The Intermediary – May 2025 - Flipbook - Page 23
Q&A
remain competitive in the market but also offer
products and terms that will be a good fit for
their clients.
What emerging trends do you
foresee in the second charge
mortgage market?
The balance of power between broker and lender
goes up and down and always has done – this
makes for a healthy market.
With interest rate changes, twinned with the
cost-of-living crisis over the past few years, I have
never seen the margin on rates so close between
the first and second charge market.
For that reason, the market is buoyant, and
with new entries into the lender market, including
high street names like Admiral, along with
Consumer Duty obligations, second charge loans
are becoming more and more recommended and
utilised, when this was an industry that was often
seen as the ‘poor relation’ to firsts.
What do you consider the most
important factors in building
strong relationships with brokers?
Brokers are my customers, so my relationship
with them is of paramount importance. I feel lucky
to have broker relationships that have evolved
into personal friendships, but that’s often how it
goes as a remote sales manager – you can spend
more time at brokers’ offices than your own, so
relationships flourish.
Brokers rely on me to be honest, transparent and
to add value to their business. I do this through
providing trustworthy support, always being on
hand to help and always, always answering my
phone! I’m renowned for always answering or
calling straight back. Such a simple habit to adopt,
but it means a great deal to brokers.
Are there trends or opportunities
specific to the second charge
mortgage space in the North?
The North boasts a number of second charge
brokers, all with vast experience in the market.
What is helpful is that most brokers and lenders
know each other in the North, and there is
genuine respect in the market for each other –
broker to broker, lender to lender and everyone
else in between.
What key market movements or
changes within the business are
you looking forward to this year?
On a personal level, Equifinance has invested
heavily in a new broker portal which will
revolutionise the way we work.
I cannot wait to launch this into the market
as it will implement a number of efficiencies
for their teams.
On a wider level, following a successful
securitisation last year, I am excited about
Equifinance continuing to build its loan book and
work towards the next securitisation.
The plans for Equifinance are always positive,
with a commitment to achieving goals as a team. I
feel very lucky to be a part of their journey. ●
How do you tailor your approach
to meet the unique needs and
challenges of brokers in the North?
I love working in the North! The warmth and
banter in the brokers’ offices I visit mean I never
have a dull – or quiet! – day. I would take working
from a broker’s office to working from home any
day of the week. The biggest challenge is adapting
what I call a ‘bread roll’ around the regions; this
can be a contentious subject!
LAURA
THOMAS
