68% of brokers would consider implementing cancellation fees

68% of brokers would consider implementing cancellation fees

68% of brokers would consider implementing cancellation fees Brokers are of two minds when it comes to cancellation fees, with the industry appearing divided on whether or not they think such requirements are the best way to recuperate time lost on flighty rate shoppers.

“I think these fees are just a money grab from greedy brokers; brokers who just deal on line and create no relationship as they never meet the client and listen to them,” Mike Maguire of Mortgage Wise Financial said in the comments section of MortgageBrokerNews.ca. “Then they are shocked when another broker walks away with the deal.”

We asked brokers who use rate site to vote on whether they would consider charging cancellation fees and 68 per cent voted yes.

"When (brokers) send an application through Filogix the lender is charged 10bps and then there is the resources allocated to the deal to make it happen (Analyst, compliance, IT, legal department etc..) that's about at least $500,” Walid Hammami said. “So yes charging a fee is a good thing to do and will probably filter some clients for the agent.”

Still, some aren’t sure which side of the fence they fall on.

“It is partly a question of human nature and buyer's remorse; every time you buy a consumer good, be it a car or smartphone, you know that it is only a matter of time before something better comes along,” said commenter Patrick Smith. “With a mortgage, there is that lengthy gap between commitment and funding but, once funded, there is no return period for store credit. Therein lies the risk. Who should bear it?

“There really is no satisfying answer here.”
  • Dave 2014-03-28 5:10:15 PM
    MBN should have interviewed Ron Butler to find out if he's charging cancellation fees to the Ratesupermarket miser crowd....
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  • Blair Anderson 2014-03-29 5:39:31 PM
    Don’t kid yourself into thinking rate shoppers are a problem exclusive to rate sites. I have been brokering for many years, I meet with clients face to face a lot of the time, and I can still loose a client. In fact, I just lost one this week. It’s never pleasant, and I always take it hard, mostly because I don’t treat people that way myself. Nonetheless, it’s a reality and if you haven’t experienced it yet trust me, you will!

    So how do I feel about cancellation fees? I’ve never used one, but I wouldn’t object to anyone who did. It’s not all that uncommon in the business world. Your time is as valuable. Just be professional and overtly disclose the cost up front on your Broker Consent form. I liken the procedure to “switch mortgages”. If you want to close a switch mortgage, you better have a candid discussion, up front, with your client. No client will admit they would leave you at the 11th hour if their bank did a 180 and attempted to keep them, and doing so makes it more difficult. Cancellation fees can provide you the same insurance policy.
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  • Ronnie Kartman 2014-03-30 3:11:01 PM
    Yes, there certainly is a simple answer to this issue: It's all about qualifying your client beyond jsutthe mortgage numbers, but whether they are also serious buyers and are not simply calling or emailing from their mobile devices while driving, grocery shoping, etc. Qualifying is an integral part of all sales.
    And just having your broker or broker-agent's license does not guarantee sales (something many broker/agents and realtors thought when and if they got in at the height of the market)

    As a facilitation organization for contractors, architects and participating mortgage specialists, we are constantly encouraging our participating brokers/agents to further qualify even the clients we refer to them..Even at th cost of losing the client (sooner than later) You can always start off by telling your client that, if and when you reach a certain point in the approval process, that a cancellation fee will kick in.

    It is a perfectly reasonable ground-rule for you top set, if only with those clients that initially look like time-wasters.

    Any sales to the general public means learinging what to stay away from and push aside, not just what to go towards. Once you do that, the good stuff appears once the smoke has cleared.

    This takes courage to charge a cancellation fee.. especially in this current environment. But when you place yourself in the position of running and chasing poor quality clients (tire kickers) then you will be mistreated by the same.

    From my standpoint, Qualifying is Everything, whether you a working in a retail store, selling architectural services or home improvements, or..yes..even selling mortgages.

    Ronnie Kartman
    The Renovation Co-op
    The Canadian Renovation Funding Program
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