The Intermediary –- June 2026 - Flipbook - Page 59
T E C H N O L O GY
Opinion
throughout the mortgage journey.
Integrations such as Lender Connect
demonstrate the value of a more
connected ecosystem by enabling
information to flow directly between
broker customer relationship
management (CRM) systems,
sourcing platforms and lender portals.
By eliminating repetitive data
entry and reducing the risk of
manual errors, brokers can submit
applications faster, avoid delays
and create a smoother experience
for clients.
Of course, the application stage is
only one part of the process.
The same principles can be applied
throughout the mortgage lifecycle,
creating opportunities to automate
workflows, reuse data and improve
efficiency from initial enquiry
through to exchange and completion.
The ultimate goal here is to deliver
a process that is quicker, more
transparent and easier to navigate everything a client and brokers want.
Mortgages and protection
Another significant shi is the
growing expectation for joined-up
financial advice.
Clients increasingly view their
mortgage as part of a wider financial
picture rather than a standalone
transaction. They want advice that
considers not only how they purchase
a property, but how they protect
themselves and their families if
circumstances change.
Technology is helping brokers
respond to this expectation by
embedding protection more naturally
into the advice journey.
Rather than being treated as a
separate conversation at the end of the
process, protection can be introduced
at relevant moments, supported by
data and contextual insights.
The results are encouraging. Today,
46% of firms using Xplan Mortgage
sell protection alongside a mortgage
application, compared with 39% three
years ago.
We have also seen a 4.7% increase
in protection policies sold when
protection is embedded directly within
the mortgage journey.
When integrated effectively,
mortgages and protection cease feeling
like separate discussions. Instead, they
become part of a single, more holistic
advice experience.
Enabled, not always-on
The idea of the ‘always-on broker’
suggests that success depends on
constant availability 24/7. In reality,
that’s neither sustainable nor
desirable, and overlooks the value of
the human relationships that sit at the
heart of advice.
The most successful brokers will
be those supported by integrated
technology that removes friction,
automates routine tasks and delivers
the right information at exactly the
right moment.
As client expectations continue
to evolve and market complexity
grows, brokers will thrive by being
consistently enabled – free to focus
their time, energy and expertise
on delivering advice that feels fast,
seamless and genuinely personal. ●
June 2026 | The Intermediary
57
