'Never bite the hand that feeds you', says aggregator

by Julia Corderoy17 Sep 2014
The chief executive of a leading boutique aggregator has weighed in on the broking and financial planning debate – which has the industry talking about whether brokers should merge with financial planners.

Tanya Sale, CEO of Outsource Financial told Australian Broker that you should never bite the hand that feeds you.

“I have had people ask why we haven’t obtained our own AFSL, but I always say ‘we do not bite the hand that feeds us’. Brokers rely on lead generations and referrals, so why would you want to expand into financial planning? Brokers should be building referral relationships with both financial planners and accountants by becoming their business partners instead of expanding with their own planning arms.”

Sale says that an important part of her business model has been to position Outsource Financial as the preferred aggregator for the accounting and financial planning sectors. In the last year alone she says they have seen unbelievable growth as a result of business being referred from partnerships with these sectors.

“Accountants and financial planners know their client’s finances inside and out so that they can assist them with planning for their future. It is imperative that the financial planner and accountant get involved with the lending side to ensure that the lending transaction is structured correctly and in line with the consumer’s whole financial strategy. 

“This is where Outsource Financial can help. We become their business partner. They might not have the experience from the lending side, so we provide them with the tools and the resources to add mortgage broking to their services. We want to partner with them to create a multi-faceted business. It is beneficial for them, it is beneficial for us and it is beneficial for the consumer.

“This is the future of mortgage broking. This is the new era,” Sale said.