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Five top tips to help you place complex cases

Adrian Moloney | 15.07.2020

Picture the scenario: a client comes to you with a challenging case requiring specialist attention.

Perhaps their income doesn’t follow a consistent pattern. Or maybe they’re a sole trader, an expat, or contractor. Whatever it may be, their application is likely to be rejected by most high street or mainstream lenders.

While “odd” cases like this can be difficult to place, getting the planning right can help make the overall process a lot easier, including finding the right solution.

To help, we’ve put together a quick list of our top tips for supporting more challenging requirements.

1. Be empathetic to a client’s situation

Always make every client feel important. Whether they have a portfolio of properties or are a first-time buyer, building relationships understanding client needs could open doors to future opportunities. It sounds straightforward; but it’s a key area where so many applications fall down at the first hurdle.

If you are clear on what they want, then the more likely we are to see a loan through to the end.

2. Identify the most appropriate lenders

We’re good with odd, challenging cases. However, some mainstream lenders may not be that experienced when it comes to dealing with them. It’s therefore important to identify those lenders that specialise in this area.

Consider lenders with high service standards, who consider the bigger picture of a case rather than just focusing on the small details.

3. And build good relationships with them

There are benefits in maintaining strong, ongoing relationships with lenders. Be transparent and upfront about your cases, send the required information and regularly keep in touch.

If a case is complicated, speak with your local business development manager for advice. And if you provide a complete case overview with all the relevant information, they could present it to one of our underwriters, who will provide a more detailed, personal assessment.

By keeping in contact and your business development manager, you’ll understand how they could help you, and you’ll know where to turn when facing your next challenging case.

Get in touch today – we’d love to hear from you.

4. Know the latest criteria changes

As mentioned above, the main benefit of building strong relationships with a lender is to understand how they can help. Along with keeping in touch, you should also have access to the very latest criteria.

The right criteria could be the deciding factor on a case, so having current information to hand when you need it will only give you an advantage.

This means you won’t waste time looking for the answers – you’ll already know which lender to turn to.

5. Use application checklists

No one likes waiting. But an application will be delayed even if the smallest piece of information is missing. Some things are easy to overlook, so make sure you double check everything you send to us.

Ensure all forms are fully completed and aligned with the lending criteria to avoid ‘redos’. Always supply the critical details of the case you’re submitting, and provide all supporting documents with the application.

One of the most common application delays we face is incorrect or missing documents. With our application checklist you can tick off all the items you need when submitting a case. Download yours today and make your next submission watertight.

Talk to your local business development manager and broker liaison buddy today about how we can support you and your clients.

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