Viewpoint

Market views Tina Jennings, Towry Law The industry must question the reasons behind the purchasers' preference to shop direct and bypass the services of a broker. We can easily identify some of the main areas of conflict for the purchaser, including perhaps inertia, the fear of costs associated with the use of a specialist intermediary and sometimes even the disclosure of specific lifestyle information. There is much the broker can do to fill this void. However, as long as the broker continues to perceive this to be a non-profitable area, the success of the direct mark...