Broker in Focus: Paul Came, of The Mortgage Plan, shares insights from nearly two decades in the industry
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 Paul Came (pictured top), owner of The Mortgage Plan, who has spent nearly two decades navigating the ever-evolving world of mortgage broking. His journey began after a personal experience with a trusted broker inspired him to enter the industry himself. Since then, he has witnessed first-hand the transformative impact of technology on the sector, the persistent challenges facing home buyers, and the vital importance of empathy and clear communication in helping clients achieve their financial goals.
Full name: Paul Came
Job title: Owner and adviser
Company: The Mortgage Plan
Number of years in the industry: 19
Location: Tyne and Wear
How and when did you become a mortgage broker?
After buying my own property and using the services of a trusted mortgage broker, I decided I wanted to become a broker myself. I sat my exams with the CII and started working as a self-employed, self-generating broker through a local DA firm.
In your opinion, what has been the most positive development in broking?
For me, it’s the development of the internet, which enables small, one-person broker firms to have an online presence and compete with larger broker firms.
What challenges do you see currently facing the industry, and what solutions would you propose?
Key challenges include affordability for new home buyers and data/cyber security for brokers. I would like to see the introduction of hybrid mortgage models for home buyers over 40 years old, using a part repayment and part later life repayment strategy within one mortgage product. Homeowners trying to restructure their finances after divorce are often in their late 40s or early 50s, with housing needs for children restricted by age or mortgage criteria.
Highly secure IT systems need to be available to smaller broker firms that cannot afford to employ their own in-house IT manager.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
Working with vulnerable clients to provide a good financial outcome after divorce and separation. The combination of emotional stress, high legal fees, and high levels of indebtedness—often leading to adverse credit situations—can leave many home buyers completely lost as to how to find a way forward for themselves and their families.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
The two key skills that every client-facing financial services professional needs are to be a good listener and a good explainer. Clients want their advice delivered in a transparent, clear, and understandable way so that they can be absolutely confident in what they are doing.
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 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, Aaron Scott of Try Financial, and Sam Rose of TR Financial.
Are you a mortgage broker interested in being featured? Email the author with your details.
