The Intermediary –- June 2026 - Flipbook - Page 93
M E E T T H E B RO K E R
create a more seamless experience
from initial enquiry right through to
completion.
What are the main
opportunities in the
market for brokers?
I see two broad areas of opportunity:
the increasing role of technology and
the growth of specialist niches.
As brokers, those who make
smart use of tech and AI will be
able to handle more complex
cases efficiently, provide better
communication to clients and
respond more quickly to changing
circumstances. That in itself is a
competitive advantage.
When we started doing
mortgages 10 years ago, most of
what we handled was relatively
straightforward, vanilla scenarios.
Over time, the landscape has become
far more complex. In buy-to-let
(BTL), for example, you now have a
wide range of structures – limited
company arrangements, houses
in multiple occupation. Each of
those areas has developed into a
niche where detailed knowledge is
essential. Residential has evolved
too. There was a time when a simple
missed payment could make it
extremely difficult for a client to get
a mortgage. Today, there are lenders
willing to take a more flexible
view. Brokers can add real value
by understanding which lenders
consider which types of cases.
Those who focus on these niches,
understand them deeply and build
their proposition around them are
already seeing significant success.
Meanwhile, many traditional brokers
continue to chase only the simplest
cases. There is a lot of room for those
who want to become true specialists.
What are the main issues
in your sectors?
One of the big challenges has been
in the BTL space. Regulatory and
tax changes, along with the need for
larger deposits, have made things
tougher for landlords.
That does not mean there are
no opportunities, but it does mean
the landscape is more demanding.
Landlords must think more carefully
about structure, cost and long-term
returns, and brokers have to work
harder to navigate those issues.
Another shift has been in the
balance between remortgages and
product transfers. We used to do a
significant amount of remortgaging
business, but banks have become
increasingly competitive in offering
product transfers to retain their
existing customers. From the
bank’s perspective, that is perfectly
understandable. From a broker’s
perspective, product transfers do
still generate income, but historically
we would have earned roughly
double on a full remortgage.
While product transfers are not
a problem in themselves, they do
highlight the pressure on broker
revenues. We must think differently
about how we monetise our skills
and ensure we are still being properly
rewarded for the value we provide.
How could lenders better
support brokerages?
There is a real opportunity for
lenders to do more with technology.
We can invest in and build excellent
tech on our side, but if the banks are
not open to connecting with it, there
is a limit to what we can achieve.
If you look at something as simple
as international money transfers
– that money can reach the other
account in seconds because the
banks’ systems are talking to each
other seamlessly. In the brokerlender relationship, there is still a
gap. Some banks are open to more
modern ways of working, but many
are still very cautious.
A lot of that caution comes down
to concerns around security, viruses
and external access to systems.
Those are legitimate worries, but in
today’s world there are robust ways
to track, monitor and secure those
connections.
If more banks were willing to
open up and work with brokers’
technology, it would transform the
customer journey, reduce a huge
amount of manual admin, and make
the whole process smoother.
Do you have a final
message or thoughts?
We need to embrace technology and
AI proactively. If you don’t, you risk
being the broker who is left behind
as the industry moves on.
I often compare it to the days
when people still filled in application
forms entirely by hand. There is
still a small space in the market
for that way of working, but it
has shrunk dramatically. Paper
gave way to computerisation, and
computerisation has given way to
smartphones. Now we are in the AI
era. This is simply the next stage of
that evolution. If we don’t move with
it, we will be the ones who disappear.
My message to other brokers is
straightforward: don’t be afraid of
technology and AI – embrace them.
They are not just buzzwords; they
are tools that can help you serve
your clients better, streamline your
operations and future-proof your
business. The brokers who lean
into this change, who adapt their
processes and mindset, will be the
ones who thrive.
What might people like
to know about you?
I am a huge rugby fan. I spend a lot of
time at Twickenham, and I especially
enjoy the big international fixtures.
I support two international teams.
Since I was a kid, I’ve supported the
All Blacks, and I’m a massive fan. I
also run my own Instagram where
I post my thoughts and reactions
around the game. At the same time,
naturally I support England, too.
Rugby has been part of my life since
childhood. I would say it is not just a
casual interest; it’s something that
genuinely defines a big part of who I
am outside the mortgage world.
June 2026
| The Intermediary
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