The Intermediary – June 2025 - Flipbook - Page 68
B RO K E R B U S I N E S S
Opinion
t’s been a tumultuous start to
2025, with restrictions liing
on Stamp Duty, the impact
of Trump’s trade tariffs,
and rumours of regulation
changes. So, taking steps
to ensure your business is ready to
weather any storm is important for
every mortgage broker.
Here are my top five tips to help
brokers grow their business during
uncertain times.
I
1
Don’t underestimate your
existing client base
While recruiting new clients is crucial
to expanding your business, many
brokers would agree that looking
aer their existing client base and
nurturing those relationships is of
equal importance.
It’s a good idea to take the time
out and ensure you are utilising the
full capability of your customer
relationship management (CRM)
systems, and are segmenting
your client base to deliver tailored
communications according to their
individual needs.
Are you tracking when existing
clients will be coming towards the
end of their existing fixed term, and
approaching them to support finding
their next deal? Or contacting clients
who have expressed a desire to extend
or renovate their homes to talk about
additional borrowing?
Your CRM provider should be
able to provide a refresher on what
their system can offer to ensure
you’re making the most of the
opportunities available.
It is important to consider any
ongoing communications strategy
to build relationships with existing
clients that are less transactional.
You’ll remain a trusted resource, while
keeping your name front of mind as
they navigate future decisions, such
as refinancing, purchasing their next
home, or further lending on their
existing property.
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The Intermediary | June 2025
Using email platforms to automate
follow-ups, brokers could consider
approaching existing clients to raise
awareness of additional mortgage
borrowing as a possible funding
stream for work they may be
considering on their home.
Similarly, this can be used to help
clients consolidate debts and manage
their monthly outgoings to reduce the
financial strain many households are
feeling at the moment.
At Leeds, in response to broker
feedback and growing client needs, we
have recently launched a new option
allowing brokers to earn a competitive
procurement fee on additional
borrowing for the society’s existing
mortgage holders.
2
Build a strong
personal brand
In a time where many mortgage
holders and aspirational first-time
buyers are turning to social media to
find out more about what options they
have in order to secure the home they
want to buy, creating a strong personal
brand is crucial to help brokers
stand out from the crowd and build
their credibility.
Sharing thoughts and ideas on
social media is a great way to start
engaging with potential clients online.
Providing tips to get clients mortgageready can resonate well, and reposting
market updates and industry news
could be invaluable to those looking to
step onto, or up, the property ladder.
Brokers can take inspiration
from lenders and industry experts
to position themselves as thought
leaders. Translating confusing jargon
into a simple and easy to digest article
JAMES O’REILLY
is head of intermediary
partnerships at Leeds
Building Society
is a great way to help potential new
clients navigate a complex subject.
Think about the journey you
want the client to follow. Will you
be using social media to drive people
to your website or get in touch with
you direct? Are all of your online
platforms of a modern, professional
standard, and offering valuable
information to borrowers?
3
Reviews and referrals
are worth their weight
in gold
When you’ve secured a great deal for
a client, it’s the perfect opportunity
for them to share their positive
experience with people in their
network. Do you actively encourage
