5 Ways to Add Value for Clients Beyond the Mortgage

In today’s competitive mortgage industry, simply arranging mortgages is no longer enough to stand out. Modern clients expect more—they seek advisors who can provide comprehensive support and add value beyond just securing a loan. This holistic approach not only improves client satisfaction but also positions you as a trusted advisor, ensuring repeat business and referrals. Let’s explore how mortgage brokers can provide more than just loans and truly add value.

Here are five actionable ways to add value for your clients beyond the mortgage:

1. Offer a Ready-to-Move Service

Buying a home is a daunting process, especially for first-time homebuyers. By providing a Ready-to-Move Service, you can guide clients through every stage of their home-buying journey. This service might include:

• Helping clients understand how to make offers.

• Advising on negotiating tactics and property valuations.

• Reviewing their overall readiness, including affordability checks and credit score improvements.

This approach transforms you from being just a mortgage broker into a holistic mortgage advisor who supports clients at every step. Not only does this build trust, but it also makes your service more valuable, justifying your fees and fostering long-term client relationships.

Pro Tip: If you’re targeting local clients, promote this as a value-added mortgage service in [Your City/Region] to stand out in your area.

2. Expand into Other Financial Needs

Your client’s financial life doesn’t stop at their mortgage. By addressing their broader financial needs, you can become a one-stop resource. Consider incorporating services such as:

• Insurance Products: Discuss critical illness cover, life insurance, income protection, and home insurance. Keep the pitch simple; clients don’t need overwhelming details. For example, present income protection as a financial safety net, a relatable analogy many appreciate.

• Referral Partnerships: Partner with financial advisors for pensions, investments, and business insurance.

• Cashflow Modelling: Offer a cashflow modelling service that provides clients with a clear view of their financial future, helping them make informed decisions.

By performing a thorough fact-find at the beginning, you can uncover these needs and either handle them directly or refer clients to trusted professionals. This not only strengthens your relationship but also positions you as a financial services expert who can address multiple needs beyond the mortgage.

To dive deeper into growing your mortgage business, check out my FREE Mortgage Marketing Blueprint here.

3. Provide Sales Progression Support

One of the most stressful parts of buying a home is navigating the legal and administrative hurdles. Many brokers shy away from offering sales progression services due to the workload, but doing so can set you apart. This might involve:

• Regularly updating clients on the status of their application.

• Following up with solicitors and lenders to ensure the process runs smoothly.

• Acting as a liaison between all parties involved to prevent delays.

While this requires effort, it’s a valuable service that clients will remember. Effective sales progression not only improves the client experience but also reduces the risk of deals falling through. If you’re looking to refine your process, consider using CRM systems to automate updates and notifications for sales progression support.

Pro Tip: Highlight this offering on your LinkedIn profile as part of your holistic mortgage advice services to attract new clients. Let’s connect on LinkedIn to discuss how you can enhance your offerings.

4. Create and Share Moving-In Guides

Once the mortgage is secured and the sale is complete, most brokers consider their job done. But what if you could continue supporting your clients even after they’ve moved in? This is where moving-in guides come in handy. These can include:

• A checklist for setting up utilities, changing the electoral roll, and updating addresses.

• Tips for improving energy efficiency or adding value to their property.

• Seasonal advice, such as preparing the home for winter or maintaining the garden in spring.

You can also set up an email sequence to provide periodic tips and reminders tailored to homeowners. For instance, an email every six months with advice on home maintenance can keep you top-of-mind, encouraging repeat business and referrals.

Pro Tip: Position this as part of your mortgage client services in your marketing to differentiate yourself from competitors. To see more examples of how this can be done, follow me on Instagram or Facebook.

5. Introduce Subscription-Based Cashflow Modelling Services

A game-changing way to add long-term value is by offering subscription-based cashflow modelling. This innovative service involves creating detailed projections of a client’s income, expenses, and savings over time. Here’s how it works:

• Clients pay an annual fee for a yearly review and cashflow update.

• The service includes a mortgage check-up, ensuring clients are always on the best deal.

• Additional benefits might include advice on debt reduction or investment strategies.

Subscription models provide ongoing revenue for your business while offering clients consistent value. A client who sees you as a trusted partner in their financial journey is far more likely to remain loyal. This also aligns with the growing trend of innovative ways mortgage brokers can add value beyond the traditional role.

Pro Tip: Learn more about leveraging subscription models in my Mortgage Business Mastery Podcast available on Apple, Spotify, or YouTube.

Why Adding Value Matters

Adding these services to your offering achieves more than just increased income—it fosters stronger client relationships. A satisfied client is more likely to recommend your services to friends, family, and colleagues, creating a cycle of referrals that can grow your business organically.

Here’s why these value-add strategies work so well:

• Trust Building: Clients feel more confident working with someone who genuinely cares about their broader needs.

• Repeat Business: By staying connected, you increase the chances of repeat business when it’s time to remortgage.

• Competitive Edge: In a crowded market, being different and going the extra mile helps you stand out.

Final Thoughts

Being a mortgage broker in today’s world is about more than securing loans. It’s about building relationships and providing comprehensive solutions that meet your clients' broader financial needs. Whether it’s offering a ready-to-move service, expanding into other financial products, or introducing innovative models like subscription-based cashflow services, there are countless ways to stand out and thrive.

If you’re looking to create value-added mortgage services, start implementing these tips today. What steps are you taking to add value for your clients? Let me know in the comments or reach out to discuss how we can implement these strategies into your business. To work with me directly, visit my website.

For more ongoing tips and insights, follow me on Instagram, LinkedIn, or Facebook. Don’t forget to grab my FREE Mortgage Marketing Blueprint here and subscribe to the Mortgage Business Mastery Podcast on Apple, Spotify, or YouTube.