The Intermediary – September 2025 - Flipbook - Page 91
M E E T T H E B RO K E R
What opportunities are
you seeing in the market?
For first-time buyers, there are
still great opportunities if you’ve
got the right guidance – through
schemes, lender products, and
ways to structure things that make
owning a home possible, even in
today’s climate.
I’m still seeing quite a lot of activity
in the first-time buyer market. We’re
also seeing an increase in investor
clients looking to release equity
from their existing portfolios to
capitalise on opportunities created
by landlords leaving the market.
What are some of the
main challenges facing
borrowers and brokers in
today’s market, and how
do you help your clients
overcome them?
The biggest challenge right now
is affordability – both in terms of
what lenders are willing to offer and
what borrowers feel comfortable
committing to. With interest rates
fluctuating and the cost of living
continuing to rise, many clients
worry about whether now is the right
time to buy or remortgage. Products
can change weekly, sometimes
daily, which creates uncertainty and
stress for people trying to make big
financial decisions.
For brokers, the challenge is
staying on top of those rapid changes
while still providing clear, confident
guidance. It’s not just about knowing
which products are available; it’s
about filtering through the noise and
helping clients see the bigger picture
– what’s sustainable in the long run,
not just what looks good today.
My role is to simplify the process. I
take the time to break down complex
information into plain language, so
clients know exactly what they’re
agreeing to and how it fits into
their wider goals. Sometimes that
means telling a client that waiting
six months to improve their credit or
save a bigger deposit will put them in
a much stronger position, and other
times it’s about showing them how
they can structure things in a way
they hadn’t considered.
I also spend time stress-testing
affordability with clients, so they
feel confident that their mortgage
won’t just work on paper but
will also work in real life, even if
circumstances change.
Ultimately, I see myself as both a
guide and a buffer – removing the
stress of the unknown and giving my
clients the tools and confidence to
make smart, lasting decisions.
How could lenders
further support brokers?
Speed and communication remain
the biggest areas where lenders
can make a real difference. Every
client’s situation is unique, and while
technology has helped streamline
a lot of the process, there are still
moments where a case doesn’t quite
fit into a neat box. In those instances,
being able to get through to an
underwriter quickly – or having a
lender that’s open to dialogue – can
completely change the outcome for
a client. Too often, delays or rigid
processes create unnecessary stress
and can even cost someone their
dream home.
Another area is consistency.
Different lenders interpret
criteria in different ways, and that
inconsistency can lead to confusion
for both brokers and clients. If
lenders were more aligned in how
they assess affordability, credit
history, or self-employed income,
it would make the whole process
smoother and reduce the risk of
clients receiving mixed messages.
That said, I think many lenders are
making good progress in investing in
broker portals, application tracking
tools, and automated updates. These
are invaluable, but they should
complement, not replace, the human
element. A quick phone call, an
underwriter willing to look at a case
in context rather than in isolation,
or a lender willing to be flexible on
a borderline case can make all the
difference. Ultimately, brokers and
lenders share the same goal: helping
clients secure the right outcome. The
more lenders can empower brokers
with fast, clear and human-centred
support, the better the experience
will be for the people who matter
most: the clients.
Are there any upcoming
trends or changes
you’re particularly
excited about?
There has been a lot of talk about
artificial intelligence (AI) and the
potential ways it could disrupt
our industry, but I’m very excited
about how technology is shaping
the sector – tools that help clients
better understand their affordability
and track applications more
transparently.
On my side, I’m working on
building more educational content so
people can make informed decisions
about mortgages and financial
protection. Knowledge is power, and
I want my clients to feel confident at
every stage of their journey.
Finally, do you have a key
piece of advice for those
considering investing
in property?
Don’t wait for the ‘perfect’ time –
because there isn’t one. Speak to
a broker early, even if you’re just
exploring or want to entertain the
idea of ownership. Getting a better
idea of where you are, and what you
need to do to get to where you want
to be, will massively increase your
chances of making homeownership
or property investment a reality and
not just a dream. The right advice
can save stress, money, and missed
opportunities. At the end of the day,
property isn’t just about numbers –
it’s about creating stability, building
wealth, and securing a future.
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