The Intermediary – January 2026 - Flipbook - Page 68
T E C H N O L O GY
Opinion
n the next few years, the most
successful mortgage brokers
won’t be human or machine,
but a blend of both. Artificial
intelligence (AI) is the main
driver behind this change,
bringing with it a wealth of benefits
for professionals in the industry and
their clients.
The ‘90/10 Rule’ is oen used in
the world of tech and automation
to highlight a dividing line between
what we can reliably automate and
what still requires human insight.
For example, in generative AI circles,
some argue that the first 90% of
progress is relatively straightforward,
while the final 10% – the edge cases,
nuance and oversight – is much
harder to complete.
In the world of mortgage brokering,
this rule suggests that 90% of routine
tasks – such as data collection,
document handling, rule-based
checks, and underwriting criteria
– can and will be automated. The
remaining 10% requires human
judgement, negotiation, persuasion,
risk tolerance, and empathy. This
puts the modern broker in a unique
position where they can benefit from
leveraging AI in their work.
I
Will AI replace brokers?
Several emerging trends point to 2026
as the year when fully supported AI is
on the way for the mortgage industry.
Some key motivators for this come
from new technology, which includes:
Rapid AI adoption in mortgage
workflows: Automated
underwriting, risk forecasting,
document parsing, fraud checks,
and affordability assessments are
already mainstream or emerging.
Generative AI and large-language
models (LLMs): Newer AI
components – chat agents, natural
language summarisation and
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The Intermediary | January 2026
decision support – are bringing
Open Banking and Financial
Conduct Authority (FCA) compliant
automation into areas previously
considered so, such as client Q&A
or scenario explanation.
Competitive pressure: Brokers
who cling to manual workflows
will suffer in speed, accuracy,
and profitability when compared
to brokers using AI. The risk for
brokers who don’t adapt could result
in them being le behind.
Puing all of this together, it is quite
likely that we will find hybrid human
and AI brokers by 2026. Most industry
experts are predicting that this is more
than just feasible, but inevitable for
high performers in the industry.
What can be automated?
90% is a big chunk of a broker's day-today activity, so it helps to know exactly
where AI will be ready to step in.
Below are some of the main
functions that AI is already taking on,
or soon will, in the broker’s process:
Document intake and verification:
AI systems can scan PDFs, extract
income, assets, bank statements, tax
returns, categorise deposits, and flag
discrepancies with ease.
Automated underwriting and
scenario simulation: AI models
can run multiple scenarios across
lenders’ guidelines instantly,
identify possible risks and highlight
the best paths forward for clients.
Fraud checks, AML flagging and
risk scoring: Machine learning
models can flag suspicious paerns,
credit concerns, inconsistent data,
or overleveraged profiles.
Client relationship management
and lead handling: AI can profile
leads, automate drip campaigns,
triage high-value prospects, and
even suggest marketing strategies.
IFTHIKAR MOHAMED
is director at WIS Group and
co-founder at MortgagX
AI chat assistants and client portals:
Natural language agents can answer
common borrower questions, track
status, request missing documents,
and maintain engagement around
the clock.
Regulatory compliance and
auditing: AI can also check
disclosures, flag missing or
contradictory forms, cross-verify
with rulesets, and generate audit
trails.
Broker compliance workflows
Even in a firm that leans into AI,
there are certain areas and capabilities
where human value is irreplaceable.
There will always be room for human
involvement, especially for tailored
services like brokerage and mortgage
advice. Some of the main areas where
brokers will continue to outshine AI
include:
Advisory and negotiation:
Understanding life goals, advising
on trade-offs (rate vs term, cashout, refinancing), craing bespoke
structures, and pushing back on
lenders.
Relationship and trust: Building
deep rapport, handling emotion,
explaining nuance, defusing stress,
and building confidence are things
