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Home > Business and Economics > Finance and accounting > Finance and the finance industry > Credit and credit institutions > Creator And Trader: A Vision for Growth in the UK Mortgage Market
Creator And Trader: A Vision for Growth in the UK Mortgage Market

Creator And Trader: A Vision for Growth in the UK Mortgage Market


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About the Book

In the five years following Stephen Knight's appointment as Executive Chairman, GMAC-RFC grew from being the UK's 60th-largest mortgage lender to top 10 status. In this book, the author explains exactly how that phenomenal growth was achieved in such a short space of time. The management techniques and the "secret sauce": it's all there in a must-have book for anyone involved or interested in the fast-growing UK mortgage market. Stephen Knight's early career included spells at Halifax and Citibank before he become founder and chairman of Private Label, the UK's first packager, at the age of 32. Private Label grew to become the UK's largest privately-owned distributor of mortgages by the time the business was sold to GMAC-RFC eleven years later. Shortly thereafter, Stephen Knight was appointed Executive Chairman of GMAC-RFC's UK lending business, additionally being appointed to GMAC-RFC's worldwide Executive Board on 1 January 2004.

Table of Contents:
Chapter 1 explains how the unique "creator and trader" strategy came about. Chapter 2 shares the sales and marketing techniques which were employed to outgrow the mortgage market eleven-fold. Chapter 3 describes how GMAC-RFC stimulated and grew the market in the UK for asset sales. Chapter 4 covers how this new business growth was automated, simultaneously increasing productivity and lending quality. And Chapter 5 deals with GMAC-RFC's market-informing research and public policy work. Chapter 6 is a fascinating account of the final years of the UK's biggest packager, as it decided that becoming a lender was a more sustainable business model. In Chapter 7, who better than the founder of the packager sector to describe its evolution and future, with additional contributions from leading packagers? Chapter 8 also breaks new ground with articles from 22 leading industry figures, representing a virtual who's who of the mortgage and financial services markets, giving their views on 'what next in the mortgage market?', to which the author adds his own predictions. As the author explains in his very readable, direct style, this is not another boring old text book. This is a case study of a growth strategy that worked spectacularly well, and recently. Look out also for descriptions of run-ins with the Ombudsman and Advertising Standards Authority, alongside anecdotes of his experience on the CML Mortgage Code and Miles Review Working Groups. This book contains insights, techniques and original analysis that you will not find anywhere else, even in research priced ten times higher. It is a truly unique commentary on today's UK mortgage market.

About the Author :
Stephen Knight's early career included spells at Halifax and Citibank before he become founder and chairman of Private Label, the UK's first packager, at the age of 32. Private Label grew to become the UK's largest privately owned distributor of mortgages by the time the business was sold to GMAC-RFC eleven years later. Shortly thereafter, Stephen Knight was appointed Executive Chairman of GMAC-RFC's UK lending business, additionally being appointed to GMAC-RFC's worldwide Executive Board on 1 January 2004. Stephen Knight's 33 year career in mortgages has included non-executive directorships of a number of companies, including John Charcol, and has resulted in several industry awards including Mortgage Lender Personality of the Year 2004 (Mortgage Strategy); Leadership Award 2005 (Mortgage Finance Gazette) and Lifetime Achievement (Mortgage Strategy).

Review :
Praise for Stephen Knight's previous book, "The Art of Marketing Mortgages". "This book - the first of its kind - contains some fascinating nuggets of information and is a mixture of chronicle, critique and 'How To' guide: it will be enjoyable and stimulating to anyone involved in designing or selling mortgages". Council of Mortgage Lenders "They say politics is the art of the possible. Stephen Knight's book shows what is possible when you combine an in-depth knowledge of what makes the mortgage market tick with determination to succeed. Essential reading for all mortgage marketers, sales and service staff". Alliance & Leicester "Stephen Knight's easy-to-read style takes the reader through a 'warts and all' journey into the development of a new kind of mortgage business, which is now a spectacularly successful venture. His sections on marketing, product design and management are a clear demonstration of how the focused application of common sense, coupled with a legendary obsession with detail can (and in his case does) get the job done. It should be required reading in every lender's boardroom". Britannia Building Society "Essential reading for anyone involved in the sale and marketing of mortgage products: I shall use this as a reference book myself". Scottish Life "A fascinating insight into the workings of the complex and varied mortgage market, revealing many secrets and 'tricks of the trade'". Legal & General "An informative and entertaining read: a model of how to set up a company with a forward-looking and responsive view of the mortgage market". Chase de Vere "If you don't earn your purchase price several times over from each chapter of this book, then you haven't read it properly". John Charcol


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Product Details
  • ISBN-13: 9781904332442
  • Publisher: Aappl Artists & Photographers Press Limited
  • Publisher Imprint: AAPPL Artists & Photographers Press Limited
  • Height: 245 mm
  • No of Pages: 256
  • Weight: 1095 gr
  • ISBN-10: 1904332447
  • Publisher Date: 02 Feb 2006
  • Binding: Hardback
  • Language: English
  • Sub Title: A Vision for Growth in the UK Mortgage Market
  • Width: 185 mm


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