Broking manager shares why knowledge of lender criteria gives brokers a vital edge
Broker in Focus is a dedicated series that highlights the unique journeys of mortgage brokers, providing them with a platform to share their experiences, insights, and expertise. Through compelling personal stories and professional reflections, each featured broker recounts the key moments that have shaped their careers, delves into the challenges and opportunities facing the industry today, and shares the valuable wisdom they have gained along the way.
This week, Mortgage Introducer is featuring Aaron Scott (pictured), broking manager at Try Financial, who brings a decade of hands-on experience navigating the ever-evolving mortgage landscape. Based in Ipswich, Scott stepped into the world of broking in 2016 after a suggestion from his father — a veteran in the financial services industry — and hasn’t looked back since.
From tackling complex adverse credit cases to embracing tech-driven solutions, Scott has built a reputation for persistence, adaptability, and deep knowledge of specialist lending. In this Q&A, he shares his views on the rise of AI in the industry, the value of personalised advice, and why staying sharp on lender criteria is more important than ever.
Full name: Aaron Scott
Job title: Broking manager
Company: Try Financial Ltd
Number of years in the industry: 10
Location: Ipswich
How and when did you become a mortgage broker?
I was working in a furniture store part-time, and my dad, who is part-owner of Try Financial, suggested I look at studying to become a mortgage adviser. He has been in personal finance and the mortgage market since before I was born! So, in some ways, it felt like a logical step for me. That was February 2016, and I haven’t regretted it once. Every day brings new challenges, and equally the rewards — particularly when you see clients receive the keys to their new home or urgent second charge funds to refinance debts, relieving the pressure on their monthly outgoings.
In your opinion, what has been the most positive development in broking?
Recently, it’s been a combination of forward-thinking lenders such as Accord, who are great to work with, offering low deposit options, alongside Nationwide Building Society and West One Loans, who, in different ways, allow access to increased income multiples — helping more first-time buyers step onto the property ladder than otherwise. Technology, too, is also now playing its part with end-to-end processing, which will save brokers and their clients a lot of time. We partner with One Mortgage System (OMS) and are now seeing these benefits come through — which is brilliant.
What challenges do you see currently facing the industry, and what solutions would you propose?
I think the development of AI could persuade more clients not to engage with a broker, who has both the knowledge and experience to deal with their individual requirements and circumstances successfully, and provide a tailored, personal service to them. I would always suggest that clients seek full advice from a broker, as AI will not be there, necessarily, to support them when the nature of a deal changes and they need our support. One thing is for sure — all of us will have to work even harder to compete with AI, and will likely need to consider the specialist lending market if AI and other technology enhancements take the opportunities for standard business away from the intermediary.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
I once had a client where everything seemed to be against them: one year’s self-employed income, heavy adverse (multiple defaults/CCJs), a need for over 5.5x income for a property above a takeaway — which many lenders don’t like, even with a high-earning, clean credit lender. It was one of the first cases I cut my teeth on, and it taught me that keeping up to date with lenders’ criteria/offerings (especially adverse/specialist lenders) can make the difference between the client buying the property they want or not.
I’ve never really had a steady stream of “vanilla” cases. Since the first day, I’ve been dealing with heavy adverse cases, and it’s made me appreciate how important it is to know lender criteria inside out and back to front, so that when a tricky or unusual case hits my desk, I know where to place it.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
I would say to anyone seriously wanting to be a mortgage broker, it is a very rewarding career — especially to see clients either get their first home or move to a bigger one, with plenty of chances to develop and upsell along the way. It is hard work winning and keeping clients, but so rewarding when they recommend you later to family and friends.
They will remember the broker that helped them buy their first home or the one that found a means to regain their financial freedom through a secured loan or remortgage when their unsecured debts were almost unaffordable and, at times, unmanageable.
Broker in Focus is a weekly Mortgage Introducer feature, spotlighting mortgage brokers from diverse backgrounds and locations across the UK. Among those recently featured are Sam Rose of TR Financial, Richard Bousfield of The Surrey Mortgage Broker, Paul Hampton of Approved Mortgage Solutions, Christina Oliver of The Old Bakehouse Financial Services, Steve Dickinson of Momentum Financial Services, Paul McMath of Prosper Home Loans, Richard Noble of The Mortgage Finance Store, Luke Spellman of Spellman Financial Services, Daniel McLardy of Experts 4 Mortgages, and Richard Dalgleish of Premier Financial Planning.
Are you a mortgage broker interested in being featured? Email the author with your details.
