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Preparing Clients for the End of Fixed-Rate Mortgage Terms

Posted on March 3, 2025 - 9:55 am by cemap

With approximately 700,000 households in the UK set to reach the end of their fixed-rate mortgage deals in 2025, mortgage advisers must proactively guide clients through the transition. Many borrowers will face increased monthly payments as they move from historically low fixed rates to potentially higher standard variable rates (SVRs) or new fixed-rate deals. For new or less experienced advisers, understanding how to support clients during this critical period is essential.

Understanding the Impact of Fixed-Rate Expiry

When a fixed-rate mortgage term ends, borrowers have several options:

Move onto the lender’s SVR – Often higher than fixed rates, leading to increased repayments.
Remortgage with the same lender – A new deal may be available, but rates could be higher than before.
Switch to a new lender – A competitive remortgage deal might offer better rates and terms.
Consider alternative mortgage products – Tracker, offset, or interest-only mortgages could provide tailored solutions.

How Mortgage Advisers Can Support Clients

Start the Conversation Early

Many borrowers are unaware of the financial impact of their fixed-rate term ending. Advisers should reach out 6 to 12 months before expiry to discuss options and conduct affordability assessments.

Actionable Tip: Set up an automated system to notify clients well in advance of their deal expiry, ensuring they have enough time to review their options.

Assess Client Affordability and Options

With potential rate increases, affordability will be a primary concern. Advisers should review a client’s income, expenses, and credit profile to determine suitable refinancing options.

Key Considerations:

How much will their monthly payments increase under different scenarios?
Can they overpay before their deal ends to reduce their loan balance?
Are they eligible for exclusive retention deals from their existing lender?

Exploring Refinancing Strategies

Refinancing can help clients secure better terms, but the right approach depends on market conditions and borrower circumstances.

Options for Clients:

Fixed vs. Tracker Mortgages – If interest rates are expected to drop, a tracker mortgage could be an option, but fixed rates offer certainty.
Extending Mortgage Terms – Lengthening the mortgage term can reduce monthly payments but results in higher interest paid over time.
Offset Mortgages – Clients with savings may benefit from offset products that reduce interest charges.

Navigating Affordability Challenges

Lenders have tightened affordability assessments, making it harder for some borrowers to remortgage. Advisers should help clients prepare by:

Improving credit scores before applying for a new deal.
Reducing outstanding debts to enhance affordability.
Providing evidence of stable income, especially for self-employed clients.

Pitfall to Avoid: Advisers who wait too long to assess affordability may find their clients locked into less favourable options. Early planning is essential.

Common Pitfalls and How to Overcome Them

Clients Waiting Until the Last Minute

Pitfall: Many borrowers leave decisions too late, reducing their refinancing choices.

Solution: Proactively educate clients about their options well before their deal expires.

Not Shopping Around for the Best Deals

Pitfall: Some advisers only consider the client’s current lender rather than comparing market-wide options.

Solution: Use sourcing tools to explore multiple lender products and identify the best deals.

Failing to Prepare Clients for Affordability Tests

Pitfall: Clients may assume they will automatically qualify for a new deal.

Solution: Conduct mock affordability assessments and guide clients on improving their financial standing.

Final Thoughts

Helping clients transition from their fixed-rate mortgages smoothly is a key responsibility for advisers. By starting conversations early, exploring refinancing strategies, and proactively addressing affordability concerns, advisers can add real value and build long-term client relationships.

With interest rates and economic conditions constantly shifting, mortgage advisers must stay informed and adaptable to provide the best possible guidance to clients in 2025 and beyond.

Navigating the 2025 UK Mortgage Market: Opportunities and Challenges

Posted on February 26, 2025 - 10:30 am by cemap

The UK mortgage market is set to experience significant growth in 2025, with lending volumes expected to double. This surge is primarily driven by anticipated interest rate cuts and improved borrower affordability. For new or less experienced mortgage advisers, this presents a wealth of opportunities, but also some challenges that need to be carefully managed. In this blog, we’ll explore how advisers can navigate these changes effectively, capitalise on market growth, and avoid common pitfalls.

Understanding the Market Growth

After a turbulent period of economic uncertainty, 2025 is forecasted to be a turning point for the mortgage industry. Interest rates, which peaked due to inflationary pressures, are expected to decline as economic stability improves. This will make borrowing more affordable for both first-time buyers and existing homeowners looking to remortgage. Additionally, government incentives and lender competition are likely to stimulate more mortgage applications, further contributing to market expansion.

For CeMAP advisers, this means an influx of clients needing guidance. Whether assisting first-time buyers, home movers, or landlords looking to expand portfolios, being prepared for increased demand is key.

Opportunities for Mortgage Advisers

1. Increased First-Time Buyer Activity
Lower interest rates will encourage more first-time buyers to enter the market. Advisers should be ready to educate these clients on mortgage products, deposit requirements, and government schemes like Shared Ownership or First Homes.

Conduct informative workshops or webinars to educate potential buyers on the process.
Use social media and digital content to reach younger buyers unfamiliar with mortgage products.

2. Remortgaging Demand
Many borrowers will be reaching the end of their fixed-rate deals and looking for better options. Advisers who proactively engage with existing clients ahead of their deal expiration can secure new business and build long-term client relationships.

Set up automated reminders for clients whose fixed deals are expiring.
Offer free mortgage check-ups to help clients find better deals.

3. Lender Competition and Product Innovation
With more lenders competing for business, new mortgage products and flexible lending criteria will emerge. Staying informed on the latest offerings will allow advisers to match clients with the best possible deals.

Subscribe to lender newsletters and attend industry events for early insights.
Build relationships with BDMs (Business Development Managers) to gain access to exclusive deals.

4. Buy-to-Let Market Adjustments
While the buy-to-let sector may see a slight slowdown due to recent tax changes, declining interest rates could attract new investors. Advisers should be prepared to guide clients through portfolio structuring, tax implications, and long-term investment strategies.

Create case studies showing how landlords can maximize returns despite new regulations.
Partner with tax professionals to offer holistic investment advice.

Challenges and How to Overcome Them

Despite the optimistic outlook, there are challenges that new advisers must navigate:

Managing High Client Volumes

With increased demand comes the risk of being overwhelmed. Implementing efficient client management systems, such as CRM software, can help streamline processes and ensure a smooth client experience.
Prioritise and categorise clients based on urgency to ensure efficient time management.
Consider hiring an assistant or outsourcing administrative tasks to stay focused on advising.

Keeping Up with Regulatory Changes

The Financial Conduct Authority (FCA) frequently updates regulations. Subscribe to industry updates, attend CPD courses, and engage in professional networks to stay compliant.
Maintain a checklist for compliance to ensure every client interaction meets regulatory standards.

Client Expectations and Market Misconceptions

Some borrowers may assume that lower rates mean guaranteed approvals. Managing expectations and educating clients about affordability assessments and lender requirements is essential.
Create explainer videos or blogs addressing common misconceptions in simple terms.

Rising Property Prices and Affordability Concerns

While lower rates improve borrowing potential, property prices may also rise. Help clients explore alternative options such as higher LTV mortgages, guarantor mortgages, or longer mortgage terms to enhance affordability.
Educate clients on ways to boost their credit scores and financial profiles to secure better rates.

Actionable Tips for New Advisers

Stay Proactive with Existing Clients – Reach out to borrowers whose fixed-rate terms are ending and discuss their options early.
Expand Your Knowledge Base – Regularly review lender criteria and product updates to stay ahead of the competition.
Build Strong Lender Relationships – Good rapport with lenders can sometimes lead to better product access or case flexibility.
Leverage Technology – Use digital tools for affordability assessments, case tracking, and market research to enhance efficiency.
Network and Learn – Join mortgage adviser forums, attend industry events, and seek mentorship from experienced professionals.
Invest in Personal Branding – A professional online presence can attract clients. Consider blogging, social media engagement, and video content.

Final Thoughts

The 2025 mortgage market is set to offer immense opportunities for growth, but success depends on preparation and adaptability. By staying informed, efficiently managing client expectations, and embracing industry advancements, new mortgage advisers can position themselves for long-term success.

Navigating this evolving landscape with confidence will not only build your client base but also establish you as a trusted expert in the field. By implementing the strategies and tips outlined here, you can maximize the opportunities of 2025 while mitigating its challenges, ensuring a strong, successful career in mortgage advising.