North London broker found his calling in finance after career detours from IT to sales
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 Sam Rose (pictured), director of TR Financial, who shared his journey from IT support and estate agency to becoming a trusted name in broking across Hertfordshire and North London. Since co-founding TR Financial in 2020, Rose has witnessed the industry undergo significant transformation — from the rise of digital tools reshaping client service, to the mounting pressures facing landlords in a post-rate-hike market.
With eight years in the industry and a strong belief in communication and service as the pillars of long-term client relationships, he offers a grounded perspective on the current challenges and opportunities for mortgage brokers navigating a shifting lending landscape.
Full name: Sam Rose
Job title: Director
Company: TR Financial
Number of years in the industry: 8
Location: Hertfordshire/North London
How and when did you become a mortgage broker?
Having spent most of my 20s looking for the right career for me – starting in IT support, to estate agency, through to photocopier salesman – I obtained my CeMAPs in late 2016. My first job as a broker was for a regional estate agent in their financial services arm in January 2017. I then moved to an IFA firm where I really learned the value of hands-on client service. Shortly after the first COVID lockdown, in August 2020, my business partner and I broke from our respective firms to start TR Financial and later TR Commercial Finance. We have never looked back!
In your opinion, what has been the most positive development in broking?
The tools that brokers have at their fingertips have evolved greatly, even during my time as a broker. There is a whole raft of tools available to the industry which help brokers to provide an exemplary service to their clients. From sourcing and criteria tools, all the way through to CRM and marketing software; these tools and the developers of them have constantly had to improve and adapt the technology. This can only lead to more satisfaction from clients.
Although many brokers (not me) may have been reluctant to embrace digital tools, it is an integral part of a broker’s utility belt. Freeing up time from the more menial side of the job, it gives brokers more time to do what they love day to day, and this can only lead to better client outcomes.
What challenges do you see currently facing the industry, and what solutions would you propose?
I see the biggest challenge currently as the state of the buy-to-let market. From the smaller landlords who may only have one or two properties, all the way through to the large portfolio landlord, it is a veritable minefield. Since the rate rise shock of 2022, landlords have seen the viability of their investments diminish somewhat. What was once a safe and sound investment might now look more like a burden to some landlords, particularly those who are highly geared on their properties. With the reduction in tax breaks which have come into force over the last 10 years, this can only add to a property investor’s woes.
Both lenders and the regulator must also take some responsibility for this too. While it is possible to achieve rates closer to what was available to landlords pre-2022, these often come with fees of up to 10% of the mortgage amount. While this might look appealing from a monthly profit point of view, fees for these products can lead to problems down the road for an investor. Having a good broker can certainly lessen the burden for landlords.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
Of course, it is always memorable when receiving adulation and gratitude from a client – particularly those clients who feel their dream of owning a property will never quite happen. There is nothing more satisfying in my job than seeing clients again once they are in their new homes, often at the start of their journey as a young family.
But there are challenges too. We recently had a situation where a client might have been left considerably out of pocket due to a lender’s extremely strict, and seemingly unfair, rules on a rate switch. However, with fantastic support from our mortgage network, we were able to overcome the issue, and our client was left with a positive outcome. Support is key in this business, and we can certainly advocate for joining a mortgage network, rather than being directly authorised, to ensure the support network is as wide as possible.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
It may sound obvious, but: service, service, service! This is achieved, not least, by effective communication at all stages of the client journey. A client will always remember when a broker has provided them with all the information they require, even if that is simply to tell them that an application is being assessed and when we are likely to hear back. And even once a client has completed on their loan or policy, regular check-ins mean a broker is more likely to retain that client long-term.
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 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, Richard Dalgleish of Premier Financial Planning, and Nick Cooper of Clark Marshall Associates.
Are you a mortgage broker interested in being featured? Email the author with your details.
