Yep. We get it. Changing mortgage aggregators can be time-consuming, tedious and daunting. It requires a lot of effort, which is why many mortgage brokers don’t do it very often.
However, the relationship between you and your aggregator can mean the difference between your business being successful or not. That’s why it’s worth taking the time to assess your current aggregator, and carefully consider if the benefits of switching could outweigh the inconvenience.
Why would I choose to change?
For mortgage brokers, your aggregator is a big part of the reason you can do what you do – write loans. Without them, you couldn’t operate. However, as we all know, every aggregator is different. They all have their own perks and quirks. When considering if you should switch or stay, think about what you need to help you thrive.
For example, consider your current commission structure and if you’re getting enough back from the work you put in. More importantly, ask yourself if you’re supported in getting the client outcomes that you want. Some mortgage aggregators may give you insufficient support, give you the level of communication you need or have outdated systems that slow you down.
Think changing aggregators sounds scary? Think about the potential hours added to your working day just waiting for the CRM to load!
What should I look for?
When it comes to tossing up whether your current aggregator or a different one would be more beneficial to you, here are some of the key things you should look for:
Business support and marketing
Check out what support is provided. Will the aggregator assist with getting you leads, or marketing your business? Will they introduce you to a referral source? In many mortgage franchises, ongoing support and marketing is built into the franchise fee, but this varies from model to model, so do your research thoroughly and determine what you need in this area.
It’s not all about the splits! We all know that 90% or 100% of $1-2 million per month is great – but 70% or 80% of $3-4 million is even better. Think about what you are getting in return vs the percentage of the split. Estimate your earnings based on the commission structure (splits). If you’ll walk away with a lower percentage of profits, but are supported to write more loans due to increased productivity through business support and systems, you may be better off in the long run.
Technology and software
Research what technologies and tools the aggregator uses. Ensure that they’re up to date, and that you have appropriate support in learning how to use and continue operating them.
Culture and values
This should be at the top of your list. If you don’t gel with the people, then keep looking. This is a business partnership, so make sure you feel culturally aligned with the aggregator and its people. Take a look at what structures the aggregator has in place to manage their brokers. Look at their vision and values, and ensure they align with your own.
What’s involved in moving?
We’re not going to lie… switching aggregators is quite a process. Firstly, it’s essential that you perform your due diligence and put in the effort to find what aggregator is most suitable for you. If you can, speak to some other brokers who use the aggregator you’re considering to get some firsthand insight.
While your research and decision making is likely to take a while, there’s still the matter of maintaining your relationship with your existing provider, and eventually providing documentation to let them know you’re moving on (usually a separation letter giving 30 days’ notice). You have to get your accreditations again when you change aggregators too.
Is it worth it?
This one really comes down to what you’re looking to achieve, and if another aggregator could help you get there faster, more strategically or in a more organised way than your current one. While the effort in switching can turn mortgage brokers off doing it, you may actually be glad for the change.
If you’d like to discuss your mortgage aggregator options, we can help. Get in touch with Platinum People Group, and we can arrange a free business strategy session to weigh up your aggregator options.