Next year is set to be a busy year for mortgage brokers, with UK Finance estimating that 1.8 million fixed-rate mortgages will mature in 2026.

However, this won’t be your average spike in case load; affordability could be a big issue. For the last six months, momentum has already been building, as many five-year deals locked in during the Coronavirus pandemic – when interest rates were historically low – have started to come to an end.

The bulk of these pandemic deals will mature in 2026, along with many two- and three-year fixes secured in the years since. Combined, these deals are set to create the perfect storm and make 2026 one of the biggest years for refinancing on record.

Navigating this remortgage wave will be a challenge for brokers not only in terms of case numbers, but also because for many borrowers, switching to a current rate could come as a shock.

While there are now fewer rates above 5%, for those borrowers exiting a five-year fix of less than 3%, the difference could still leave them hundreds of extra pounds out of pocket per month.

As a result, affordability will be an issue for a far higher proportion of clients than usual, adding complication for brokers when time and resource is already at a premium. Thankfully, there are steps brokers can take to minimise these issues.

Engaging early has never been more important 

It’s always best practice to engage with a client as early as possible when their term is ending, but with many clients in this wave susceptible to payment shock, it’s crucial to allow time for them to process and factor in an inevitable change in outgoings. This also buys brokers more time to carry out affordability checks if required, and the client to make changes to improve their affordability credentials.

Many borrowers still don’t realise they can secure a new rate up to six months in advance of their current rate expiry, so setting a reminder to get in touch and explain timescales with clients is a good place to start and get that communication ball rolling.

Rank and prioritise borrowers

Automations that enable you to reach out to every client as soon as they are eligible to remortgage are useful. But for the next stage of the process, look to prioritise those clients who will have the biggest rate increase versus income and need the most time to adapt to a rate change.

Again, this will allow additional time for affordability checks and adjustments, as well as time to shop around and find better deals for these clients. It should also ensure those most at risk are locked into new rates sooner rather than later, and long before slipping on to a standard variable rate.

Keep abreast of lenders’ rates

It goes without saying that with competition between lenders intensifying and further base rate cuts expected in 2026, keeping on top of the latest mortgage rates has never been more crucial, especially for brokers with a large and varied clientele.

Joining or switching to a new mortgage club is one way to simplify this process and increase your exposure to smaller lenders and those more suited to borrowers with more challenging affordability needs.

While brokers often remain loyal to the same mortgage club for many years, borrowers’ needs change. In 2026 it may be time for a rethink – especially for brokers with maturing client banks who will find themselves in ever greater need of more specialist lending and later life lending solutions.

Re-evaluate your CRM

A broker’s CRM system should also evolve as they do, and in line with their clients’ changing needs. Utilising a good CRM system specifically designed for mortgage brokers is the best way to tackle volume spikes and scale your business easily.

Brokers should look for a CRM that integrates seamlessly with essential tools and third-party platforms that offer services like sourcing, protection, retention and telephony as well as payment providers and email systems. Some even offer integrations with payment switching engines, allowing advisers to easily and proactively identify when clients could benefit from a remortgage or product transfer.

A system that provides a customer facing portal can also streamline processes by providing clients with greater visibility of their own mortgage journey, meaning they are not solely reliant on phone calls and emails with their broker for updates.

Brokers can also use systems like these to easily share important documents, stay connected via instant messaging and request information, simplifying the process and also giving borrowers confidence that their case is progressing – crucial during busy periods.

As momentum continues to grow, brokers must adapt to ensure they are providing the very best service to all their clients. 2026 doesn’t have to be a difficult year. Look to streamline your processes and make small changes today to ease demand and workload as the year progresses.

Matt Harrison is customer success director at Finova Broker