How do you get first-time buyers mortgage ready?

First-time buyers navigating the UK mortgage market face a host of challenges, from tightening affordability to an ever-evolving landscape of specialist lenders and digital platforms. But for Richard Jennings, founder of Richard Jennings Mortgage Services, the real edge for brokers lies in preparation and personalisation.  

"There's the budget a lender says is affordable, and then there's the budget a client feels is affordable," Jennings said. "Nine times out of ten, when we show clients their potential mortgage payments, they decide they can’t stretch that far. So, getting mortgage ready is what really makes the difference."  

Rather than simply helping buyers push their borrowing capacity to the limit, Jennings believes in a more comprehensive approach. "We go through bank statements, credit reports, pay slips in advance of any application. We identify overdraft usage, variable incomes, and where hours could be boosted. That work upfront gives clients a real advantage," he said.  

It's a strategy grounded in experience: ensuring clients reduce unnecessary expenditure, optimise their earnings, and present a clean credit profile. "If you’re ready for the mortgage, the borrowing tends to fall into place naturally," Jennings said.  

Technology: helpful but not a replacement  

The growth of online platforms and AI tools has increased visibility for consumers but also introduced new complications. "Comparison sites don’t always show the full market picture. Sponsored products might rise to the top, but that doesn’t mean they’re the best value," Jennings said.  

While AI and automation can assist with tasks like bank statement analysis or streamlining workflows, Jennings sees no immediate threat to the broker’s role. "A computer can’t explain a client’s circumstances to an underwriter, can’t improvise or understand seasonal income patterns. We’re still the ones connecting the dots."  

The influx of new and specialist lenders has added important options for buyers who don't fit the high street mould. "Some lenders will work with one year’s accounts, others are better with clients on benefits or with credit blips. Understanding those niches is key," said Jennings.  

As a whole-of-market adviser, Jennings draws on a wide network. "Vida and Bluestone help buyers with adverse credit. Skipton supports those on benefits. That knowledge keeps clients mortgageable when high street lenders can’t help."  

He sees particular opportunity in serving the self-employed. "There’s a perception it’s difficult to get a mortgage when you’re self-employed. It’s not. You just need to understand how trading works and how to present that to a lender."  

Winning trust with a personal touch  

To maintain relevance in a digital-first world, Jennings emphasises responsiveness and communication. "Younger clients want speed. They want updates now. We use WhatsApp, not email. We’re on TikTok and Facebook. We show up where they are."  

Yet it's not just about being present. Jennings believes the broker's human insight is irreplaceable. "We explain home reports, highlight issues that could cost buyers later, and guide them through the whole process. Computers can’t do that."  

For Jennings, the future of broking isn’t about choosing between people or platforms – it’s about combining both. "Tech can streamline, but trust and expertise still close the deal."  

As affordability pressures persist and product complexity grows, brokers who invest in early-stage readiness and niche market knowledge will continue to set themselves apart. Jennings’ advice is clear: "Focus on readiness, know your lenders, and communicate on your clients’ terms. That’s how you keep first-time buyers in the race."