For this industry veteran, trust and client care are the cornerstones of long-term success
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.
Mortgage Introducer caught up with Paul McMath (pictured), director of Prosper Home Loans, who has been helping clients navigate the mortgage landscape since 1998. With a business built on trust, transparency, and long-term relationships, he shares his insights on how the industry has evolved, the challenges brokers face, and why listening remains one of the most useful in a broker’s toolkit.
Full name: Paul McMath
Job title: Director and mortgage and protection specialist
Company: Prosper Home Loans
Number of years in the industry: 27
Location: Hastings and St. Leonards, supporting clients across the UK
How and when did you become a mortgage broker?
I started my journey in the mortgage industry in 1998, driven by a desire to make a real difference in people’s lives through financial advice that was clear, honest, and personal. By 2000, I launched Prosper Home Loans, with the vision of building a business that put people before products — and advice before sales. We later incorporated the company in 2006, marking a new chapter in our commitment to client care and professionalism.
From the beginning, my approach has always been about building long-term relationships — with clients, lender partners, and colleagues — to deliver outcomes that are not just suitable, but genuinely helpful and reassuring.
In your opinion, what has been the most positive development in broking?
While technology has made the process faster and more accessible, the most positive shift for me has been the increased emphasis on personalised advice and relationship-driven service. There’s a growing appreciation for brokers who take the time to truly understand their clients, beyond just ticking boxes.
At Prosper, we pride ourselves on strong relationships with our lender partners. This helps us place business more thoughtfully, matching clients to lenders whose criteria and appetite align — which leads to faster decisions and better experiences for everyone involved. Collaboration is key, and it makes a real difference in achieving good outcomes.
What challenges do you see currently facing the industry?
A key challenge right now is navigating regulatory changes — especially under the lens of Consumer Duty — while maintaining a warm, client-first experience. There’s a growing demand for transparency and value, which I welcome, but it also puts pressure on firms to elevate their service, systems, and documentation.
Our solution at Prosper is to embed compliance into the client journey without making it feel cold or transactional. We use systems that support detailed record-keeping, while still having real conversations with our clients — and that balance is critical.
Another challenge is the pace of change in lending criteria and affordability models. To keep up, brokers need not only knowledge but also strong lender relationships. Our team makes a point of staying connected and sharing insights to ensure we’re always ahead of the curve — because that agility is what gets results.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
One that stands out was a family trying to secure a mortgage on a quirky, non-standard property with several complexities in their income structure. They’d been turned away elsewhere and were understandably deflated. We took the time to really understand their story, and thanks to a strong relationship with a niche lender, we were able to tailor a case that ticked every box for approval.
The lesson? Every client is unique, and often it’s the extra 10 minutes spent listening that makes the difference. That experience reinforced my belief that our job isn’t just to find any mortgage — it’s to find the right one, with empathy and care.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
This job is about more than just numbers — it’s about people. If you’re considering a career in broking, focus on building trust and relationships. Clients don’t just want a transaction — they want guidance, reassurance, and someone who’s genuinely on their side.
Take every opportunity to learn, and don’t be afraid to lean on the experience of others. At Prosper, we believe in mentorship and team support because no one has all the answers — but together, we usually find the best ones.
And finally, always do the right thing, even when no one’s watching. That’s how you build a reputation that lasts.
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 Richard Noble of The Mortgage Finance Store, Luke Spellman of Spellman Financial Services, Daniel McLardy of Experts 4 Mortgages, Richard Dalgleish of Premier Financial Planning, Nick Cooper of Clark Marshall Associates, Shadab Sayed of Bennison Brown, Andrew Foligno of Foligno & Co, Luke O’Sullivan of The Loans Engine, Simon Allen of Searchlight Finance, and Charn Gandham of Chancery Consultants.
Are you a mortgage broker interested in being featured? Email the author with your details.
