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SW estate agency launches ‘one of a kind’ partnership with mortgage giant

Complete Property says its unusual tie-up with MAB in the SW is helping new homes builders get more Help to Buy sales 'across the line'.

Nigel Lewis

A leading SW estate agency has partnered with the region’s Mortgage Advice Bureau (MAB) network to create a ‘one of a kind’ proposition to help builders in the region take advantage of the boom in Help to Buy.

Exeter-based Complete Property’s Managing Director Jade Boyles-White says that call-centre based mortgage providers who just ‘plug in the figures’ often don’t understand how Help to Buy works.

This includes the subtleties of how developers operate, the calculations that underpin the lending or how to quiz buyers correctly about their finances.

“Most new-build lenders in the market tend to be spreadsheet-driven and when the computer says no, the sale falls through. I thought that we could come up with a better solution and marry our newbuild knowledge with MAB’s expertise.

“That means qualifying customers better, keeping developers in the loop, and being able to offer buyers a ‘whole of market’ mortgage range, which is one of MAB’s unique selling points.

Mortgage gaps

Boyles-White says that she found a surprisingly large number of ‘gaps’ in the mortgage proposition offered by other financial services groups and that Complete and MAB have exploited this to help developers get more first time buyers across the line to completion.

David Clewer, who is Head of New Homes at MAB South West, says the secret has been to work closely with Complete to educate developers’ teams both at sales meetings and on-site to better inform them about how to help first time buyers navigate Help to Buy.

“As far as I’m aware no partnership exists like this in the UK where an estate agency and mortgage provider are working so closely together to help new homes developers.”

April 24, 2019

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