Obvion heeft rare ideeën over onafhankelijkheid

27 February 2012
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Bij Obvion begrijpen ze niet dat het streng selecteren van tussenpersonen en onafhankelijkheid elkaar slecht verdragen.

Bij Obvion doen ze alles om betrouwbaar over te komen. In hun Overtuiging Nummer 5-spot gaat het over onafhankelijk advies. Daar gelooft deze hypotheek-joint venture tussen Rabobank en ABP heilig in. Dat klinkt schitterend, maar je hebt in de hypotheeksector twee verkoopmodellen in. Of je gaat naar je bank en zegt dat je een hypotheek wilt, of je stapt naar een adviseur en die loopt een aantal verschillende aanbieders met je na. Hypotheken aanbieden via een onafhankelijk adviseur is echt de normaalste zaak van de wereld en niet iets om een hele spot aan op te hangen.

Maar Obvion borduurt nog wat door op het thema. Onafhankelijk advies vindt het bedrijf dus heel belangrijk en ze gunnen hun klanten op dat gebied het beste. Stel je voor dat een adviseur niet bekwaam genoeg is of misschien zelfs onbetrouwbaar. Bij Obvion worden ze zenuwachtig van dat idee. Daarom mag het product alleen worden aangeboden door streng geselecteerde adviseurs.

Je vraagt je af hoe zo’n selectieprocedure verloopt. Komen ze van Obvion langs voor een boekenonderzoek? Zoeken ze uit hoe vaak de adviseur de afgelopen 5 jaar een bepaalde hypotheek heeft geadviseerd omdat er een leuk bonusje voor hemzelf aan vast zat? Zijn alle onafhankelijke adviseurs door Obvion gesommeerd langs te komen voor een schriftelijk kennistoets? We weten het niet.

Een ander punt is dat strenge selectie en onafhankelijkheid elkaar moeilijk verdragen. Als Obvion 90 procent van alle tussenpersonen te licht vindt om het product te verkopen, dan is van de resterende10 procent een soort keurcorps gemaakt. Die adviseurs zijn echt niet meer onafhankelijk. Die voelen zich lid van de Obvion-elite en zullen alles doen om die status te behouden. Helemaal omdat er flink veel reclame wordt gemaakt door Obvion. Dat levert gratis extra klanten op. Het zou in dit verband leuk zijn om te weten of Obvion ook nog leuke douceurtjes heeft voor adviseurs die een Obvion-hypotheek afsluiten. Dat zou de onafhankelijkheid niet ten goede komen.

Tot slot heeft Obvions meerderheidsaandeelhouder Rabobank er zelf geen enkel probleem mee als klanten op kantoor langskomen voor een Rabo-hypotheek. Maar met de Obvion-pet op is onafhankelijk advies opeens het hoogste goed.
En dan de uitsmijter: ‘Uiteindelijk willen we maar één ding en dat is u onbezorgd laten wonen. Obvion, hypotheken met een geweten?’ Maar daarover meer in een eerdere analyse van een Obvion-spot.

Lees ook: ASR, Ditzo, Rabobank


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