Describe your firm in a few sentences.

We are an independent, whole-of-market firm with a key objective of building long-term, lasting client relationships. A lot of our time is spent helping the self-employed, directors and business owners to obtain mortgages and protect them, plus assisting property investors in growing their portfolios.

What led you to become a broker?

I knew from a young age that I wanted to work for myself. While I was at university studying business studies, I met Chris Davies, a mortgage broker, and he sparked the interest in me.

We kept in touch and after I finished university I went travelling. My return coincided with Chris starting First Financial Solutions (Wales) in September 2008. I joined him in March 2009.

What are the biggest issues facing you as a broker?

There are two. First, it’s clear that technology advancement is going to play a massive part in the industry. It’s about accepting that and moving with the times, but also being able to provide service and advice for more complex cases, which technology won’t be able to do, at least for a long time.

Second, we need to get the public to understand the value of independent advice that is not available on a comparison site.

What plans do you have for the future of your firm?

We have seen steady growth over the past 10 years. We now have an excellent all-round team with solid foundations in all areas, from advice and administration to compliance.

There are plans to expand further but, with the current climate and the seismic shift in the industry, we’ll be putting them on hold until things settle.

What advice do you have for a broker just starting out?

All the brokers in our company are self-employed so, although we pass them leads, they still have to source their own business.

The biggest thing for me is growing your network; building a reliable flow of leads and referrals into the business.

Not relying on one source can make a big difference. Look at new-build or estate agent advisers now that business has come to a complete halt due to Covid-19.

We are lucky in that we don’t rely on purely purchase business because we have long-term client relationships and we also focus a lot on protection.

Second, when starting out, if you’re with a client and you don’t know the answer to a question, don’t pretend you do and make something up. Be honest, then go away and find the answer and go back to the client. They’ll likely know you didn’t know, so you will earn more trust that way.

Finally, look in your environment, pick out a few of the top performers, and ask yourself why they are so successful, what skills and tools they use.

Then work out how you can learn or develop those skills. Imitation is the sincerest form of flattery.

What single thing could lenders do to improve brokers’ lives the most?

When a broker has placed a case with a lender and the deal ends, they should advise the client to speak to the broker again.

Yes, it’s a good adviser’s responsibility to keep in touch, but with some lenders writing out earlier and earlier it becomes a bit of a game.

(No dual pricing and more underwriting access would be good too!)

How can the industry encourage a new intake of brokers?

I don’t think being a mortgage and protection adviser is considered as ‘sexy’ as being an IFA. However, there’s certainly a demand for it, especially with the drop-off in IFAs giving mortgage advice post-RDR.

Maybe there could be a clearer initiative through colleges and universities showing what a career as a mortgage adviser looks like – although who knows what that will actually look like in five to 10 years’ time with all the advancements in technology going on.

If you would like your firm to be featured in Broker Focus, please email Mortgage Strategy deputy editor Gary Adams at: [email protected]