If you’re a mortgage broker looking for ways to generate more leads, you’ve probably thought about outsourcing your marketing. On the surface, it sounds appealing: save time, free yourself from tasks you don’t enjoy, and let a specialist handle your content.

But here’s the hard truth: outsourcing your mortgage marketing too early can cost you more than you think.

In my work coaching mortgage advisers, I’ve seen countless brokers throw thousands at agencies or freelancers, only to be left with content that looks good but doesn’t convert.

Before you outsource, you need to understand why the highest-earning mortgage brokers always start by doing their own marketing first. This blog breaks down five powerful reasons why creating your own mortgage content is the smarter path and how it sets you up to scale with confidence later.

Why Should Mortgage Brokers Test What Converts Before Outsourcing Marketing?

The biggest problem with outsourcing too early is that you’re paying someone to guess.

If you don’t yet know what type of content generates leads for your mortgage business, an agency can only produce content that “looks nice.” And looking nice doesn’t pay the bills.

Often, the most effective mortgage marketing isn’t polished. It’s simple, authentic videos where you answer client FAQs directly to camera. For a breakdown of why this works, check out my YouTube video Mortgage Marketing That ACTUALLY WORKS!!.

Until you’ve tested what works, you have no strategy and no data. That means outsourcing at this stage is really just outsourcing guesswork.

If you want more deep-dive content on lead generation and client retention, check out my YouTube channel here.

How Does Doing Your Own Marketing Make You a Smarter Buyer Later?

When you’ve created your own content, you quickly learn the difference between marketing fluff and genuine lead generation.

Too many brokers fall for vanity metrics. An agency shows them pretty videos or branded posts that get “likes,” but they don’t translate into qualified mortgage enquiries.

By doing it yourself first, you’ll develop an eye for what’s effective. You’ll know:

• What a good mortgage marketing funnel looks like

• How awareness, nurture, and lead content should work together

• When an agency is overselling aesthetics instead of results

If you want an example of focusing on sales instead of surface-level marketing, watch my video Mortgage SALES Tips That SKYROCKET Income!.

This means when you do outsource later, you won’t be taken in by empty promises. You’ll brief providers properly, demand data, and invest only in proven strategies that grow your pipeline.

Why Is Your Face the Brand in Mortgage Marketing?

This is one of the most overlooked truths: people buy from people, not logos.

Clients don’t want a faceless corporate brand. They want to feel they know and trust the mortgage adviser who’s going to help them make one of the biggest financial decisions of their life.

That means your face is your brand.

• Posting video content helps potential clients feel like they already know you

• Sharing your voice and opinions builds authority far more effectively than generic posts

• Putting yourself on camera accelerates the “know, like, trust” factor

You don’t need a studio. You need visibility and consistency. For proof of how personal branding drives referrals, see my video: MORE Mortgage REFERRALS Than You Can Deal With!.

And if you want quick advice or to ask a burning question, feel free to drop me a message on Instagram as I am always happy to help.

How Does Creating Your Own Content Help Mortgage Brokers Build Scalable Systems?

Marketing isn’t just about posting content. It’s about building repeatable systems that allow you to scale.

When you create your own marketing, you get “the reps.” You start to understand:

• How to repurpose one piece of content into multiple formats such as a blog, LinkedIn post, video, or email

• How to batch-create posts so you’re not stuck scrambling

• Which platforms generate brand leads including YouTube, LinkedIn, and Instagram

• How to streamline workflow using scheduling tools and CRMs

For example, I’ve developed systems where one 35-minute recording can be turned into a YouTube video, carousel, blog, and email campaign. That’s how you scale without burning out.

To see how this works in practice, check out my video: Mortgage Business GROWTH Plan.

How Does Doing Your Own Marketing Save Mortgage Brokers Thousands in the Early Days?

Cash flow matters more than anything in the early years of running a mortgage business.

Hiring agencies or freelancers can cost anywhere from £500 to £5,000 per month. And that’s before you even know whether the content will generate leads.

By learning the basics yourself, you avoid wasting thousands on providers who can’t deliver results. Instead, you invest that money where it matters:

• Improving your CRM and client journey

• Building a lead magnet and nurture email sequence

• Developing your own video library of FAQs and case studies

Later, once your processes are proven, you can hire an in-house marketing assistant to run them. This is cheaper, more consistent, and gives you control.

If you want a structured head start, grab my free resource: The 30-Day Mortgage Broker Boost. It’s 30 emails packed with quick wins to grow your business fast.

What Is the Real Difference Between Marketing and Lead Generation for Mortgage Brokers?

This is another trap many advisers fall into. Marketing and lead generation are not the same thing.

• Marketing makes you look good. It’s about visibility and awareness

• Lead generation fills your diary with qualified prospects

Most agencies will happily sell you marketing assets including posts, graphics, and videos that look nice but don’t actually drive enquiries. But what you need as a mortgage broker is lead flow that converts into appointments and completions.

Doing it yourself teaches you the difference. You’ll see which posts spark conversations, which videos lead to calls booked, and which emails generate replies. That knowledge can’t be outsourced until you’ve earned it.

Final Thoughts: Should Mortgage Brokers Do Their Own Marketing First?

Here’s the bottom line.

Outsourcing your mortgage marketing too soon isn’t just a waste of money. It can stall your growth completely. By creating your own content first, you:

• Learn what converts and what doesn’t

• Become a smarter buyer when outsourcing later

• Build authority by putting your own face to your brand

• Develop scalable systems you can later hand over

• Save thousands in the early years when cash flow is crucial

Doing it yourself isn’t about being a control freak. It’s about building the authority, strategy, and processes that allow your business to grow.

Once you’ve mastered the basics, then you can outsource with confidence on your terms, knowing exactly what works.

If you want to scale faster, Work with me 1:1 to streamline your marketing, grow your brand, and generate leads consistently.

If you’re just starting out in the industry, don’t forget the basics: passing your CeMAP. I recommend Future in Finance. Use my code ASH50 for £50 off any course.

Finally, if you’re still wondering whether coaching makes sense, read this: Why you need a mortgage broker coach to scale your business.