LIMELIGHT Issue 60 - Spring 2020

LIMELIGHT A Tenet Group Publication for Appointed Representatives of TenetLime

Issue 60 n

Spring 2020

What does the mortgage market have in store for 2020?


At Royal London, we understand everyone’s unique. That’s why our protection proposition isn’t ‘one size fits all’. Our range of flexible cover options give your clients choice, so you can be confident you’re building a protection plan as individual as they are. And with a range of sales tools, support and personal service, we’re dedicated to helping you provide the tailored service your clients value. Find out more at:


LIMELIGHT A Tenet Group Publication for Appointed Representatives of TenetLime

Issue 60 n

Spring 2020

What does the mortgage market have in store for 2020?

PLUS: Date for your diary – 2020 Adviser Forum

ALSO IN THIS EDITION Business Growth - Let Tenet help you with your growth aspirations Events - Dates for your diary with our 2020 events calendar

Looking for a solution for your self-employed customers?


Self-em ployed

Our Residential Mortgage range is designed with people who work for themselves in mind. Here are just a few other reasons to consider using us if you’re approached by a self-employed customer who’s looking for a residential mortgage. Products with cashback, refund of valuation fee and no product fee options available Customers with less than perfect credit histories considered, including CCJs, defaults, DMPs and secured/unsecured arrears Limited companies, sole traders, partnerships and fixed term contractors accepted Changes in trading style during the last 12 months accepted If you’d like to find out more about we can help, contact a member of our Sales Team today or call our dedicated support service on 0800 116 4385.

If you’ve recently been approached by a customer struggling to get a residential mortgage with a high street lender, the chances are they’re one of the five million people now working for themselves. The latest figures from the Office for National Statistics 1 show the number of self-employed workers broke through the five million barrier for the first time towards the end of 2019, with the number accounting entrepreneurs, freelancers, gig economy workers and tradespeople than ever before, many of them still can’t get the mortgage they need because mainstream lenders often perceive their income as being too irregular, their accounts as being too complicated or they haven’t been trading for a long enough period. Perhaps not surprisingly, when Knowledge Bank 2 , the broker-only online mortgage criteria search system, looked at what the most searched for term used by brokers looking for a residential mortgage was, it wasn’t ‘where can I find the best rates?’ or ‘how much of a deposit does my customer need?’, but ‘which lender accepts one year’s accounts?’. Unlike many high street lenders, here at Precise Mortgages we take every customer’s unique circumstances into account, judging each case on its individual merits. for around one in six of the UK workforce. But even though there are more contractors,

Liza Campion Head of Key Accounts

07957 679869

Sources: 1

employmentandemployeetypes/datasets/summaryoflabourmarketstatistics (tab 3 on spreadsheet) 2 for-12-months-in-underserved-market/

Precise Mortgages is a trading name of Charter Court Financial Services Limited which is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority (Financial Services Register Firm Reference Number 494549). Registered in England and Wales (company number 06749498). Registered office: 2 Charter Court, Broadlands, Wolverhampton WV10 6TD.


Editor’s Foreword Natalie Yarwood Marketing Consultant


TenetLime Support 4-5 Industry Update

Simon Broadley gives us a summary on what lies ahead both in the market and here at Tenet Find out more about the recent hot topics in the mortgage market


6-7 Market Watch

Hello and welcome to Limelight: In our first issue of Limelight for 2020, we open with an industry update from TenetLime’s Managing Director, Simon Broadley. This article covers what’s on the horizon for 2020 in the mortgage market, Tenet’s plans for the year ahead, as well as an update on iO. Find out more on pages 4 & 5 . New for this edition, Paul Kale our recently appointed Business Growth Manager, highlights the benefits of business growth for firms. Since recognising that many of our members are keen to grow their business, Paul is on hand to support your aspirations to achieve your growth objectives. Read more on page 10 & 11 for more information about growing your business . We’re pleased to inform you that until 30th April 2020, we have enhanced our Refer a Friend scheme for Lime members. This means that you could now earn £700 per RI simply by referring a successful firm into our network! Learn more about the scheme on page 12 . Finally, have you booked your place for our 2020 events programme? Our new events programme for 2020 is now in full swing, and this year the main events are now split by business area; Protect and Lend. To decide which events to book onto, turn to page 19 . We hope you enjoy reading this edition of Limelight. Best wishes Natalie Yarwood

8-9 Up Close & Personal Under the spotlight in this issue is our Business Growth Manager, Paul Kale 13

Tenet’s 2019 Adviser Forum Looking back at another successful Adviser Forum + save the date for this year’s Adviser Forum protection needs Book onto our new program of training courses to enhance your protection knowledge


16-17 New training for all your


18-19 Leading Lights

Take a look at our Leading Lights high achievers for 2019

Provider Support 21 Royal London

How family income benefit can provide an affordable protection solution The Exeter Expert tips to help your clients keep their New Year’s resolutions Zurich The power of children’s critical illness insurance bridging loan market




Editor: Natalie Yarwood

LIMELIGHT is a Tenet Group publication 5 Lister Hill, Horsforth, Leeds LS18 5AZ. Tel 0113 239 0011 Fax 0113 239 5322

Terms and Conditions. Although every effort has been made to ensure the accuracy of the information contained in this publication, The Tenet Group cannot accept responsibility for any errors it may contain. The Tenet Group cannot be held responsible for the loss or damage of any material, solicited or unsolicited. No reproduction of any part of this publication, in any form or by any means, without prior written consent from The Tenet Group. The views expressed in this publication do not necessarily reflect those of the advertisers or the publishers.


According to various industry bodies, the year ahead looks to primarily be a positive one on the lending front. The Intermediary Mortgage Lenders Association (IMLA) has predicted that the mortgage market will pick up in 2020/21, owing to reduced levels of economic and political doubt. Indeed, the so-called ‘Boris bounce’ has seen UK house prices rise in the aftermath of the election at the fastest rate on record for the time of the year, according to data from Rightmove. Based on IMLA forecasts, gross mortgage lending will increase by 1.4% to £268bn in 2020, rising to £275bn in 2021, largely driven by lending for house purchases. It also expects intermediaries to increase their market share to nearly 80% of all mortgage transactions, which is slightly better than 2019. Affordability rules could be relaxed, especially if property prices continue to rise in 2020. In the meantime, it’s thought that we could see more lenders offering higher income multiples to select groups of first-time buyers, based on either their profession or income. We are also likely to see more response in the market to the new affordability assessment rules for so-called ‘mortgage prisoners’, in line with the tailored products released by Ipswich Building Society for example.


Simon Broadley Managing Director, TenetLime Ltd

Did you know only 10% of

mortgages sold within the network are taken out with a protection product?


Five-year fixed-rate deals reigned last year, underpinned by cheap rates and economic uncertainty but it’s thought that two-year fixes might make a comeback in 2020. It’s also likely that we’ll see a continuation in the trend to be able to borrow for longer, with mortgage terms of up to 40 years becoming more common, as first-time buyer affordability remains stretched. The news remains less positive for landlords, with the buy-to-let market predicted to continue its decline (to £40bn in 2020 and £39bn in 2021 according to the IMLA). With tax relief for landlords being eradicated in April this year and confusion around the future of no-fault evictions, it’s likely we’ll see landlords keep their options open by following its Mortgages Market Study, which identified three potential harms relating to mortgage advice and selling standards. Final rules came into force on 31st January 2020 but a transitional period will run to 30th July 2020, to allow firms time to adapt. We will be providing detailed commentary on the final rules in the coming weeks. Moving our focus a bit closer to home, what’s in Tenet’s sights for the year ahead? Growth is an underlying theme across the business for 2020, following on from the research that we conducted last year, showing that 92% of you would like to grow your business in the year ahead. So how can we help? Did you know only 10% of mortgages sold within the network are taken out with a protection product? A key aim going forwards is to raise the profile of protection at Tenet and how it can benefit you, your business and your customers. Therefore, over the coming months, we’ll be developing our protection offering to make it simpler and easier for you to write protection business, by giving you all the tools and support that you need. Firstly, we’ve created a brand new protection training programme which aims to cater for all levels of current experience from experienced to trainee induction, or for those of you who just want a refresher. We’ve also launched two cycles of dedicated protection events, which all offer IDD CPD, and the first cycle has already attracted over 500 attendees. Going forward, activities will include providers sharing their protection tools and expertise; a lead referral pilot for firms who don’t have the capacity or expertise taking out two-year fixes in 2020. Finally, the FCA introduced new rules

to manage their leads; case studies and increased support on the extranet. We’ll also shortly be welcoming a new Business Growth Manager for Protection, who will be focused full time on helping firms build this area of their business. In the meantime, please use our marketing toolkit service and our helpdesk for any protection based support for your business at protection@ . Are you looking to expand your business in the year ahead? Did you know that we have an in-house Adviser Recruitment Consultant? Austin Burrell can advise you on the best way to get the people you need and help you do it, including everything from writing role profiles, advertising and proactive headhunting, to vetting candidates on your behalf. To top it all, for TenetLime member firms, this comprehensive service is completely free. This could save you up to £5,000 in recruitment agency costs, as well as freeing up your time so you can concentrate on giving advice to your clients. To find out more, just email austin.burrell@ and he’ll be happy to talk you through the process. iO update As we head into 2020, your increasing familiarity with the iO system and the best practice advice journeys is evidenced by increasingly positive data across the company. The pass first time file checking rates are now back up to pre-iO levels for example and fail rates are also much lower, currently at less than 0.1% on AST assessments. Payment matching levels are now better than pre- implementation, currently at an average of 97% by value across the networks, and call duration with our iO Hotdesk is gradually reducing, with call waiting times slashed to an average of approximately 60 seconds. We continue to work closely with Intelliflo to deliver the system enhancements based on your feedback. To date, Intelliflo has delivered a number of mortgage and protection related system changes, including additional income and expenditure types, additional plan types and the integration of the SmartSearch Anti- Money Laundering Solution. Our IT team are having weekly meetings with Intelliflo and we’ll keep you updated as this schedule progresses. We are also refreshing and expanding our knowledge library and at the time of going to press, we’re finalising a series of new webinars,

where one of our dediated iO trainers walks through the advice journey, based on some standard mortgage scenarios. To further support your user experience in iO, we are creating a small number of document templates that can be branded at firm level and accessed and pre-populated in iO. Currently, these are the Client Agreement, Privacy Notice and a blank client letter. If you are interested in this, please email We’ve also created a new extranet page to keep you up to date with any changes to the suitability reports generated through Intelligent Office. We’re expanding our 2020 Mortgage and Protection Development Programme for CAS status Following feedback from firms about the difficulty in bringing on new advisers and having the time to mentor them to competent adviser status, our fully mentored mortgage and protection programme launched last year has proved very popular. To fulfil current demand, in January this year we welcomed two new mentors, Leigh Beal and Lisa Padden. Their appointment will allow us to expand our mentoring to a total of 32 trainees in 2020. Leigh worked for Yorkshire Building Society for 17 years, progressing into a training and competence mortgage specialist role, whilst Lisa has over 30 years’ financial services experience and was previously Regional Head of Mortgages for HSBC. The programme offers full support for trainees who have achieved CeMAP (or equivalent) to achieve competent adviser status (CAS), taking away the responsibility from firms. The Tenet mentors work with trainees, offering them the support and development they need to build their experience and achieve CAS for mortgages and protection, within a target of six months. Course Dates for 2020: n 23rd March n 1st June n 21st September Tenet’s programme includes all study materials, a five-day induction course, two days of assessment via role plays and file checking, and ongoing coaching and support from the mentors. To express your interest, please contact Mark Penswick in the Central Recruitment Team on 0113 239 5118 or email Kind regards, Simon Broadley , Managing Director, TenetLime


MARKET WATCH with TENETLIME’s Research & Technical Specialist HOLIDAY LET LENDERS ON THE RISE BTL investors are finding that their plan of making a good return on a rental property is becoming increasingly difficult with the government changes over the past few years, including the tax rule changes for landlords and the 3% stamp duty surcharge on second homes. An increasing amount of these investors are looking at diversifying into the holiday let market instead. The potential return on holiday let bookings can be considerably higher than a buy to let rental, and the rise in popularity of Airbnb and has made the process of booking a property on a short term let more accessible for everyone, resulting in a large potential market for holiday let owners. Holiday lets have a number of tax advantages over buy to let, as long as the property is classed as a ‘furnished holiday let’. HMRC treat holiday lets as a trade, rather than an investment, so mortgage interest costs can be offset against income for tax purposes, along with council tax, utility bills, and repair costs. To be eligible for these tax benefits there are strict criteria for the property to be classed as a holiday let, and if it doesn’t meet the criteria then tax is payable as it would be for a standard buy to let property. The property must be available as a holiday let for at least 210 days of the year and it must be booked at least 105 days a year, and any longer-term lets aren’t included, i.e. bookings over 31 days. The client couldn’t just let the property for holidays over the summer months, and rent it out on an AST the rest of the year. It has to predominantly be a holiday let. Although the profitability on a holiday let can be substantially more than a buy to let, holiday let bookings aren’t permitted on a standard buy to let mortgage. There are 20 lenders on the Tenet panel now offering holiday let mortgages, including the recent launch from Hodge and the Ipswich who have now expanded their offering to all of England & Wales. Maximum LTVs are generally 75%, with the Ipswich offering 80%. Affordability for the mortgage is assessed on holiday rental income – usually based on an average of low/med/ high seasonal data from local holiday letting agents, with the lender working to an average occupancy rate to calculate rental income. Some lenders also allow applicants to use the property for personal use for up to 90 days per year. Currently, not every holiday let mortgage provider will accept Airbnb or bookings, but the number is increasing, so check the client’s intentions when researching lenders and refer to the mortgage research criteria tables on the extranet for confirmation. PEPPER MONEY, MANSFIELD AND HINCKLEY & RUGBY ENTER LTD COMPANY BTL MARKET The limited company BTL mortgage market is growing with three more lenders who’ve launched products recently. Pepper Money have launched a new range of two and five year fixed rate products, with up to 4 applicants allowed, adverse credit is accepted and they don’t stress other property in the portfolio, they just need

Paul Hewitt Technical Services & Research Consultant

For the first Market Watch of the year, we will be looking at some recent hot topics in the mortgage market.

them to be self-financing. Mansfield Building Society have launched two 2 year discounted rate products, at 65% and 75% LTV, with personal guarantees not required on the 65% LTV product and up to 4 UK-based directors or shareholders accepted per application. Hinckley & Rugby Building Society launched three bespoke products in December, a two year discount and two year and five year fixed rates. All available at 70% LTV, and with up to four shareholders/ directors per application. NEW SHARED OWNERSHIP SCHEME TO BE INTRODUCED Following the announcement late last year, this year should see the government’s plan for a new shared ownership scheme which aims to get tenants on to the housing ladder easier by reducing the minimum share purchase from 25% to 10%. Tenants in new housing association properties will automatically be given the right to buy an initial share from as low as 10% with the option to increase the share to full ownership. The new model will also allow tenants to buy further shares of their home in 1% increments, rather than the 10% minimum as per the current scheme. There are also plans to reduce the fees charged. The government will be working with housing associations to determine what offer can be made to those in existing housing association properties, so that the new scheme is extended as widely as possible, regardless if a tenant is in a new housing association property or old housing association property. In addition to this, further measures to make all shared ownership homes more affordable have been confirmed. The reduction of the initial minimum share purchase from 25% to 10%, and the availability of 1% increment purchases thereafter, will give those on lower incomes the chance to own a part of their home, which will be especially helpful to those living in London and the south who are already at a disadvantage due to the increased cost of housing. A few lenders are looking at these changes to their Shared Ownership products in readiness, and this new scheme should be good for advisors with the increased need for quality mortgage advice. There has been a shift over the past few years with client’s requirements for equity release, judging by figures from LV= which show a large increase in the number of people using equity release to clear debts and mortgages. 27% of their customers used equity release to clear mortgages or loans in 2019, compared to 15% in 2016. With expected pension income often being less than anticipated and levels of consumer debt on the rise, an increasing proportion of customers are using equity release to pay off loans and outstanding mortgages. For customers with interest-only mortgages that have reached the end of the term without means of repaying them, equity release can sometimes be their only option, if they can’t meet affordability rules for a Retirement Interest Only mortgage. Releasing equity to help family has risen from 8% to 16% during the same period while home improvements fell from 32% to 24%. Helping grandchildren with deposits for their first home or the costs of higher education are just some of the reasons why an increasing number of clients use equity release to help their families. INCREASED NUMBERS USING EQUITY RELEASE TO PAY OFF MORTGAGE AND DEBTS


If you come across a complex or unusual mortgage enquiry, save yourself time trying to place it by calling the mortgage helpdesk instead. We come across a diverse range of unusual queries and can help you place the case with the relevant lenders worth approaching. The Mortgage Helpdesk are in the Technical Services and Research team, call 0113 239 0011, then select option 2 for ‘Compliance’ and then option 2 again for ‘Technical Services and Research’.


UP CLOSE & Personal Under the spotlight in this issue is our Business Growth Manager, Paul Kale . We caught up with Paul to find out a bit more about his work and home life, as well as why he chose to join Tenet.

Can you give us a brief history of your career to date? I started off my career as a property accountant in London, after leaving university and worked for lettings and commercial property companies. I then moved up to Leeds to work for a travel marketing company in a similar finance capacity. After finishing my MBA I moved over to the Middle East where I worked for a global American bank, in a business development management role before coming back to the UK and joining Tenet.

Why did you choose to work at Tenet? I felt that Tenet was a great fit for me as it combined my working backgrounds of Finance, Business Development and Property. I also felt that it was an environment where I could learn, develop and progress within a thriving business and enact its overall strategy.

What are your hobbies and interests outside the office? I’m a keen footballer and try and play when time permits, in addition to being a devoted supporter of my beloved Arsenal. I am a sports fan generally and maintain an interest in tennis, snooker & cricket to name but a few. My other avid interest is in property. I am a portfolio landlord so that keeps my brain sharp with property related issues and it also helps me shape strategy in my non-exec role for an accommodation charity. What music do you listen to in the car? I’m a huge fan of the singer Sade and I often listen to her alongside other various old-skool 90s anthems that helped shaped my music appreciation. I also listen extensively to Makossa music, native to my heritage in Cameroon, Africa. Makossa is typically upbeat dance music and is roughly translated as ‘music so hot it can peel your skin’. The Makossa style is littered with narratives of enjoying life and I can attest that the artists are craftsmen in classy rhythms.

PAUL KALE Business Growth Manager - Mortgages


What is the last book you read? The last book I read was the ‘The Prince’ by Niccolo Machiavelli, It’s a book that challenges your mind-set in many ways and is an apt insight into human nature.

What’s your favourite film of all time? Eddie Murphy is an actor I have always admired and found absolutely hilarious. My favourite film is ‘Coming to America’. I would recommend to it anyone for sheer comedy value and it never fails to disappoint, it is Eddie at his humorous best.

If you could trade places with anyone for the day, who would it be and why? I would trade places with the legend that is Dr Martin Luther King Jr, it would be fascinating to see what he went through for a day fighting for civil rights.

What’s the biggest lesson you’ve learnt in life? The biggest lesson life has taught me, is that you can’t dwell on life’s adversities. Learning from your past, enjoying the present and planning for the future, are the keys to a prosperous life.

And finally, tell us an interesting fact about yourself… I starred in a short BBC Documentary called Friends International for the Football World Cup in 2002. I was the British Cameroon representative and it documented how I and a friend in Cameroon share a passion for the game and how it brings people together.



Via internal research, you have highlighted to us that growth is at the forefront of your strategy moving forward. This may be in the form of financial growth to increase revenue, or personal growth, with regard to increasing knowledge of the market we currently operate in. Business growth itself is multifaceted. Some firms may want to increase their overall turnover by X%, others may see growth in the form of expanding their product mix, and some firms may even feel that growth comes in the form of streamlining their business split for efficient time management. When reflecting and deciding on how a firm can grow, it is important to look at this holistically, as no firm is the same. Our aim is to help you articulate and understand what business growth means for you and your firm, and then formulate a plan to achieve this. For many of you, business growth to date has been a result of you being a great adviser and needing more capacity to service the demand. An organic growth therefore, as opposed to a structured, planned growth. My role as Growth Manager for Tenet is to help you on the planned growth front, by reflecting on your commercial reservations and aspirations and working together to push you to reach the next level. It will be our priority to support your growth plan from implementation to execution, to ensure that you stay on the right path. Here at Tenet we have a wide range of services, products and experience that we can draw on. On the marketing front, do you fully exploit the benefits an online presence can bring? Are you aware of the ways social media can assist you? How can pay per click and search engine optimisation help boost your firm’s visibility online? We have a marketing toolkit that contains several useful tools to assist you.

What is your current product mix like? Do you use only certain lenders? Have you ventured into advising on bridging finance? We have handy tips and bite size guides in our bridging finance handbook and a robust lender panel, to allay any uncertainties you may have when it comes to more specialist business. In my own experience as a portfolio landlord, the brokers that I have used on multiple occasions are the ones that have kept in touch with me. Do you have a client contact strategy to help retain business and to ensure continuity? How do you collate the feedback that you get to make future decisions? What do you send your previous customers to ensure they have you in their minds? Could you be more consistent in your approach? Our retention advice pieces could help you make sure that you are. If you feel Tenet can be of support to your business growth, please contact your Account Manager and register an interest in this service so that together, we can drive the momentum of your business and harness your true growth potential.

Paul Kale MBA Tenet Business Growth Manager – Mortgages


For many of you, business growth to date has been a result

of you being a great adviser and needing more capacity to service the demand. An organic growth therefore, as opposed to a structured, planned growth.


earn £700 per RI referal

With our revamped ‘Refer a Friend’ scheme for Lime members only, you could now earn £700 per RI simply by referring a successful firm into our network! Refer a Friend

Fee on successful appointment

Fee on application submitted

Fee on passing authorisation


Firm size

Who we are looking for? • Firms looking for a new network • Advisers with Competent Adviser Status (CAS) • Advisers looking to start their own AR business How much can you earn? With our referral scheme, the more referrals you make, the more money you can earn. We now are paying out more money initially, so you now don’t have to wait until the firm is authorised. Plus, the bigger the firm, the bigger the reward you will receive.

1-2 authorised individuals 3-4 authorised individuals 5-6 authorised individuals 7-8 authorised individuals 9-10+ authorised individuals





















* Please note that the referral cannot be into your own business. ** Referrals need to be submitted between 3rd February 2020 & 30th April 2020 to qualify for this enhanced offer.

Next Steps If you know someone who would benefit from having a chat with us, please contact us with the following information, and we will do the rest. Name, company, post code, telephone, email and their current situation Additional Information: We require confirmation that the referred party is aware of the referral to Tenet and is happy to take a call from us to progress the referral. Call: 0800 085 0825 or Email:


Plus, save the date for this year’s Adviser Forum Looking back to the successful 2019 Adviser Forum

Here’s what some of our members had to say: Thank you for a great day and evening on Thursday. We really enjoyed ourselves. The speakers were interesting and engaging in the afternoon and the evening hospitality was first class. A wonderful day and evening at the Tenet Gala Event, it was clear that so much time and effort had been put in to make this event the success it was, we had a wonderful time and just wanted to say a huge THANK YOU to all concerned.

Our 2019 Adviser Forum, held on 5th December at the iconic Queens Hotel in Leeds, was deemed a big success. With over 200 advisers in attendance, the main event in Tenet’s calendar brought together advisers, some of our provider and lender partners, and Tenet staff who all enjoyed a day of insight and networking. As this is our first edition of Limelight this year, we wanted to take a step back to December and provide a reminder of what happened on the day, share some pictures with you, and let you know the date and location for this year’s Adviser Forum so you can save the date in your diary. So what happened at the 2019 Adviser Forum? Throughout the day we had a number of engaging presentations, commencing with breakout sessions in the morning, and after lunch, which provided networking

opportunities in the ever-popular trade fair, we moved onto the main forum event. Our key note speakers included our CEO, Mark Scanlon and Directors, who provided a Tenet business update, ever popular Judi James was back again this year, one of the UK’s leading experts in behaviour and body language as well as Steph McGovern, TV presenter and journalist. After a successful day, those that were able to stay into the evening enjoyed a gala dinner and James Bond themed entertainment all of which was provided as a benefit of being a member of Tenet. It was great to see so many people enjoying the theme by having pictures taken with the Bond villains and getting involved with the blackjack and roulette games. All in all, we received some fantastic feedback about the event and we’d like to take the opportunity to thank everyone that attended.

So, what about the 2020 Adviser Forum? Whether you were able to enjoy the 2019 event and are keen to find out when the next one is, or you weren’t able to make it and want to find out what you’re missing out on, we are sure you will want to get a date in your diary for the 2020 Adviser Forum. So, here you go… Date: Thursday 3rd December 2020 Venue: The Principal Hotel, Manchester We will email you more details and instructions on how to book in the coming weeks.


Have you booked your place for our 2020 events programme?

LEND EVENTS (ROUND ONE) Target Audience: Mortgage advisers

BUSINESS FOCUS EVENTS (LEND) Target Audience:  Mortgage advisers

Timings: 9.00am arrival, 9.30am start - 2.30pm finish

Timings: 12.15pm arrival, 1.00pm start - 5.00pm finish (evening and overnight stay optional)

CPD: Approx. 3hrs 30 minutes structured and 30 minutes unstructured Date Location Venue 21/04/2020 Birmingham Village Solihull 22/04/2020 Bristol Village Bristol 23/04/2020 London Amba Hotel 29/04/2020 Belfast Stormont Hotel* 05/05/2020 Exeter Sandy Park 06/05/2020 Southampton Hilton at the Ageas Bowl 12/05/2020 Durham Ramside Hall Hotel & Golf Club 13/05/2020 Leeds Crowne Plaza 14/05/2020 Manchester Haydock Racecourse *Belfast event will conclude at 1.40pm These events will focus on mortgages and lending. They are designed to meet advisers’ development needs and provide a valuable insight into the growing lending market. The events will include a combination of round tables along with exhibition stands, where you will meet a wide variety of niche and high-street lenders, packagers and other providers who can help you develop further business opportunities. To book your place on Lend - Round One visit:

CPD: 3 hours unstructured Date Location



02/04/2020 04/06/2020 10/09/2020 08/10/2020

Ettington Park


Doubletree Cadbury House


Wood Hall


Woodlands Park

These events will provide you with key updates on the market and the industry as a whole from a range of lender partners. You will also get the opportunity to network with your colleagues from local firms, discuss key relevant issues with Tenet and our lender partners, and understand the challenges that other advisers are facing. This offers a lot more opportunity for interaction with other advisers and often generates a lot of discussion, debate and the sharing of ideas. The additional benefit to these events is the social aspect of dinner in the evening, which is included complimentary on behalf of Tenet. Once the business element of the day has concluded, there is the opportunity to join us for a private dinner and overnight accommodation, followed by a Tenet Director hosted breakfast meeting the following morning. To book your place on a Business Focus Event visit:


Our new events programme for 2020 is now in full swing, and this year the main events are now split by business area; Protect and Lend. This enables you to focus your learning and development on the appropriate areas for your business. Our programme will equip you with a full year of knowledge, support and development. We encourage you to attend as many events as possible, not only to satisfy your CPD requirements, but to keep your awareness, comprehension and understanding of industry changes and developments at the highest level. Most of our events are free of charge and your support staff can attend too, so don’t miss out – book your place(s) today and secure your CPD requirements!

WEBINARS Target Audience:

BUSINESS DEVELOPMENT AND SALES SKILLS WORKSHOPS We have partnered with leading training and development provider EML to offer two tailor made workshops to help you develop your business development and sales skills. We have limited places and bookings are on a first come, first served basis, so please book early to avoid disappointment. If you have any questions please contact the events team on 0113 239 0011 ext. 8132 or email . WINNING BUSINESS: BUSINESS DEVELOPMENT AND SALES SKILLS Date Time Location Cost This session is suited to those who are working in a new business capacity, or are new to their role, and are looking for their first customers. This one day workshop will include: • Sales questioning techniques • Demystifying sales and business development • Learning the importance of active listening in the sales process • Overcoming objections • The professional selling mind-set • Insight into the emotional factors behind sales • Making effective outbound telesales calls DEVELOPING BUSINESS: BUSINESS DEVELOPMENT AND SALES SKILLS Date Time Location Cost 19/05/2020 9.30am - 3.30pm Tenet Head Office, Leeds £150 + VAT

All advisers

Timings: Last Friday of the month, 9.30am – 10am

CPD: 30 minutes structured per webinar (unstructured for Mortgage webinars) Date Webinar Provider 27/03/2020 Webinar 2 Just 24/04/2020 Webinar 3 LV= 29/05/2020 Webinar 4

Precise Mortgages


26/06/2020 Webinar 5 31/07/2020 Webinar 6

The Exeter

Our webinars for 2020 have already begun, and are hosted in the morning of the last Friday of every month with a single Provider, Fund Manager or Lender which you can view from the comfort of your home or office. You will have the opportunity to view the webinar and interact with the speakers, asking any questions you may have. To help plan your diary for the year ahead, we would recommend booking these early. To book your webinars visit:

Tenet Head Office, Leeds

9.30am - 3.30pm

£195 + VAT


This session is suited to those who are looking to grow their client base or want to further engage with their existing clients. This one day workshop will include: • Unlocking the potential with existing clients • Understanding buyer types and their motivators

• Understanding bad habits • Essential networking skills • Using social media to positively promote yourself and your business • Building customer advocates

Tenet Training: enabling you to focus your learning

and development on the appropriate areas for your business.


NEW TRAINING for all your protection needs To support advisers in building an additional income stream for their business, as well as managing the risks of not identifying and recommending to clients on their protection needs, we have a new suite of protection training modules. Some of these

Debbie Staveley Head of Advice Standards

will now be included in inductions and others will be available as standalone courses for both trainee and experienced advisers. Most clients have multiple protection needs including IHT liabilities and the courses are geared towards identifying those needs and making the suitable recommendation.

Most clients have multiple protection needs including IHT liabilities


DEVELOPING PROTECTION CONVERSATIONS A one and a half day course aimed at trainee mortgage and protection advisers which focuses on building thorough product knowledge and provides the opportunity to practice and apply each stage of the advice process, to build competence and confidence. Attendees will do this by understanding what client information and protection needs to identify at each stage, have the opportunity to practice the conversation, and complete protection advice scenarios demonstrating the understanding and application of suitable advice. EXPERIENCED PROTECTION A one day protection course intended to support experienced advisers and build upon their existing protection knowledge and skills. The course is intended for advisers to review their approach of getting to know their client. This will be undertaken by exploring case study scenarios, to identify the holistic information to fully protect the client’s needs and circumstances. We will look at the different type of protection policies advisers may consider recommending, together with clear rationales as to why they are recommending them. GENERAL INSURANCE A half day course aimed at advisers who want the licence to write general insurance cases. Attendees will identify the approaches that people deploy when assessing situations, forming preferences and making decisions. The course also covers what client information needs to be established and evidenced to provide a tailored buildings and

contents recommendation and apply Tenet standards through completion of client advice scenarios.

BUSINESS PROTECTION A half day course that will give advisers the licence to write business protection cases. This is an interactive session that builds on prior knowledge of protection products and looks at the role of the adviser in the business protection advice process. This includes a thorough walkthrough and practice of the Tenet advised process for business protection. Advisers will identify the different types of business ownership and review the client / business needs and views established in each stage of the sales process, in order to provide suitable advice in different areas e.g.: • Business loans • Key person protection • Shareholder and partnership protection In summary, we have four new courses on protection available now. These will be held in Leeds, although we can accommodate on-site training where firms can host a session within their offices and there are six or more advisers attending. These can be from a single firm or a number of local, smaller firms joining together. Developing Protection Conversations (Trainee) – one and a half day Experienced Protection - one day • Use of appropriate business trusts • Awareness of relevant life policies

General Insurance - half day Business Protection - half day

Provision of the courses will be subject to demand, so please register your interest. Simply email us at


We celebrated our annual Leading Lights Awards at the Tenet Adviser Forum on Thursday 5th December at the Queens Hotel, Leeds. The top achievers from TenetLime, TenetConnect and new for 2019, TenetSelect were celebrated, alongside two new awards; ‘Protection Firm of the Year’ and ‘Rising Star’.




Large Firm of the Year 2019 (4 or more advisers) WINNER:

Large Firm of the Year 2019 (4 or more advisers) WINNER:

The Wright Mortgage Company Ltd

Create Financial Management LLP

Shortlisted: Shortlisted: Shortlisted:

Enduralife Ltd Kind Financial

Shortlisted: Shortlisted: Shortlisted:

Create Financial Management LLP Platinum Finance Planning Limited

Options Mortgage Centre

Uniec Prestige Ltd

Small Firm of the Year 2019 (1-3 advisers) WINNER:

Small Firm of the Year 2019 (1-3 advisers) WINNER:

GT Mortgages Ltd

Alexandra’s Financial Management Ltd

Shortlisted: Shortlisted:

C N Mortgages Eva Financial Ltd

Shortlisted: Shortlisted:

City Gate Aberdeen Ltd

Astute Financial Advisers Ltd



Directly Authorised Firm of the Year 2019 WINNER: The Legal Brokerage Shortlisted: Legal & Financial Planning Ltd

Protection Firm of the Year 2019 WINNER: Gerry Dupree & Company Limited Shortlisted: Radcliffe and Newlands Ltd Shortlisted: Protect Line Ltd






TENETCONNECT Adviser of the Year 2019 WINNER: Phil Cross, Direct Financial Planning (UK) Ltd Short listed: Alan Johnston, City Gate Aberdeen Ltd Short listed: Colin Robinson, Robinson Financial Solutions Ltd

TENETLIME Adviser of the Year 2019 WINNER: Graham Wilson, Options Mortgage Centre

Short listed: Steve Pritchett, The Wright Mortgage Company Ltd Short listed: James Akers, The Wright Mortgage Company Ltd Short listed: Graham Thomson, GT Mortgages


Rising Star Award 2019 WINNER: Marshall Bickler, Astute Financial Advisers Ltd Shortlisted: William Molony, Rathmore Financial Management Shortlisted: Conor Cahalane, Promethean Financial Consultants Ltd

Congratulations to all our winners!


Have you used our FREE marketing toolkit service?

Don’t just take our word for it… After spending hundreds on Google AD campaigns to drive traffic to my website I decided to try the marketing toolkit. I got the marketing department to personalise one of the flyers (TT107V2) and had 1000 printed. My local postman very kindly did an initial drop for me of 500 in my local area. The response yielded over 20 direct enquires by email and telephone. Out of the enquiries I managed to write 5 pieces of business with those new customers recommending me to friends and family. I spent around £100 in getting them printed from Vista Print on thick glossy card. I earned at least £3,500 from my investment. Its 100% worth trying the marketing tool kit. For me as a small firm, its proved to be the lifeblood for my business. Jason Beacham JB Mortgage Advice

Whether you’re a new member or one of our longstanding members, your business could significantly benefit from our FREE marketing toolkit service . The only thing you would need to pay for is the printing. We will take care of everything else. To see our range of toolkit items available to be branded up for your business, visit the ‘Grow your Business’ section of the extranet and pick from our range of support leaflets, brochures, posters, social media posts and adverts covering a wide range of themes.



To request any items for your business, simply email, stating the product code listed on the Extranet and provide a high-resolution version of your logo, plus the contact details you’d like to be used on the items.

MEMBER NEWS We are pleased to celebrate one of our members, Your Finance Expert, winning the ‘Protection Written in Trust’ category at the 2020 Legal & General Business Quality Awards on Thursday 6th February 2020 at Butchers Hall, London.

Following their Legal & General Account Manager, Rosie Heslop suggesting they enter this award, Your Finance Expert make it 2 wins out 3 since the category was introduced (they finished 2nd last year).

More than 1,000 firms entered into this category, and the requirements were that a firm needed to have written at least 100 policies, have 3 or more advisers and ultimately have the highest percentage of their protection sales over a 12 month period written in to trust. By regaining this award presented by Colin Jackson this year, it really demonstrates the hard work that the team at Your Finance Expert have put in, and we’re extremely proud that they are a member of TenetLime.

Richard Norman and Andy Cook from Your Finance Expert, winning the ‘Protection Written in Trust’ category at the 2020 Legal & General Business Quality Awards.

By regaining this award presented by Colin Jackson this year, it really demonstrates the hard work that the team at Your Finance Expert have put in, and we’re extremely proud that they are a member of TenetLime.


How family income benefit can provide an affordable protection solution

Ross Jackson Senior Marketing Manager, Royal London

We’re all familiar with one of the key barriers to people taking out protection – affordability.

Why use it? FIB is a cheap and easy way for a client to provide their family with an income rather than a lump sum if they die. It can be especially attractive for clients with young families as they might want cover to run until their children are grown up. This income could be used to meet everyday expenses or to pay for specific on-going expenses such as school or university fees. It’s not appropriate for covering a mortgage or other debts where a lump sum would be required. Let’s take a look at an example based on the average monthly cost of running a home in the UK, which is £1516 2 . Assuming half of this amount is the mortgage, we’re left with monthly household costs of £758. Using FIB, it would cost as little as £5.78 a month for a 30-year-old man to protect this amount for 20 years with Royal London. 3 Quite a small price to pay for extra peace of mind. For clients that have already protected their mortgage and are looking for additional cover, the fact that FIB pays out a regular income rather than a lump sum could also be attractive as it helps to sidestep the issue of where the money should be invested after a successful claim. Having to

In our recent State of the Protection Nation research, this was the top reason given by consumers for not owning life insurance (27%), critical illness (30%) or income protection (26%). 1 But protection doesn’t have to cost as much as they might think and there are a number of options available to keep the cost down. One of those options is family income benefit. What is family income benefit? Family income benefit (FIB) is an inexpensive solution that helps take a load off the client’s mind that, should the worst happen, their family would have a financial coping strategy. Rather than paying out a lump sum on death, it pays out a regular tax-free income on death until the end of the term (some providers like Royal London also cover earlier diagnosis of a critical illness). The total amount paid out by the policy depends on when the client dies. If they die in the early years of the policy, the total payout will be more than if they die nearer the end of the term of the policy. Because the total payout decreases over time, it’s cheaper than an equivalent single lump-sum life insurance policy which runs for the same period.

deal with a potentially large sum of money during an emotionally difficult time can be a challenge. And should the customer decide at point of claim that a lump sum would be more appropriate, FIB offers the option to commute the payments into a lump sum. So it’s a flexible solution too. FIB can also be a good solution for single parents who are renting. If they were to die, it would provide the child’s guardian with a regular income to cover the day-to- day expenses such as food, clothes and school supplies. It’s also ideal for someone who has become a full time carer for their spouse or partner, as it could provide a regular income to pay for things such as nurse home visits and utility bills. Support for you Our Personal Menu Plan allows clients to choose to have their cover paid out as a lump sum or regular income, so you can tailor it to suit their needs. You can find out more on our website. We’ve also got marketing material specifically aimed at families in our marketing studio that you can customise with your own logo and contact details.

Sources 1 Royal London, State of the Protection Nation, June 2019 2More Than, ‘Cost of running a home’ report, August 2017 3 Royal London Life Cover only quote based on male, aged 31 next birthday and non-smoker. Sum assured of £9,096 level annual income over a 20 year term. Premiums are correct as at 10 December 2019.


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