Adviser role 'moving away from sales focus'

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Brokers say their role is becoming increasingly advisory, rather than sales focused, as the mortgage market dries up.

A study by Alliance & Leicester suggests low confidence in the housing market, plus the slowing economy, means consumers are now more likely to ask for advice on numerous aspects of housing rather than simply on mortgages. The survey found 76% of brokers thought their role was becoming more advisory; a trend which brokers expect to continue for the next six months. Almost half of the brokers surveyed believe they will provide clients with more insight over the next few months, while more than a quarter reported they were spending more time providing guidance to potential borrowers. When ...

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