only. Content correct at time of publishing. YOUR MORTGAGE WILL BE SECURED ON YOUR PROPERTY AND YOUR HOME MAY BE REPOSSESSED IF YOU DO NOT KEEP UP REPAYMENTS ON YOUR MORTGAGE. Authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and Prudential Regulation Authority. Firm reference number: 157260. Assess many types of complex income No upper age restriction Up to 4 borrowers per application harpendenbs.co.uk/intermediaries SCAN THE CODE TO VISIT OUR INTERMEDIARIES PAGE
Hello, and welcome to our Summer newsletter! I think it’s fair to say that since our last newsletter the market has been moving fast, and uncertainty seems to be the only certainty in terms of demand, supply, and interest rates etc. Quarter two of 2023 has certainly been a quarter of two halves, the first half saw the market find a level in terms of productivity and rates, which gave us the confidence to think the second half of the year would give us a bounce. But the second half of the quarter, following the Bank of England’s announcement on inflation, has seen interest rates rise and product availability decrease at an alarming level. At the time of writing, the average 2 year fixed rate is 5.83% compared to 2.59% two years ago. At the beginning of the quarter, the total number of products had risen to over 5,000 for the first time since May 2022. Indeed, the 5,146 product numbers was the highest since February last year. However, in the first two weeks of June, over a thousand products were withdrawn from the market - some with little or no notice which does not help lenders, advisers or customers. On this latter point, there has been a great deal of commentary on the withdrawal notice given by lenders; the policy of leaving little, if any, notice leaves one wondering on the merits of such a policy and how can this be changed in order that no one loses out. It is clear that the current system adopted by many Lenders is not only not working, but is not fair to all parties concerned, including their own staff. It seems an obvious point to make, but remortgage activity is likely to be the foundation on which you’ll be building your business income throughout 2023, and while the purchase market is tough it’s unlikely to reach the levels of the last few years. With UK Finance estimating that 1.8 million fixed-rate mortgages are due to end this year, and a recent report from them showed it expected to see around £212bn of product transfers to take place in 2023 (compared with an estimated £197bn in Richard Howes Director of Mortgages Paradigm Mortgage Market Update 04 SUMMER MORTGAGE NEWSLETTER
2022), there are plenty of opportunities to work with clients. There is no doubt there is plenty going on aside from just writing business and working with clients. Obviously, Consumer Duty is at the forefront of our minds, and here at Paradigm we have an extensive library of information that you can rely on and work with on our Consumer Duty Support Hub. If you are in the later life space or deal with Second Charges, these two areas are in the spotlight in terms of fee charging. I would strongly recommend that you read the Dear CEO Mortgage Intermediary letter implementing the Consumer Duty which can be found here which discusses these areas and the Regulators concerns. In terms of this newsletter, we have some excellent contributions from Hampshire Trust Bank and Skipton Building Society, both Lenders who have tried to put innovation and imagination into their offerings to enable advisers reach to as many customers outside of the mainstream as possible. In addition, our Mortgage Technical Director, Christine Newell, has an informative piece looking at fraud in today's market, our Director of Marketing and Operations, Riona Mulherin provides an update on our award-winning CPD Academy and Test Zone, as well as learning more about one of our Senior Relationship Managers, Neil Jackson. The newsletter is designed to educate and inform, and at the end of it enable you to know more about certain areas than you did before. It would be great to get any feedback to see if we are providing what you need and want, and if you have any areas you would like to cover in the future. My email address is Richard. [email protected], and it would be great to hear from you! I hope you enjoy this issue and the opportunities that may arise from the topics covered. 05 SUMMER MORTGAGE NEWSLETTER 28th June 4th July 6th July 10th July 11th July 13th July 24th Aug 6th Sept 7th Sept 12th Sept 19th Sept 28th Sept 3rd Oct 5th October Essential Skills (99+VAT) Best Practice Event * London Mortgage & Protection Exclusive Adviser & Landlord Leeds Breakfast Briefing with Octopus Economic Abuse Webinar Dunblane Mortgage & Protection Paradigm Protect Webinar Online Breakfast Briefing Leeds Mortgage & Protection Best Practice Event * Supervisor Course (£650+VAT) Surrey/Cobham M&P Buy to Let Webinar UPCOMING EVENTS Throughout the year, we are continuing to host a wide range of events which will help you to gain an understanding on important topics, hear relevant market and product information and meet your CPD requirements. Each event is carefully planned and organised to deliver maximum value in a concise and efficient manner. We’d be delighted to see you at an event soon! CLICK HERE TO REGISTER
While it is a challenging time for buy-to-let generally, one area of the market that has seen healthy interest has been holiday let. Investors continue to be attracted by the higher yields on offer from this form of property, as well as the diversification it provides from traditional buy-to-let. This is a sector of the market that understandably benefitted from the pandemic, with the inevitable increase in domestic holidays, but this has certainly not been a short-term fad. In fact, the economic situation in the UK has further increased demand for holidays within the UK: a new study from CompareTheMarket found that more than half (52%) of Brits are more likely to book a domestic holiday than an overseas one because of cost of living concerns. The reality is that these forms of holidays can be more cost effective for holidaymakers, as well as avoiding some of the less pleasant aspects that come from a trip abroad. There are no worries around remembering a passport or a socket converter if you are heading to Cornwall rather than Crete. Of course, if holidaymakers are to enjoy a break within the UK, then they will need somewhere to stay, and that is where holiday let has seen such a boom in interest. Investors are well aware of this desire for holiday accommodation within the UK’s shores and have been keen to add holiday lets to their portfolios. However, recognising that there is a demand for these properties is only the start; actually accessing the funding needed for those purchases is not always as straightforward as it could be. Moving swiftly As brokers will know well, each holiday let case will be unique. No two purchases will be identical, and as a result automatic underwriting is far from ideal - there are simply too many key variables that manually need to be taken into account, if a lender is truly to deliver an informed decision. We know that it can be difficult when the lender prefers a more automated approach, with cases which are perfectly acceptable falling through the cracks because of some sort of perceived complexity which falls foul of the arbitrary parameters set by the lender. There can be downsides with manual underwriting though. We know from our conversations with intermediaries that the time taken to go through the crucial elements of a case and deliver a decision can be lengthy, which in turn can cause issues for the borrower. If an investor has spotted a prime prospect for a holiday let, then of course they will want to move swiftly to add that to their portfolio, particularly if they want to have the property in place for the busy summer period. Sally Wright Head of Intermediary Distribution of Specialist Mortgages Hampshire Trust Bank Manual approach does not have to mean slower decision making 06 SUMMER MORTGAGE NEWSLETTER
It doesn’t have to be like this, however. Here at Hampshire Trust Bank, we ensure that while all decisions in principle are manually underwritten, decisions are delivered within 24 hours. This speed is clearly effective in supporting borrowers with their needs, since around half of all of those approved DIPs go on to complete. This focus on swift service carries over after the application too, with all documents and new information also reviewed within 24 hours of being submitted. What can the landlord afford? Another issue encountered by some landlords who want to get into holiday let is the calculation of affordability. Lenders who do not understand this market may base that affordability calculation on what might be achieved if it were rented out in a traditional fashion, on an assured shorthold tenancy. But this is unrealistic compared with the actual rental income achievable as a holiday let, which is why we base our decision on the actual rental income. Understanding landlords Our approach to holiday let is the result of our experience in this sector, and our understanding of what landlord borrowers want from their lender. Combining a manual approach with a commitment to speed means that lenders can help landlords make the right additions to their portfolio, within a timescale that suits them. If you have a case, please call our Specialist Mortgages new business team on 020 7862 6244. Click here to see our Product Guide, Rate Card, and other Key Documents Click here to find a BDM in your area. If you would like to register with us, please download the forms from our Documents page and email the completed versions to [email protected]. 07 SUMMER MORTGAGE NEWSLETTER PROC FEES MADE SIMPLE WITH PARADIGM MORTGAGE SERVICES All overrides contribute to our 50% Profit Share scheme Proc fee portal for 24/7 access to your statements Payments made every working day *When statement and money has been received from the lender 24 hour proc fee payment promise Proc fees paid on completion Dedicated support team: [email protected]
The Mortgage Market is a strange place at the moment. One minute we seemed to be all at sea with not much on our desks and the next we are rushing around like headless chickens trying to submit new business deals due to no notice product withdrawals from our Lender partners. There is enough noise at the moment around product withdrawal notices so I am not going to jump on that bandwagon. Instead I am going to focus on those quieter moments, where we may be much more vulnerable to financial crime. The reason why I say that, is during these moments of quiet, our mind can panic us into thinking that we are going to be down on profit and earnings. These panicky thoughts can then lead on to question our decisions on recruitment and growth plans and should we be cutting costs, we can also start looking for other sources of business, such as lead generators or new relationships with introducers. These feelings are natural within the volatile market we currently are operating in, but they can also be exploited by clever fraudsters, who know how to play on them. Mortgage fraud typically involves individuals but it can also be committed by organized criminal gangs working in tandem with a corrupt associates, such as a solicitors, accountants or surveyors. The types of fraud can take many forms such as; • Inflating the value of a property • Overstating income • Taking over a genuine conveyancing process • Committing identity theft • Falsifying land registry documents • Changing the deeds to the property without the owners knowledge and then using this information to illegally sell the property to make a financial gain. According to USwitch the comparison site and their 2022 report into the statistics for the UK Mortgage Market, between 2017-2022 the overwhelming majority of mortgage fraud was committed by First parties, in fact 93% of mortgage fraud in Q2 was committed on this basis. This means that there was no identity abuse and the fraudster is indeed the person applying for the mortgage. The good news is that mortgage fraud has remained relatively low in the Intermediary space, and I believe this is down to a lot more education from lenders and distributors such as Paradigm. HSBC run a particularly good workshop for advisers. However, this doesn’t mean we can relax. The vulnerabilities in this market make this a prime time for fraudsters to creep back out of the woodwork and we are starting to see just that. Steve Cox, Chief Commercial Officer at Fleet Mortgages posted an interesting article on this very subject in March this year, you can read the article here. Steve mentions that Fleet has seen a significant uptick in the number of false documents being passed to Fleet. Why the Mortgage Market is a strange place at the moment... 08 SUMMER MORTGAGE NEWSLETTER Christine Newell Mortgage Technical Director Paradigm Mortgage Services
09 SUMMER MORTGAGE NEWSLETTER Malcolm Davidson at UK Moneyman also sent me a link to a site called Replace Your Docs, which he recently came across. The company holds itself out to be able to replace any types of legal and professional documents but only for novelty purposes. Having looked at the site there is no phone number to contact them just a chat email type solution for queries. A lot of these sites are created off shore and are maintained out of the jurisdiction of any UK law enforcement agencies. However, once found they can be investigated and dealt with appropriately. Paula Milner at UK Moneyman also explained what they are experiencing and I thought I would share some of the characteristics of the things they have recently seen. Paula mentioned that they were getting quite a lot of leads from high earners mainly stating their employment at IT contractors. Paula’s personal view on this is that IT contractor businesses don’t need to be visible or have an online presence which avoids lenders asking how they get new business etc. It is a good point and one to think about. One particular case that arrived on their desk is described below. Fraud example IT contractor, client purchasing in the South of England with an offer accepted on the property. In this case it was a new build property. Tax calculations and overview showed a lower stream of income from employment. Paula checked Companies House and found that the client was also involved in a freight and transport business. All the credits coming in to his bank were relating to a freight and transportation business. When calling the client he never answers his phone and always rings back. When he rings back he sounds like he is driving and not office based, as an IT contractor might be. Paula’s team called the selling agent and they confirmed that this client was no longer their buyer and reading between the lines it looked like they were unable to obtain a mortgage. The selling agent also suggested that they probably wouldn’t accept another offer from this client. The client still insisted he was buying the property when Paula’s team explained the conversation with the selling agent.
10 SUMMER MORTGAGE NEWSLETTER Unsurprisingly the client then melted away and didn’t return. Characteristics • High Self-employed earnings- IT Contractors • Tend to by buying in the South of England • Live in the South of England (trying a Northern based broker and perhaps this might be the other way around if they live in the North) • Clients are foreign some with UK nationality but not UK born • Cannot always locate the property they are buying when searching • No emotional connection to the property they are buying i.e. being excited or looking forward to things etc. • When called they never answer and always ring back. • During the conversation they have tried lots of other brokers and not obtained a mortgage. Sharing examples like this is a really good way of helping to protect the adviser community from being used for financial crime. There are also a lot of other resources and training that a firm can do to help protect themselves. The lenders are the ideal partners to educate advisers on what they are seeing, so if you haven’t already done so, perhaps ask one of your Lender BDM’s if they can deliver a fraud session at your next sales meeting. Paradigm also have a whole heap of resources, including an eBook and our test zone has a 25 minute presentation and multiple choice test on the very subject. We can also deliver bespoke training on Fraud in conjunction with our lending partners. Please get in touch with us if you want more information. Being caught out by a fraudster is not a good feeling but the repercussions are far reaching, including being removed from a lender panel. This has a knock on effect for other lenders taking business from you and could persuade them to also remove you from their panels. Don’t get caught out, take your time to get it right and don’t let the threat of product withdrawals mean that you empower these fraudsters.
A team of experts who will work closely with you to assess suitability and to ensure your firms' needs are met. Specifically designed to help you reduce one of the potentially highest risks in your business. Provide thorough feedback and go the extra mile to develop the quality and suitability of the advice you provide. Pre-sale, post-sale, regular and ad-hoc file reviews available. Checklists and guidance are provided to help you construct compliant files prior to checking. We review all areas of business including: pensions, investments, mortgages (including specific mortgage fraud reviews), protection, equity release and annuities. [email protected] 0330 053 6061 (option 4) INTRODUCING OUR HIGHLY COMMENDED FILE REVIEW EXPERTS... Want to find out more? Click here! Or get in touch with our Relationship Managers: Sharon Ardern Consultancy Manager [email protected] MEET THE EXPERT Hi, I'm Sharon! My team and I are here to support you with all aspects of file review, including further developing your firms' competencies in this area. We work closely with the firms we support to ensure we meet their specific requirements. If you'd like to know more about how we can help your firm with your files, please get in touch and we can discuss this further.
At Skipton Building Society, we have set an ambitious strategic objective to help eighty thousand first time buyers realise their dreams of home ownership over the next five years. We believe that everyone deserves a chance to have a place they truly call home and we are committed to making this dream a reality. To help us achieve this, we have developed a multifaceted proposition that aims to empower and assist prospective firsttime buyers. In my opinion, our products and services for first time buyers is wide reaching, catering for many customer demographics. We offer up to 95% loan to value including new build houses on standard purchases, Shared Ownership in England and Wales, Joint Borrower Sole Proprietor and our latest addition of up to 100% LTV without “Track Record Mortgage” proposition. We recognise that there is a clear gap in the market for First Time Buyers who have a decent track record of making rental payments and can demonstrate mortgage affordability. Our goal with Track record is to tackle the issue of housing affordability, specifically for renters who feel trapped in a cycle of renting. Statistics from the Office for National Statistics (ONS) reveal that house prices for first time buyers have increased by an average of 10.5% in the past 3 years, amounting to a raise of c£22,230 on average. The problem of rental cycles has persisted in society for many years. A survey of two thousand adults (commissioned by Skipton Building Society) residing in rental properties discovered that 86% of them dream of one day owning their own home. However, with rising rents and the strain of living expenses, the dream of homeownership becomes increasingly challenging. The cost-of-living crisis is the most common setback for renters as they now save less for a deposit, while 41% say house prices in their area are rising too quickly for them to keep up. More than one in three people renting (35%) are struggling to save as their rent continues to increase. 42% believe their mortgage payment would be more affordable than current rental payments. With rent forecast to continue to rise, our 5-year fixed Track Record product gives piece of mind to Track Record… Not a silver bullet, but a step in the right direction. 12 SPRING MORTGAGE NEWSLETTER Jonathan Evans National Accounts Lead Skipton Building Society for Intermediaries
13 SPRING MORTGAGE NEWSLETTER these borrowers by securing their monthly payment for the 5 year period. Unfortunately, the proposition can’t work for everyone. Applicants need to meet our prudent policy, criteria and affordability to qualify. It could be harder to get the mortgage to fit in certain regional areas depending on rental payments and house prices, however, a solution may be workable for borrowers who are willing to compromise. In the survey mentioned above, 48% said they were willing to give up a specific requirement they had always wanted for their first home. For example, this could be moving to a more affordable area or downsizing to a property with less bedrooms to get their foot on the property ladder. In my opinion, being a modern mutual requires a fresh perspective and commitment to making a real difference in people’s lives. I believe that Skipton Building Society is striving to break free from the conventional norms to shape a future that aligns with the aspirations and needs of our members and society as a whole. We constantly seek innovative creative ideas by listening to feedback from Intermediaries at our Skipton Listens Broker Forum and by embracing new technology, ideas and methods to serve the broker community and our members. We strive to anticipate their evolving needs and provide solutions that surpass expectations. We understand that true progress requires stepping outside our comfort zone and thinking outside the box. Our Track Record Mortgage here at Skipton Building Society is not a silver bullet, but it’s a step in the right direction which will hopefully encourage and inspire more lenders to be innovative.
Many of you will be very familiar with our award-winning CPD Academy, and our Test Zone that sits within this. In fact, we have over 3,000 individuals registered to use the Academy now, and those users have recorded over 48,000 hours of CPD – that’s almost five and a half years’ worth! For those of you who don’t know, the Academy is free to use and allows you to access a vast range of CPD activities to complete, as well as then record these and keep track of where you are up to at any given point in the year. You can also record any other CPD completed outside of the Academy easily as well. We know that there are similar services available in the market at a cost, if you are currently paying to access this service elsewhere, why not try accessing the CPD Academy for free to see how it compares and whether you could make a saving for your business? There are hundreds of activities available on the Academy, catering to all different types of advisers including mortgage and protection brokers, IFAs and wealth management firms. The topics covered include: • Mortgages • Pensions • Investments • Protection and General Insurance • Taxation and trusts • Financial planning We have also recently added an ‘ESG’ badge which allows you to identify content which is relevant to those looking to increase their understanding of this important framework and perhaps how you can make positive changes within your business. In addition to the CPD Academy, we also offer a paid-for Test Zone which sits within the Academy. We launched this area in September 2020, in response to the requirements for advisers to be certificated as ‘fit and proper’ to perform their role. The Test Zone now contains 14 tests that can be used to demonstrate competence in the following areas: • Anti-Bribery and Whistleblowing • Anti-Money Laundering - Module 1 • Anti-Money Laundering Module 2 - Duties of the MLRO • Certification • Code of Conduct (COCON) • Complaints Handling • Conflicts of Interest • GDPR: Understanding your obligations - Module 1 • GDPR: Understanding your obligations - Module 2 • General Insurance - Product Knowledge Test • Mortgage Fraud • Protection - Product Knowledge Test • Senior Manager & Certification Regime (SM&CR) • Vulnerable Clients This has become a core element of many firms’ training and competence plans, and over 11,000 tests have been passed since we launched! If you’re interested and would like to find out more, or to arrange licences, please get in touch with your dedicated Relationship Can we help support your CPD requirements? 14 SUMMER MORTGAGE NEWSLETTER Riona Mulherin Director of Marketing & Operations Paradigm
15 SUMMER MORTGAGE NEWSLETTER Manager. You can click here to find who your Relationship Manager is, or request a call back here. We’re continually reviewing and enhancing the Test Zone, and three of the tests previously listed have been added this year alone. Our newest additions to the area include both Protection and General Insurance tests, which are product area tests. We know that some firms will be reviewing the products that they offer ahead of the new Consumer Duty rules, and these product specific tests will help demonstrate your knowledge around protection and general insurance products. At Paradigm, we are committed to making the process of obtaining CPD and furthering your understanding of the market, products and supporting your customers, as easy as possible. In addition to the CPD Academy and Test Zone, we also continue to offer over 60 CPD events per year, across webinars and face to face sessions – click here to view these. I would encourage anybody who is not yet utilising these services to take a look, get in touch and see how these services can support your business. If you have any questions or feedback, or ideas about new ways for us to help you deliver on meeting your CPD requirements, I’d be delighted to hear from you. Send me an email on [email protected]! COMPLETE YOUR ANNUAL TRAINING Anti-Money Laundering Mortgage Fraud Vulnerable Cl ients Complaints Handl ing GDPR Obligations Anti-Bribery & Whistleblowing Senior Manager & Certification Regime (SM&CR) SM&CR Certification Code of Conduct Conflicts of Interest General Insurance [email protected] 0330 053 6061 (option 6) Find out more here or get in touch: Allows advisers to regularly test their knowledge and understanding of key areas of risk Helps firms meet their annual training requirements Paradigm's Test Zone on our award-winning CPD Academy: Our tests can be used to help demonstrate and certify that advisers are ‘fit and proper’ to perform their role. You can now take tests on the following subjects: Protection
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What made you come into financial services? Was it an ambition? My Dad was a Chartered Accountant, but I wasn’t that clever. However, like him, a job wearing a suit for work appealed, so I thought, Banks, Building Societies or Insurance Companies. I started at the Head Office of Wolverhampton & Mercia Building Society (after various mergers they became Birmingham Midshires) as a Management Trainee and progressed to Assistant Manager looking after 8 branches and developing local Solicitor, Accountant and Broker relationships. After 9 years I joined L&G as a local ‘Inspector’ (BDM in today’s language), and the rest is history! What made you join Paradigm? Bob Hunt and Paul Hogarth are both inspirational leaders and Paradigm is a terrific business focused on supporting intermediaries, a sector I am very familiar with. I recognised Paradigm as a growing innovative business with an exciting future ahead that I wanted to be a part of. Give us an overview of your role at Paradigm? To develop and maintain mutually profitable, ongoing, interdependent business relationships, be that with existing Paradigm members or brand-new ones. What’s Paradigm’s strength and your favourite things about working here? We’re big enough to compete with any distributor in the UK, but we’re small enough to be personal. Many advisers mention they like being part of the Paradigm ‘family’! My Q&A with Senior Relationship Manager, Neil Jackson 17 SUMMER MORTGAGE NEWSLETTER favourite things are the people I work with and my role. How long have you worked in the industry? Since September 1978 – I'll let you do the math! What has been the biggest challenge the industry has faced? There will always be challenges; the industry is and will continue to be incredibly resilient, whatever’s thrown at it, whether that be regulatory changes or another pandemic! What one thing are you really good at? Supporting my colleagues (I hope they agree!). However, I have been known to host a few ‘rockin’ music quizzes in the past 30 years, but don’t ask me too much about the 21st century, I’m struggling! Have you any pets? Not now, our Burman cat Harry died last year, he was irreplaceable. If you could encourage advisers to do one thing what would that be? Embrace the technology available as much as possible. It helps create significant efficiencies and maintains and nurtures ongoing client relationships, a key aspect of Consumer Duty. What do you most enjoy about our industry? Being such an integral and important part of the UK Economy. Whatever the economic conditions, the industry has solutions that protects families and businesses and helps them achieve their goals and aspirations. What is the best advice you have received? “Honesty, integrity and respect. Don’t burn your bridges… and you won’t go far wrong”. As always, please don't hesitate to get in touch either by email or on 07825 270488. Neil Jackson Senior Relationship Manager Paradigm
www.paradigm.co.uk/mortgages 0330 053 6061 [email protected]
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