Case Study: How Two Mortgage Advisors Transformed Their Businesses Through Social Media Coaching

In today’s fast-moving financial advice industry, visibility and trust are built online. This case study explores how two experienced mortgage advisors, Nicola Huxley from Sphere Financial Services and Tracy Boyd from Mortgage Hub Expert, transformed their businesses through coaching with mortgage business coach Ash Borland.

Working together, they learned how to harness the power of social media, refine their business systems, and embrace authentic storytelling to attract clients more effectively and build brands that work for them.

From “Old School” to Online Authority

When Nicola first connected with Ash, she had already built a successful career but recognised that her traditional approach was becoming outdated.

“I’d been advising for years but wasn’t using video or social media at all. I’d watch others do it and think I could do that, and I’ve got better stories to tell. I just needed help bringing it to life,” she explains.

As Ash recalls, Nicola’s story was a familiar one:

“Many experienced brokers know they need to evolve but aren’t sure how. My role is to simplify that transition so they can stay ahead of the curve without losing authenticity.”

Through coaching, Nicola learned to modernise her client journey, using social media not as a bolt-on marketing tool but as a natural extension of her advice process.

Reinventing Through Strategy, Not Trends

Tracy’s journey began from a different place but with a similar motivation.

“I was working flat out but couldn’t understand how other advisors were earning more,” she says. “I realised it was about getting my process right.”

Although Tracy already had a presence online, it wasn’t producing consistent results. After following Ash’s content, she recognised the need for structure, a marketing and sales system that aligned with her business goals rather than social media trends.

Ash explains:

“When a mortgage advisor starts with me, the first step is clarity, understanding what they actually want to achieve. Too many focus on views and likes instead of what matters: leads, sales, and authority.”

By working backwards from the outcome, Tracy learned how to create content that supported her goals rather than distracted from them.

Building Systems for Smarter Work

Both advisors found that real transformation came not just from marketing, but from better systems.

Nicola introduced automation and data tracking into her business, giving her time back and greater control.

“I tweak and test everything now. I check metrics, automate repetitive tasks, and make time to improve constantly. Ash brings the research and I adapt it for my business.”

For Tracy, the biggest change came from implementing structured diary management.

“I used to spend evenings phoning clients to book appointments. Now everything runs through an online booking system. It’s freed up hours every week and removed the chaos from my evenings.”

As Ash puts it:

“Most advisors think they need more leads, but what they actually need are better systems. Once the process is efficient, everything else, marketing, conversions, retention, becomes easier.”

Storytelling and Authenticity: The Real Social Media Shift

While the starting point was marketing, one of the most powerful shifts came from learning to use storytelling as a way to connect.

Ash says:

“Most brokers treat social media as something separate, but it’s just the step before your discovery call. It’s how clients pre-qualify you. Once your process is clear, your content should reflect it.”

Nicola embraced storytelling early on and became one of the first of Ash’s clients to use it effectively.

“What I didn’t realise before working with Ash was that it’s my own stories that connect with people. Just like in client meetings, stories make people feel something, that’s what helps them understand protection and why they need it.”

Tracy echoes this sentiment:

“Authenticity matters. Some of my best-performing videos are the ones where I stumble or make mistakes. They show I’m human, and that builds trust.”

As Ash often teaches, authenticity is the foundation of authority. The goal isn’t perfection, it’s connection.

The Results

Through coaching, Nicola and Tracy both achieved measurable and lasting results:

• More inbound leads from authentic video content

• Improved client retention through better systems and automation

• Higher protection income from story-based sales conversations

• Stronger personal brands recognised across their networks

But perhaps most importantly, both now enjoy more confidence, clarity, and freedom in their businesses.

“I feel more in control of my business than ever,” Nicola says.
“It’s not just about more income, it’s about having time back and loving what I do again,” adds Tracy.

Lessons for Other Mortgage Brokers

For brokers who know they should be showing up online but feel overwhelmed, Nicola’s advice is simple:

“Drop the vanity. Don’t worry about perfect lighting or how you look, your clients want real people.”

Tracy adds:

“Get over yourself. Some of my most human, imperfect videos are the ones people engage with most.”

Ash’s final takeaway is a simple but powerful reminder:

“Win your day. Spend just 30 minutes a day on marketing, researching, filming, or posting. If you win the day, you’ll win the week. Consistency beats complexity every time.”

Final Thoughts

This case study proves that success on social media for mortgage brokers isn’t about chasing trends, it’s about structure, storytelling, and staying true to who you are.

By combining systemised processes with authentic content, Nicola and Tracy have built brands that not only attract more clients but give them back control of their time and business.

Discover Mortgage Broker Coaching

If you’re ready to grow your brand, attract better clients, and build a lifestyle business you love, explore how Ash Borland’s mortgage business coaching can help.

Learn more: ashborland.com