The Intermediary – July 2026 - Flipbook - Page 83
M E E T T H E B RO K E R
financial problem to be solved, not
just a product to be placed. That
requires lender knowledge, but also
an understanding of timing, risk
appetite and exit planning.
The second differentiator is
proactivity. Clients should not
be waiting for information or
chasing updates.
They should be presented
with options early, with clear
explanations. In practice, this means
anticipating lender requirements,
identifying potential friction points
before they arise and maintaining
momentum throughout the
process. Where others may react to
developments in the process, our
focus is on staying ahead of them
so that decisions are made calmly
with full visibility, not in a rush or
under pressure.
Our support for clients is built on
three foundations: clarity, continuity
and accountability. Clarity means
that recommendations are explained
in plain terms with a direct link to
the client’s objectives.
Continuity means maintaining
oversight from initial discussion
through to completion, ensuring
that no part of the process
becomes fragmented between
parties – that no one drops
the ball. Accountability means
owning outcomes.
A key part of this support is
listening properly from the word
go. There are plenty of finance
issues that have been misdiagnosed
because the underlying objective
has not been fully understood.
Time spent understanding income
structure, assets, intent and plans for
the future can reduce friction later.
Once you have done the
groundwork, solutions can be
tailored to your clients, rather than
picked off the shelf.
Finally, support does not end at
completion. Markets continually
move, rates change and client
circumstances evolve.
Ongoing review is part of
maintaining financial progress.
The objective is not only to secure
funding, but to ensure it remains
appropriate over time and continues
to support the client’s broader
position. We want FORTO Finance
to make financial progress feel
achievable. Clients come to us at
important decision points. They
are often uncertain about what is
realistically possible. Our role is to
replace that uncertainty with clear
direction. The outcome we aim for is
straightforward. Clients should leave
the process understanding their
options clearly and confident in the
path they have chosen.
What are the main
opportunities for brokers
right now?
One of the more interesting areas
is equity-rich homeowners looking
at how to use their property wealth
more effectively. Many have built
significant equity over time and
are now considering how that
can support wider financial goals
such as helping family members
onto the property ladder, funding
improvements or restructuring
finances for later life planning.
Given the retirement income
adequacy gap, it’s an area I would
like to explore further when the
time is right.
What are the main issues
affecting your sectors?
There’s very little incentive for
people to upsize unless they have
to. When you add up interest rates,
Stamp Duty, solicitors’ fees, and
moving costs, the numbers rarely
stack up.
People are choosing to stay put
unless there is a clear functional
need to move.
The result is a market that is active
at the edges but subdued in the
middle and most of what I’m seeing
is first-time buyers (FTBs), with
fewer transactions above £400,000.
I’m based in Hertfordshire, so it may
look different for brokers further
north – but here, discretionary
moves feel like they’re stalling.
In what ways could
lenders better support
brokerages?
The relationship between broker
and lender works best when
communication is clear and direct.
By and large, lenders do a solid job.
Where there is still a little room
for improvement is consistency
in decisioning on complex cases.
Subject to valuer comments covers
all manner of sins. It can feel like a
catch-all when a lender isn’t sure,
introducing uncertainty and leaving
brokers and clients in limbo.
Clearer articulation of risk appetite
and faster escalation routes for edge
cases would improve outcomes for
everyone involved. I would like to see
more decisive underwriting – and
faster, clearer communication when
cases are complex. That would go a
long way.
Are there any
developments in the
pipeline?
We undertook a soft launch in April.
That proof-of-concept pilot has been
very successful. FORTO Finance
is at an early but deliberate stage
of development.
The focus is on building a business
that is consistent in its approach and
clear in its proposition: strong advice,
forward-looking recommendations
and client-first decision making. A
new website will be launched shortly
to reflect that positioning more
clearly and provide a better route
into the business for clients and
partners. Watch this space.
Do you have a message
for other brokers?
“A smooth sea never made a skilled
sailor.” Market conditions will always
change. The differentiator is not
avoiding complexity but building
the capability to deal with it calmly
and consistently.
July 2026
| The Intermediary
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