Building client trust and understanding is key

Mortgage Introducer interviewed Amit Patel (pictured top), mortgage consultant at Trinity Finance, who has spent the past seven years helping clients navigate the complexities of the mortgage market. Patel, who began his broking career in 2018, believes that while technical knowledge and market expertise will grow with experience, it is the ability to listen, understand, and build trust that forms the foundation of a successful career in mortgage broking.

Drawing on his background in financial services and a passion for making a tangible difference in people’s lives, Patel has witnessed first-hand how the industry’s evolution—particularly the integration of technology—has transformed both the client experience and professional standards. Yet, he maintains that at the heart of broking lies the enduring importance of strong client relationships.

Full name: Amit Patel
Job title: Mortgage consultant
Company: Trinity Finance
Number of years in the industry: 7
Location: Bexley

How and when did you become a mortgage broker?

I began my career in mortgage broking in 2018, motivated by a desire to combine financial expertise with the opportunity to make a tangible difference in people’s lives. The role offered a balance between technical problem-solving and building long-term client relationships, and it quickly became clear that this was the right path for me.

In your opinion, what has been the most positive development in broking?

The most positive development has been the integration of technology into the advice process. Digital platforms and sourcing systems have significantly improved efficiency and accuracy, allowing brokers to provide clients with clearer options and quicker outcomes. This shift has elevated both the client experience and professional standards within the industry.

What challenges do you see currently facing the industry, and what solutions would you propose?

The industry faces challenges from ongoing regulatory changes, affordability pressures, and increased client demand for guidance in a complex market. To address these, there needs to be closer collaboration between lenders, brokers, and technology providers. Improved communication, streamlined processes, and more consistent criteria would enable brokers to deliver tailored advice while maintaining the highest levels of compliance.

Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?

One case early in my career involved a client with complex income structures who had been declined multiple times. Through persistence, detailed analysis, and strong engagement with specialist lenders, I was able to secure the right solution. This experience highlighted the importance of perseverance, creative thinking, and leveraging industry relationships — qualities that remain essential in broking today.

Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?

For those entering the profession, my advice is to always prioritise the client relationship. Technical knowledge and market expertise will grow with experience, but the ability to listen, understand, and build trust is the foundation of a successful career. In addition, committing to ongoing professional development ensures brokers remain adaptable and well equipped in a constantly evolving market.

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 Paul Came of The Mortgage Plan, James Hayes of Mortgage Links, Gerard Boon of Boon Brokers, Malcolm Wright of Mainly Mortgages, Matthew Fleming-Duffy of Knight Frank Finance, Siobhan Holbrook of Mortgage Light, Oliver Woodason of Woodason Financial Services, Derek Watson of McGill Mortgages, John Tibble of Aspire Financial Planning, and Aaron Scott of Try Financial.