The Intermediary – January 2026 - Flipbook - Page 26
S TAT E O F T H E N AT I O N
Feature
The market has stabilised compared to
Andy Mellor
the volatility of recent years, but affordability
Managing director,
remains the key challenge. It is not just about
The Insurance Surgery
rates, but stress testing, tighter criteria, and wider
Macclesfield
cost pressures. Clients are more cautious and
better informed, which means advice needs to be
For The Insurance Surgery,
clearer, more strategic, and proactive.
the past year has been
Remortgaging and product transfers are
defined by focus,
performing particularly well, as borrowers seek
specialism, and a
certainty and protection from future volatility.
deliberate shift in how the
We are also seeing strong demand for complex
business grows. We
cases, including portfolio landlords and clients
operate in a niche part of
navigating major life changes.
the protection market,
The current environment has reinforced
the need for brokers to move beyond being
supporting cases many
brokers and insurers struggle to place. That
transactional. We have leaned further into
specialism remains at the heart of everything we
holistic advice, longer term planning, and
do.
proactive rate monitoring, which is where
advisers add the most value.
One of the most significant changes has been
where our business comes from. We have moved
away from a predominantly online-led model
towards building deeper relationships with
Philip Emanuel
Group business development director
Cornerstone Group, Cardiff
For Cornerstone Finance
Group, the past year has
reinforced that success in
today’s market is a
journey, not a destination.
While 2025 was still
shaped by global
uncertainty, it also
encouraged advisers and
clients to re-engage more thoughtfully with
financial advice. Against this backdrop, we have
still seen substantial and continual growth,
driven by sustained investment in training.
We are focused on adviser development,
helping advisers build multiple income streams
and expand their specialisation across mortgage,
referral partners, particularly protection and
mortgage brokers. This partner-first approach
has been transformational, helping us navigate
the market and delivering strong momentum
through collaboration and trust.
Our strength lies in doing something few
others can and doing it well. Transparency and
visibility sit at the centre of our proposition,
giving both clients and partners confidence
throughout. Maintaining that edge is critical.
Looking ahead, the priority is sustaining
momentum without complacency. Outstanding
service is non-negotiable because our partners
rely on us to deliver for their clients. While
wider market conditions will always fluctuate,
we continue to see opportunity and excitement
ahead. Our model is built for growth, grounded
in human expertise, the future remains very
positive.
protection, and wider financial advice. It’s not
just about numbers but about giving advisers
Fran Afonso
the tools and confidence to deliver deeper, more
Director and protection specialist,
consistent advice over time.
Amavi Mortgages,
Technology will increasingly support that
Uckfield
evolution. AI is expected to influence areas
such as product transfer, and as consumers
The market’s tough but
become more informed, advice remains the true
I’ve seen tougher – I
differentiator.
Trust, human relationships and showing up
24
started when interest rates
were 18%. Lenders are still
regularly for clients will matter more than ever.
lending; it’s just a matter
Looking ahead to 2026, our priority is increasing
of finding the right one. A
the depth and amount of advice each adviser can
lot of it is your own
provide, with a growing emphasis on specialist
knowledge. If you’re
and multi-product lending. Our model will
expecting an answer to
continue to adapt because progress comes from
come out of a computer, then you’re not really
committing to the journey together.
doing your job as an adviser.
The Intermediary | January 2026
