This week, our ‘In Focus’ series explores the theme of financial resilience through the lens of the mortgage market, examining how brokers and advisers can support clients in navigating a higher-rate environment. With interest rates continuing to shape affordability, refinancing decisions and long-term borrowing strategies, maintaining resilience has become a central focus for both clients and advisers alike.
Below, professionals from across the mortgage and property sector respond to the question: “What should brokers be focusing on to help clients maintain mortgage resilience in a higher-rate environment?” Together, they highlight the priorities, strategies and client conversations that can help sustain resilience in the face of ongoing market pressures.
Tom Eyre, CEO and Co‑founder of Loqbox, comments:
“One of the quiet failures of our system is that we ask people to make the single biggest financial commitment of their lives with almost no prior preparation. Many aspiring buyers do the ‘sensible’ thing and avoid credit altogether, only to discover at the point of application that a thin or non‑existent history can be just as problematic as a poor one. A mortgage offer is more than just your deposit; it’s also about the direction of travel your credit profile shows over time.
At Loqbox, our mission is to build better borrowers, not just better credit scores. Brokers and the wider industry should follow suit by treating ‘mortgage‑readiness’ as a long‑term process: giving aspiring buyers simple, safe ways to build a credit track record years before they apply, and recognising the huge ‘pre‑prime’ group who are doing the right things but haven’t yet been able to prove it on paper. That means understanding the frustrations and motivations behind people’s choices, and using those insights to drive behaviour change. But this can’t be done by brokers alone: lenders, regulators, and the wider financial system need to come together to start that process much sooner, so far more first‑time buyers apply in a position to be accepted.”
Enzo Mora, CEO and founder of The Mortgage Brain:
“Firstly, regular client reviews are critical. Many borrowers are still sitting on rates secured in a very different market, so they will be refinancing at a higher cost. Brokers should be proactively engaging with clients whose deals are ending within the next 12 months, ideally starting conversations around six to seven months in advance to manage uncertainty. This allows time to carry out a full client review, secure a rate early and actively progress the case through to completion. If rates reduce during that period, brokers can then review and switch the product accordingly, ensuring the client always achieves the best available outcome. For clients looking to move home, the same disciplined process should apply: early engagement, structured advice and ongoing rate management throughout the journey so we become a trusted financial partner.”
Rachel Geddes, Strategic Lender Relationship Director, Mortgage Advice Bureau:
“Although rates have risen in recent weeks, it’s important to keep perspective that this isn’t a truly ‘high rate’ environment. That said, resilience still comes down to preparation and communication.
Proactive engagement is key. Brokers should be speaking to clients well ahead of their remortgage – ideally six to seven months out – to secure options early rather than waiting until two or three months beforehand. This helps clients lock in certainty and reduces exposure to further rate movement.
Clear, consistent communication ensures clients understand not just what’s happening in the market, but why, and how it impacts them individually. That level of understanding is crucial in helping them make confident, informed decisions.
It’s also important to focus on practical support. For clients facing higher repayments, brokers should be discussing options such as extending the mortgage term, making overpayments where possible, or, if suitable, considering partial interest-only arrangements to manage monthly costs.
Ultimately, mortgage resilience is about staying ahead of change, maintaining regular dialogue, and ensuring clients are equipped with the right strategies to navigate evolving market conditions.”
Dale Jannels, CEO at One Mortgage System:
“Brokers should be focusing on staying close to their clients and using the right systems to act quickly when rates move. In a higher-rate market, mortgage resilience is not just about finding the best deal on day one. It is about keeping options open and being ready to move when a better route appears.
That is where a strong CRM really comes into its own. If your CRM is linked to all the major sourcing systems, as is OMS, it becomes far easier to review cases, switch clients to a new lender where needed, and take much of the pain out of rebroking. Speed matters, and so does reducing admin. The ability to submit to lenders with a single click, rather than keying full DIP and application details again and again, can make a real difference.
Lenders such as Nationwide also allow product reserving at the outset, which can be a real help in protecting clients when the market is changing quickly. On top of that, systems that remind brokers to check rates, chase outstanding documents and keep cases moving will make sure no client is left behind. In this market, good advice backed by good technology is what helps brokers and their clients in a rapidly moving market.”
Neil Wyatt, Sales & Marketing Director, Mortgage Brain:
“Brokers play a critical role in helping clients maintain mortgage resilience, and that starts with clear, proactive communication. We are in a period of market instability, with a high level of product withdrawals and rate increases driven by geopolitical uncertainty. Helping clients understand these wider forces is essential in reducing anxiety and building long-term trust.
Education should go beyond headline rates. Brokers need to explain how current world events influence swap rates, lender pricing and product availability, translating complex market movements into clear, practical implications for borrowers. This enables clients to make informed, confident decisions rather than reacting emotionally to change.
Staying close to clients is equally important. In a volatile environment, affordability can shift quickly, so regular, meaningful engagement allows brokers to identify risks early and act decisively. Whether that’s securing a deal ahead of further increases or reviewing longer-term strategies.
Technology has a big and beneficial role to play. Brokers need access to accurate, up-to-date sourcing and efficient application journeys. Tools that reduce rekeying and streamline processes, particularly for DIPs and FMAs, can make a significant difference when speed and accuracy are essential in a frequently repricing market.
Ultimately, those brokers who combine education, consistent engagement and the right technology will be best placed to support clients through uncertainty and maintain long-term trusted relationships.”
