Business Tips From 10 Top Mortgage Advisers

In today’s competitive market, standing out as a mortgage adviser requires a mix of networking, process management, personal branding, and genuine client care. Rather than hearing just one perspective, I've reached out to 10 successful mortgage protection advisers to share their best tips. Let's dive into their insights and discover what these industry pros recommend to drive growth.

1. Network Relentlessly

Tip from: Hannah Worthington , Worthy Financial

Hannah’s approach is straightforward: get out, meet people, and be visible. By attending local events—parent-teacher association meetings, football games, and even the neighbourhood pub—you can establish a genuine connection with your target audience. This level of visibility might push you out of your comfort zone, but as she says, the rewards are well worth it. Networking not only helps you build brand recognition but also fosters trust with potential clients, making them more likely to turn to you when they need advice.

2. Establish a Consistent Process

Tip from: Dan Howell CeMAP CeRER , Mortgage Advice Bureau

Dan emphasises the power of consistency in client experience. By following a streamlined process with each client, you create a reliable and predictable journey that builds trust and enhances referral potential. Dan prefers focusing on fewer clients to deliver exceptional service, maximising both client satisfaction and his income. For more in-depth tips on refining your business processes, check out the FREE Mortgage Marketing Blueprint, which offers tools to streamline your business approach.

3. Care About Your Clients

Tip from: Ripley Salgueiro , First Time Finance

Ripley’s advice is all about prioritising genuine client care. He suggests that showing you care for the client’s results will set you apart from larger firms that may focus more on numbers. When clients feel valued, they're more likely to refer you to others. This caring attitude should also extend to your team, ensuring they share the same values, which fosters a work environment built on empathy and commitment to client outcomes.

4. Leverage Social Media from Day One

Tip from: Phil Gamblin , Oak Financial

Phil wishes he’d started using social media sooner and advises others to learn from his experience. Social media, especially video content, can establish a powerful personal brand. Through consistent posting and engaging content, you can reach a much larger audience. Phil's message is simple: don’t wait—start posting now. If you're not comfortable with video, start with what works for you, and build from there. Social media can help clients feel like they know you before even meeting.

To see how you can get started, let’s connect on Instagram, LinkedIn, or Facebook where I share tips on making social media work for mortgage advisers.

5. Believe in the Product First

Tip from: Nicola Huxley , Sphere Financial

Nicola’s top tip is to believe in the products you offer. Understanding and valuing each type of cover will come across in your client interactions, leading to trust and loyalty. By connecting emotionally with the importance of each insurance type, you can more effectively communicate the value of protection to clients. Stories from providers and resources like IPTF’s family videos can bring the significance of these products to life, making it easier for you to convey why they matter.

6. Be True to Yourself

Tip from: Mark John CeMAP CeRER , Mewstone Financial

Mark stresses the importance of authenticity. Trying to emulate other advisers or putting on a corporate persona doesn’t resonate with clients who value sincerity. By being genuine, from your attire to your mannerisms, you attract clients who appreciate your down-to-earth approach. Mark’s clients value his honesty and prefer working with someone they feel is genuinely relatable and not overly polished. This transparency builds trust and aligns you with clients who resonate with your style.

7. Niche Down Your Services

Tip from: David Sharpstone , CIS Mortgage Advice

David’s advice for growth is to focus on a specific niche. Rather than choosing broad categories like "first-time buyers," he suggests honing in on a highly specific area. Becoming an expert in a particular niche allows you to serve that audience better and attract clients seeking specialised advice. David’s expertise in his niche is evident when even other advisers reach out for help. This level of specialisation makes you an authority in your field and ensures that clients seeking that expertise find you.

8. Consistently Market Yourself

Tip from: Anish Patel , A Niche Mortgages

Anish champions the importance of consistent self-marketing. He believes that posting daily on social media is essential to maintaining a steady flow of leads. This isn’t about perfection; instead, it’s about visibility. Many new advisers worry about the quality of their posts, but Anish advises that relatability is more important. Consistent marketing builds momentum over time, and by not overthinking, you can stay focused on reaching your audience and growing your brand.

For a comprehensive guide on getting started with daily marketing, check out the FREE Mortgage Marketing Blueprint.

9. Prepare Clients for Protection Discussions

Tip from: Rhys Schofield , Peak Mortgages and Protection

Rhys recommends using a risk reality report with every client to set clear expectations around protection discussions. This strategy encourages clients to come prepared, knowing that insurance is a topic of discussion. By establishing this expectation upfront, clients are more open to understanding the importance of protection as part of their mortgage process. Rhys’s method transforms protection conversations into natural extensions of the mortgage process, making it easier to close deals on additional services.

10. Build a Supportive Network

Tip from: Jenny Reeves , Evergreen Mortgages

Jenny values the role of networking, not just for client acquisition but as a source of support. She advises new mortgage advisers to surround themselves with a strong professional network for advice on tricky cases. Maintaining connections with previous colleagues, industry peers, or engaging in online forums can provide valuable insights. A mentor or a supportive network can make a world of difference, especially when navigating challenging situations or seeking a second opinion.

Bonus Tip: Manage Your Pipeline Effectively

Efficient pipeline management is essential for a mortgage adviser’s success. Regularly tracking leads, following up, and ensuring prompt communication can prevent deals from slipping through the cracks. By managing your income pipeline, you ensure timely payments and maintain steady cash flow. For a deep dive into pipeline management strategies, check out my conversation with Craig Skelton in this video on managing your pipeline effectively.

Additionally, explore the Mortgage Business Mastery Podcast on Apple, Spotify, or YouTube for more in-depth discussions.

Final Thoughts

These advisers bring invaluable experience and diverse perspectives. While each adviser’s tip reflects their personal approach and values, common themes emerge—authenticity, consistency, and a genuine focus on client needs. By adopting these practices and finding what works best for your style and business model, you’ll be well on your way to a successful career as a mortgage adviser.

Remember, growth in this field doesn’t happen overnight. Each step, from building relationships to honing your expertise, brings you closer to your goals.

Interested in working together to elevate your business? Head over to Work With Me to learn more about how we can collaborate.

Let’s connect! Find me on Instagram, LinkedIn, or Facebook.

Ready to take the next step? Download my FREE Mortgage Marketing Blueprint to kickstart your journey.