Complete FS Expo: Adviser firms need to adapt

Michael Lloyd

August 2, 2019

Adviser firms need to adapt to a changing market, according to speakers from the Complete FS Expo.

Over 100 brokers attended Complete FS’s expo on Friday 26th July at the Ageas Bowl near Southampton. Brokers were advised to assess their current contact strategy and to welcome new developments in technology, embracing new business channels.

Tony Salentino (pictured), Complete FS director, said: “The Complete FS Expos have always been about giving advisers knowledge and access to new ways of thinking which will help them in their businesses.

“This was our 17th Expo and each year it becomes more popular both with exhibitors and adviser delegates.

“We were fully booked and the turnout more than amplified the belief that while national expo numbers are falling, events like ours with a strong central theme built around specialist lending with amazing support from lenders and providers is really giving delegates valuable insights into how they can grow and sustain their businesses.”

The main sponsor was Shawbrook Bank and there were exhibitor stands representing over 30 specialist lenders.

Keynote speakers included: Kensington Mortgages, Landbay, Octane Capital, One Savings Bank, Pepper Money and Precise Mortgages.

Delegates heard that specialist lending is playing an increasingly dominant role in the intermediary space due to high street lenders focus on direct product transfers and their reliance on ‘credit score’ lending.

In turn, this is leading to growing opportunities in the specialist arena for the customer who fails the computerised process the high street lenders favour.

Finding the right deal for this type of customer also requires the adviser to look beyond the sourcing system and engage with specialist packagers in order to provide an effective and reliable service.

Lastly, advisers were asked to take time to assess their current contact strategy and aim to look at and welcome new developments in technology, embracing new business channels because to stand still in a fast-moving market increases the likelihood of being left behind.

There was a music festival theme this year, including Boy George and Dolly Parton lookalikes whose singing preceded the keynote speech from Shawbrook.

Gavin Seaholme, Shawbrook Bank’s head of sales for commercial property, added: “The Complete Expo has become one of best attended and eagerly anticipated annual gatherings for specialist lenders and intermediaries in the UK.”

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