Brokers attending Mortgage Brain’s ‘Mortgage Vision’ roadshow have revealed that they are becoming increasingly agile and creative to meet their clients evolving needs.
Despite easing inflationary pressures and a potential cut in the bank base rate, brokers believe that demand for complex lending will remain high with greater numbers of clients requiring specialist mortgage solutions which high street lenders can’t meet.
In this article, we will explain how brokers remain agile in meeting complex client demands and the tools they use to do so, enabling you to find the right tools and opportunities.
You can also read our article ‘Turn complex mortgages into approvals’ to find out how you can let mortgage technology do the hard work for you.
How are broker adapting to meet client demands?
Overwhelmingly, brokers are increasingly adapting to meet evolving client demands and market complexities.
Brokers are currently using or are open to considering measures such as investing in technology, making the most of referrals, and exploring diversified solutions to stay competitive.
Criteria search tools are vital for brokers to stay on top of last-minute product changes and rate updates.
Criteria Brain is updated in real time with product rates and lender criteria, ensuring brokers always have up-to-date information. You can search six criteria categories in one go, which helps brokers to handle complex mortgage cases faster and more efficiently.
Find out more ways that brokers are using technology to give customers what they want in our article ‘How mortgage broker tools help brokers work smarter, not harder’.
Record breaking figures for Mortgage Vision Roadshow 2024
2024’s Mortgage Vision was the biggest ever roadshow that Mortgage Brain has hosted. Record numbers attended with over 700 mortgage brokers across 12 locations nationwide and 21 sponsors and panel partners. Several venues were over capacity.
Key themes that emerged:
- Market complexity vs client needs: The mortgage market is growing more complex, driven by issues such as affordability, the need for increased multiples, varied income sources, growing self-employed numbers and those with impaired credit. The market requires a broader range of solutions and partnerships.
- Referral partnerships: Emphasis on referrals as a means to retain clients and offer specialised services, especially for brokers who can’t meet all client needs personally, for example bridging loans.
- Technology streamlines business: Technology increasingly plays a key role in automating the referral process, tracking progress, improving transparency, and maintaining effective communication with clients.
- Broadening service and product offerings: Brokers are being encouraged to explore underserved areas, like commercial loans and specialised insurance, to help increase revenue and expand their offering to clients.
- Data and clients: Harnessing and managing data is key to protecting long-term client relationships. Brokers are increasingly using data to personalise communications with clients and subsequently provide a better, more relevant, service.
- Adapting business: Regular reviews of business is needed to ensure brokers make the most of referrals, upsell, stay compliant, and meet evolving market and client demands effectively.
Neil Wyatt, Sales and Marketing Director
“This year's Mortgage Vision saw record breaking numbers of attendees, highlighting the continued value of face-to-face conversations between brokers, lenders, and peers. As the mortgage market continues to grow increasingly complex, it’s clear that brokers need reliable technology tools, like a strong criteria sourcing programme, to stay ahead of product updates and provide the best possible advice to their clients. In addition, more brokers are recognising the importance of referring clients to specialists in alternative areas, rather than turning them away, which helps drive revenue and improve client outcomes. The success of Mortgage Vision reinforces the importance of collaboration and innovation if we want to ensure the best possible mortgage outcomes for all borrowers.”
Learn the history of Mortgage Vision Events to understand why they have grown in record numbers in our article ‘A clear vision to educate mortgage advisers’.
What specific tools are brokers finding most effective in adapting to market complexities?
By using systems like Criteria Brain and Sourcing Brain together, brokers can reduce admin and manual rekeying, make informed decisions, and get product rates and mortgage criteria right first time and early on in the application process.
The Mortgage Brain Hub combines Sourcing, Criteria, Affordability, CRM and Submissions into a single web-based user interface. It includes the new CRM Brain, which ensures no opportunity is missed from lead tracking to built-in compliance. The hub also has an enhanced Sourcing Brain to display search results even more quickly than before.
How are brokers measuring the success of their referral partnerships?
Technology integration is helping brokers track and manage referrals effectively. By reducing manual work and improving communication, brokers can focus on providing tailored services, thereby enhancing the overall success of their referral partnerships.
Discover the technology trends helping brokers manage workloads, connect with clients, and deliver exceptional service in our article ’Key mortgage technology trends shaping the industry in 2025’.
What examples of underserved areas are brokers exploring to broaden their offerings?
Brokers are increasingly investigating commercial loans, bridging loans, specialised insurance products, self-employed mortgages, impaired credit mortgages, and buy-to-let mortgages.
By using technology to tap into these underserved areas, brokers can differentiate themselves in a competitive market and provide more comprehensive solutions to clients, ultimately broadening service offerings and boosting revenue potential.
Looking for technology to help you meet client needs?
We’re here to help you thrive in a dynamic market. For a 30-day trial of our Mortgage Brain systems, contact us to explore our mortgage technology tools.
