Course title: Introduction to mortgage lending - part 1
 
Trainer: Kate Davies
 
Course outline
  
After completing this course you will have a clear understanding of the fundamentals of the mortgage environment. This is an essential guide to help you quickly appreciate the unique challenges of operating in this environment. Participants will be provided with a copy of the CML yearbook which contains many interesting mortgage related articles.
 

Programme 

Overview of the mortgage industry

• policy, market forces and long-term conditions that have driven the shape of today’s property market
• interpreting the data and statistics available about housing
• regional variations in UK national markets (England, Scotland, Wales, NI)

What is a mortgage?

• what taking out a mortgage means to a borrower
• how different borrowers treat their mortgage
• how the typical mortgage has changed over time

Overview of niche mortgage products

A look at some of the niche products, their market share and future trends:

• adverse credit products
• non-conforming products such as self-certified mortgages
• buy-to-let
• lifetime

Who sells mortgages?

• what channels are used when selling a mortgage?
• direct selling by lenders
• intermediary 
• new media

The regulatory jigsaw - how does it all fit together?

• the FSA regime - structure, key aspects, hot topics
• treating customers fairly
• other regulators - OFT, DTI - the Consumer Credit Act etc
• European influences - key directives

  Who should attend?

Programme

Introduction to funding and market issues

• this session will explore the ways in which lenders fund mortgages 
• the session will also examine why, in the “credit crunch”, mortgage funding went from being a technical niche to the biggest story of the day

Introduction to arrears management

• what are arrears and possession?
• a look at the 1990s cases
• the impact of A&P on lenders
• a look at the main cases of arrears and how lenders deal with them
• introduction to some of the agencies that can help borrowers
• regulatory issues

Role of credit reference/data sharing agencies

• an introduction to what a credit reference agency does and its   importance within the mortgage industry

Overview of mortgage fraud

• what is the current trend in mortgage fraud? where does it lie the most?
• what steps are being taken to tackle it?
• what bodies apart from the CML are involved in tackling and how are lenders involved in helping to fight fraud?

When customer problems and complaints arise

• when things go wrong - handling complaints
• role of the Ombudsman
• current issues – some practical examples

Marketing mortgages

• what restrictions are there on marketing - FSA financial promotions regulation
• why is marketing important - new customers, customer retention
• issues facing the industry that have an impact on marketing - new products

Who should attend?

• new managers within lenders and employees from stakeholders who will be dealing with detailed mortgage issues.
• newly promoted managers moving into broader management roles
• parts of the business with a strong customer focus including public relations, new product development and marketing