Banks have power over brokers: Opportune

By Tim Neary | 11 Mar 2010

The recent consolidation in the industry has given banks the power to influence brokers about the recommendations they make to their clients, according to Opportune Home Loans.

And the upshot of this is that the industry is losing its independence and its true competitive spirit, said Opportune CEO Paul Ryan who recommends greater transparency in how brokers interact with their clients.

"Across the broking industry banks are dictating volume hurdles to brokers," Ryan said. "This raises the question as to whether customers are actually given independent advice."

Ryan added that the reemergence of the non-bank sector was a healthy move for customers, since it provided an alternative and independent choice to borrowers.

"Recent discussions from Aussie and Mortgage Choice about them developing their own product is a great indication that the non-bank sector is alive and well," he said.

Have your say. Do you think that the broking industry is losing its independence? Do you take volume hurdles into account when recommending home loans to borrowers?

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Commented by: Broker at 11 Mar 2010 10:10 AM

The banks may have the power at the moment, but the way they have gone about it over the past 12-18 months is just not in the spirit of the game. It’s just being king hit from behind!

Rate rises over and above the RBA , NEVER to returned (150 odd basis points) another 30 odd basis ripped from Brokers NEVER to be returned, all justified in their own colluding and unethical little minds. All this so called rate justification followed up with the LARGEST profits ever reported. Clearly it was and still is just lies, lies and more lies.

Commented by: History repeats at 12 Mar 2010 12:54 AM

In the 80's, bank margins were 3%+ and we are heading back that way. Consider that in the last 2 years, data entry has been outsourced to the broker, valuations have been computerised, and commissions drastically reduced leading to huge reductions in acquisition costs by banks. This must stop and competition is the only answer. Like the Phoenix, something will rise out of the ashes of Wizard, RAMS, and Aussie, for as they have now gone, new competitors will emerge and we as brokers must embrace them...

Commented by: KeyChange at 12 Mar 2010 12:04 PM
In recent days two of our staff brokers received notification that they have 6 weeks to write a Westpac deal or lose accreditation and resulting in costs to re-accredit. Westpac are not very competitive at the moment but if we want to maintain our existing Westpac clients what else can we do. How can this not impact our independence

Commented by: Brisbane Broker - who prides on advice service at 12 Mar 2010 12:17 PM

If we cannot offer all lenders to our clients with unimpeded volume requirements, then how, under the new legislation, can we possibly say that we are independent and giving advice? It is a farce. We will be required to offer a panel of lenders, but unless we satisfy the volument requirements of all lenders, then we cannot offer a full panel. And because lenders focus on volume rather than quality, then the industry will never improve. Some lenders cannot even tell the difference between volume and quality (they confuse the two).

Commented by: David Nunn at 12 Mar 2010 12:33 PM

It's not rocket science to see how much power the banks have over brokers, and the quantity/quota issue is at the dirty pinnacle of that power. But they are not the only ones, agregators like Aussie who have few lenders, offer low commissions and take ownership of clients are extremely disempowering to brokers. Then there's the lack of an independent representatve body for commercial matters. MFAA don't want a bar of it and serve lenders as their members. So brokers really have no power except the choice to remain independent of the rogues wherever possible.

Commented by: Country broker at 12 Mar 2010 03:10 PM
Absolutely agree. How can we be independant when the majors are dictating to us that we MUST give them a certain amount of business. One day, the wheel will turn again and the smaller lenders will again have a sizable share of the market and the big 4 will then have to COMPETE for business on a level playing field. Can't wait.

Commented by: brizbroker at 12 Mar 2010 03:49 PM

Commented by: brizbroker at 12 Mar 2010 03:56 PM

One day? Gee, I dont want to hold my breath waiting for the day brokers to start supporting someone other than the big 4. The banks power over brokers isn't exactly news. The situation we face has existed for over 18 months but the industry response (and by that I mean each and every broker) so far has for the most part been absolutely toothless. Record business still heading to the majors. Its even more astounding when you consider that their rates arent really even competitive anymore, and there are many better options with second tiers and most importantly with non banks. Its all well and good for you to talk about new non bank entrants coming into the market like Wizard or Aussie did, but you grossly underestimate start up costs and funding costs in 2010, making it extremely unlikely for several years yet. 2010 is not like the 90's when securitisation was new and exciting and the banks were operating on a 400bpt margin, giving non banks plenty of room to offer better pricing. The environment is completely different now. Securitised funding is FAR more expensive now and FAR less available, and its going to stay this way for years. If you think an "Aussie" could start up now and have any impact you are sorely mistaken I'm afraid. Even Aussie is diversifying into cards, insurance and soon financial planning and eventually real estate. Im not sure many of you understand the gravity of the situation brokers face in the coming 2 or 3 years. Why not support the non banks who are already here? They already have secure funding lines and have long ago paid for their start up costs and infrastructure? They have better deals than the banks... whats the problem? You cant sell??????

Commented by: Peter at 12 Mar 2010 04:16 PM

I really always felt that ACCC stood for Anti Consumer Competition Commission (or something like that and that the current situation the banks are imposing on Brokers would be a natural for them to look into. It appears the banks have as much power over them as they do over everything else. If you are forced to submit numbers to maintain accreditation it is uncompetitive (isn't it)and why do you need aggregators any more? I am pretty sure ACCC will not do anything though as they have allowed all the mergers without a squeak.

Commented by: Keith Nicholson at 13 Mar 2010 08:46 AM
Maybe it is time that the aggregators started listening to their brokers and put the ultimatum to the Bank's who are introducing volume hurdles, do so and we remove you from our panel. The aggregators and MFAA are saying a lot but we are not seeing anything happen. My aggregator (says they are the biggest) just says IT's NOT THAT SIMPLE.

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