Nov
1
2010
Finance brokers account for almost 50% of all mortgages
Author: nobelfinanceLeading industry analysts have predicted third party brokers could claim up to 60% of the mortgage origination market within five years.
Speaking at the LIXI 2010 conference in Sydney, Fujitsu Consulting general manager Martin North, Mortgage Industry Analyst Tony Crossley and NextGen.Net sales director Michael Murphy all predicted imminent improvements in broker market power.
The JP Morgan/Fujitsu Australian Mortgage Industry Report report released in September measured broker market share at just under 40%. However, North thinks the next five years will see major bank market share dominance sink, while brokers will rise.
“I think we will see 60 per cent [of housing loans] funded by the majors, so that’s 40 per cent from elsewhere,” North said. “I think that mortgage brokers will have well north of 40 per cent of the market – it could be close to 50 per cent – because if you look at the consumer research, they are doing the right thing by consumers, and with the new regulatory environment in place that will only improve.”
Murphy from NextGen.Net agreed major banks would shrink to 60% of the market, and that third party market share could reach 60%.
“Any shift in funding away from the four majors would almost automatically imply through brokers or an alliance channel – there’s a fairly strict correlation between those two – so if you accept the premise [that major banks will fund only 60% of the market within five years] it wouldn’t surprise me if mortgage brokers increased up to 60%.
“I think there is every chance, because I do think over time there will be a levelling out on the revenue and the cost side of that relationship, so it will become a more palatable and more supported relationship over time – I really believe that.”
Crossley was more muted in his predictions. “It’s been essentially flat for some significant period, and it will require a different market for that to take off to the levels we’ve seen overseas, and I’m not sure it will get that far.”
However, he acknowledged the role brokers will play in increasing market competition with the four majors. “A lot of the rhetoric underestimates the impact of the broker – they do actually promote competition from their little office,” he said. ”They will draw out price comparisons and product comparisons, so it’s actually a very effective way of generating a market.”

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