The majority of Kiwis think home ownership is out of reach, but FAMNZ says they should be speaking to advisers
A survey from Perceptive has revealed that 72% of New Zealanders who don't own homes believe buying a property is out of reach. While the sentiment is understandable given average prices and deposit requirements, FAMNZ managing director Peter White said many potential buyers have more options than they realise – and this is a prime opportunity for advisers to show what they can do.
Perceptive’s Pipe Dream or Possibility: Home Buying Intentions in 2025 report revealed that only 15% of non-homeowners are planning to buy a home within the next year.
White said one of the key issues is the public’s limited awareness of specialist lenders, and the assumption that a bank rejection means the end of the road.
“The banks are providing great products and services, but they’re not the only fit,” White told NZ Adviser. “However, it takes expertise and knowledge to look at the alternative lending marketplace and whether it’s suitable for a client.”
White said that FAMNZ has made a point of speaking to mainstream media to try to bring awareness to consumers that there are mortgage advisers out there that can help. He also encouraged advisers to speak to their aggregators to see where the opportunities are to broaden their reach, and to tap into their local communities by offering expertise.
“You can look at how you can bring awareness to the groups that you’re close to, whether that’s community or social groups, sports groups, or whatever it may be,” White said.
“Then there’s the accountants and real estate agents – they can sell houses regardless of how strong or otherwise the market is. They don’t sell in most cases unless someone already has finance arranged, so they’re always looking for people who are knowledgeable and professional to help support them in closing deals from a real estate point of view.
“And of course, advisers should also be looking at their own databases of clients that they've dealt with over time,” he said. “If the real estate market is flat, someone may be looking to refinance. It’s always about being proactive in what you’re doing.”
White sees significant opportunity for advisers, particularly as interest rates continue to decline and serviceability becomes more achievable. This creates a lot of opportunity for new purchases, and also for refinancing deals that could place existing clients onto a better rate.
White said that the specialist lending sector is also still flying under the radar with consumers. Ultimately, the message to those looking to buy is not to give up hope. Those with blips on their credit history, self-employed borrowers, and others with unique circumstances should all be talking to advisers.
“I think there are great opportunities in the secondary banking system,” he said. “The specialist lenders are under-utilised, and we see that in Australia as well. There are great opportunities there to be able to create more pathways for people to achieve their goals.”
