As we enter the final weeks of 2021, it’s reassuring to hear that business volumes and cases appear to be holding up well, and that confidence among the intermediary community on both business outlook and their own firms is high.

The latest Intermediary Mortgage Lenders Association Mortgage Market Tracker shows advisers processed an average of 97 cases between July and September, the highest since the same period in 2015.

Although this is likely to be indicative of that pre-stamp duty holiday deadline period, the anecdotal evidence we are seeing — and indeed the level of purchase and remortgage conveyancing instructions coming through our business — shows there has been no significant slowdown since the passing of that deadline, and the future appears bright.

The large drop-off in business many were expecting is not even on the horizon

The average number of decisions in principle processed by brokers increased in September from July and August, which again appears to be a sign that business is holding up well.

Meanwhile, 98% of intermediaries said they were ‘confident overall’ about the business outlook and that of their own firm, and we are hearing of many companies expanding to meet the growing demand.

The significant drop-off many were expecting has certainly not materialised and doesn’t look to be even on the horizon.

Confidence among the intermediary community on both business outlook and their own firms is high

Competition among lenders has been frenzied, no doubt pulling in lots of borrowers. Even with a Bank base rate rise perhaps imminent, product rates remain ultra-competitive.

There are clearly incentives for advisers to be pushing at this open door in terms of existing clients.

The important point, as always, is to maximise the business with every client; not adding unnecessary products or services but taking the opportunity to explore the client’s financial situation fully, and ensuring they have everything they need, whether protection, general insurance, conveyancing or other.

Advisers processed an average of 97 cases between July and September, the highest since the same period in 2015

Sustained activity levels are a real positive. Make the most of them now, and to acquire repeat business.

Mark Snape is chief executive of Broker Conveyancing