Describe your firm in a few sentences
The Mortgage Adviser Scotland is a team of talented mortgage advisers based in Hamilton, with a wealth of knowledge and experience.
We are transparent in what we do and always have the customer’s best interest at heart.
What led you to become a broker?
I have worked in finance and banking for most of my working life. I enjoy working with numbers and sat my CeMap exams in 2011.
Put in the time to really get to know your client and what their need is. You will gain trust from listening to them
My favourite part of the job is calling a client to say their mortgage offer has been issued, especially if it has been a particularly tricky case.
What might you have been if not a broker?
When I was younger, I always wanted to be a firefighter. I used to work in the office of a fire station and loved the hustle and bustle of it and the team spirit.
I am now glad I didn’t pursue a career in the fire service as I don’t think I would have been very good at it. I am pretty squeamish!
What do you think is the most under-rated skill of a broker?
This is a tricky one but I would probably say trust and transparency; being open and honest with your client on what is feasible and what is not.
Don’t shy away from the difficult cases. These are the cases you will learn from, and this is what will set you apart from the rest
Trust is key as this can be a daunting process for someone to go through, so they really need to trust in you and what you are doing for them.
Looking back over your years in the profession, what — if anything — would you have done differently?
The only thing I would change is moving from a tied mortgage adviser with a bank to a broker sooner than I did.
I worked as an adviser for various banks for a few years. However, this makes you fairly restricted if one particular lender won’t lend to your client, leaving you with no option but to say no.
One call from the underwriter looking at the case could potentially answer all questions the lender needs
Working as a broker means there are more options with lenders. If one particular bank says no, there is usually another option to look at.
What single thing could lenders do to improve brokers’ lives the most?
Communication is key! Most of the issues I find are due to a lack of communication between lenders and brokers.
My favourite part of the job is calling a client to say their mortgage offer has been issued, especially if it has been a tricky case
A lot of the time we have to call the underwriter or upload a note to their system. Then, if the underwriter has a question off the back of this, it has to come back to the broker, which just adds time to a case.
One call from the underwriter looking at the case could potentially answer all questions the lender needs and move to offer quicker, saving time for the broker, the lender and the client.
What advice do you have for a broker just starting out?
Don’t shy away from the difficult cases.
Yes, these are tricky and will take you longer than normal. However, these are the cases you will learn from, and this is what will set you apart from the rest.
Communication is key! Most of the issues I find are due to a lack of communication between lenders and brokers
Put in the time to really get to know your client and what their need is. You will gain trust from listening to them.
This means they will come back to you and recommend anyone else in need of mortgage advice.
If you would like your firm to be featured in Broker Focus, please email Mortgage Strategy deputy editor David Burrows at: david.burrows@emap.com
This article featured in the December 2023/January 2024 edition of MS.
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