The Mortgage Broker Coach

NEW PODCAST EPISODE OUT NOW

1 week ago | [YT] | 0

The Mortgage Broker Coach

Such a great time speaking at the Mortgage Adviser expo today. I was genuinely overwhelmed by how many people came up to me to say they enjoy my content and how much it’s helped them.

I spend most of my time creating content alone in a room, just trying to help brokers simplify the industry and grow their businesses, so hearing those stories in person was honestly quite moving.

Very grateful 🙏

2 weeks ago | [YT] | 2

The Mortgage Broker Coach

NEW PODCAST EPISODE OUT NOW

2 weeks ago | [YT] | 0

The Mortgage Broker Coach

Check out this week, episode of the Mortgage business mastery podcast

1 month ago | [YT] | 0

The Mortgage Broker Coach

I never sold income protection at Connells.

And I’m still mad about it.

Not because I didn’t want to.

Because I was scared.

Scared it’d get flagged.
Scared of a suitability fail.
Scared to go “off script.”

So I stuck to life and CI… and left people exposed.

That was my wake-up call.

Now?

I teach brokers to lead with income.

Protect income before mortgage - Everything else is add-on

Clients don’t need another random quote.

They need a plan.

Build the cover around their income NOT your comfort zone.

1 month ago | [YT] | 1

The Mortgage Broker Coach

Something that still confuses me…
Mortgage brokers who say they want more clients
but won’t post on their personal profile.

This is a service business.

Your job is to be known
at the exact moment someone needs a mortgage.

And today, that happens online.

But most are trying to do that
while staying invisible.

Nobody follows mortgage business pages.

They follow people.

People they recognise.
People they trust.

That happens on your personal profile.

So when you create content
but keep your profile private…

You’re not marketing.

You’re hiding.

If you’re not willing to be seen…

You’re not advertising.
You’re hoping.

And hope doesn’t create predictable income.

You already know what to say.
You do the job every day.
That is your content.

Most brokers don’t have a content problem.
They have a visibility problem.

And until that changes...
nothing else will.

1 month ago | [YT] | 0

The Mortgage Broker Coach

This weeks podcast episode out now, I shared some things i haven't shared before

1 month ago | [YT] | 0

The Mortgage Broker Coach

If a client says, “Are you trying to sell me insurance?”

Use this:

“When you take on a mortgage, you’re taking on significant debt. And with that debt comes risk. My job is to make sure we eliminate financial risk wherever we can.”

You’re not selling.

You’re managing risk properly.

That shift changes the tone of the whole conversation.

1 month ago | [YT] | 1

The Mortgage Broker Coach

One of the worst pieces of protection advice I see mortgage brokers give is this.

Massive amounts of level term life insurance.

Recently a case was shown to one of my clients.

A couple in their mid-30s had been advised to take:

£500k level term life cover each
Running until age 90.

£1,000,000 of cover.

Sounds impressive...

BUT Their mortgage was £190,000 over 22 YEARS!!.

And the plan had:

No income protection
No family income benefit
No critical illness cover

Nothing that actually protects their income or lifestyle.

Just a large number on a quote.

This is what happens when advice focuses on what looks good on paper instead of what removes risk.

Mortgage protection should follow a very simple order.

First protect the income.
Income Protection and Family Income Benefit.

Then protect the mortgage.
Joint decreasing term assurance.

Then protect major health shocks.
Critical illness cover.

Then protect access to treatment.
Private medical insurance if the budget allows.

Only after all of that should you even think about additional level term life cover.

Because that’s more like legacy planning.

Not mortgage or lifestyle protection.

The job of a mortgage adviser isn’t to sell policies.

It’s to eliminate risk around the largest financial commitment a client will ever make.

And when you structure protection properly something interesting happens.

Clients are better protected.
Premiums are higher.
And the advice becomes almost impossible to replace.

The easiest sale is rarely the best advice.

The best advice is usually the one that actually solves the problem.

1 month ago | [YT] | 1

The Mortgage Broker Coach

Most mortgage brokers spend a lot of time trying to figure out their USP.

I realised quite early on that most of them aren’t real.

When I worked in connells, we used to do an exercise some advisers will remember. The manager would ask:

“Why should someone use you instead of the bank?”

Then we’d go around the room answering.

And the answers were always the same.

“We search the whole market.”
“We’ll find the best rate.”
“We have access to exclusive deals.”

About fifteen advisers.

All saying basically the same thing.

When it got to me, I said:

“Because I don’t work at the bank.”

My manager didn’t like that answer at all!!!

But the longer I’ve worked in this industry, the more convinced I am it’s the only honest one.

Mortgage advice is a regulated market.

Rates are similar.
Products are similar.
Fees usually end up similar.

If you compete on those things, you slowly turn yourself into a commodity.

And commodities always race to the bottom.

The truth is this:
Your USP isn’t the mortgage.
Your USP is you.

Your judgement. How you communicate.
The way clients experience working with you.

In a world of AI and comparison tools, the one thing that can’t be copied is simple.

Trust in the person giving the advice.

2 months ago | [YT] | 2