The Intermediary – October 2025 - Flipbook - Page 68
P RO T E C T I O N
Opinion
The remortgaging
G
eneral insurance (GI)
sales to remortgage
clients represent
one of the most
significant untapped
revenue streams
in the mortgage advice sector, yet
this opportunity continues to be
overlooked by many advisers.
Our 2025 Adviser Survey speaks to
this, showing a disconnect between
advisers’ intent and their execution:
while 83% of advisers want to grow
their GI business, more than half
(53%) say they don’t discuss GI with
their remortgage clients oen.
This means advisers are missing
out on revenue and valuable chances
to further solidify relationships with
their clients. A common reason cited
for not pursuing the GI opportunity
with clients is that advisers don’t have
the time or resource. But with the
advent of referral services across the
market, winds are changing.
A referral revolution?
The survey data tells a compelling
story about the evolving landscape
of adviser preferences. Awareness
of Paymentshield’s referral service
among the advisers surveyed has
jumped from 65% to 76% year-onyear. However, more telling is that
almost a third of advisers (30%) say
83% of
advisers want
to grow their
GI business
their ‘ideal situation’ for making sure
clients have adequate insurance in
place is to refer them for insurance
advice over doing it themselves.
The group of advisers who would
ideally be referring their GI business
can be split into two camps. There
are 20% of advisers who favour
referring clients for an advised phone
conversation with a third-party, with
a further 10% who prefer an online
53% of advisers
said they do not
discuss GI with
their remortgage
clients often
journey where clients can arrange
policies independently. However, it’s
clear that, while a growing number of
advisers recognise referral as a route to
doing GI business, they might not yet
be fully embracing it.
Remortgaging, in particular,
presents an area ripe for referral
activity among advisers. Currently,
Paymentshield data shows that
remortgage clients represent a much
smaller proportion of referred
business compared to home movers
and first-time buyers. But we also
know that they are a frequently
overlooked group for GI conversations
in general.
Remortgage clients represent a clear
opportunity for referral, particularly
for advisers who either aren’t
EMMA GREEN
is distribution director
at Paymentshield
discussing GI at all, or who might be
finding it difficult to convert these
conversations into sales.
To understand how this shi is
playing out in practice, we spoke to
advisers who have already embraced
referral services to get an idea of
what inspired them to take the leap,
and how they’ve found integrating
referral so far.
Charline Scho, a mortgage
administrator at Warren & Co, a
30% say their
‘ideal situation’ for
making sure
clients have
adequate
insurance in place
is to refer them
