FT Adviser speaks to aspiring mortgage brokers on Just Mortgages’ training programme about what motivated them quit their jobs to join the profession.
Just Mortgages’ training course teaches mortgage advisers, who have passed their CeMAP, how to build a successful career.
This includes teachings about the intricacies of selling protection, how to approach sensitive topics with clients, and how to present yourself.
FT Adviser spent a day in Just’s offices in Swindon to see what attracted people to the profession.
One student on the course, 23-year-old Ryan, had previously been a car salesman after completing his A-levels, a profession which he found enjoyable due to the social aspect of conversing with customers.
However, he pointed out that it did not bring in enough money for him and so he looked into more rewarding jobs with a similar social scope.
After learning of the adviser profession, Ryan decided it was a career he wanted to pursue and took his CeMAP.
What makes a good adviser is treating every customer as an individual and really listening to their needs.
Another young adviser in training was Katalina, a 23-year old originally from Moldova, who shared similar reasoning for going into mortgage advice.
Katalina had a background in customer service, having worked as a receptionist and administration in the past, which she believed would assist her in her future career as an adviser.
“I enjoy working with people, this is something that I’m good at and so the adviser profession is where I want to be,” she said.
She added that her desire to become an adviser, specifically a mortgage adviser, stemmed from her personal experience, stating: “I fell in love with mortgages when I was in the position of a first-time buyer.
“I realised that I could have a positive impact, I could make a difference by helping someone to secure, not just a mortgage, but the right mortgage.”
Second-careerists
The session also featured trainees who were coming into the profession after leaving established careers.
Mum of three Sarah had previously worked in the advertising and marketing industry.
She said her decision to move away from the marketing world came from gripes she had with the industry, such as its reliance on data leading to a loss of the customer journey.
“I like to talk and I really want to be in an industry where I can help a client and take them on a journey from start to finish. It’s the personable aspect of the job that is why I’m here.”
Sarah added these priorities would enable her to be a “good and effective” adviser as her passion for communication will lead to better understanding of the clients’ needs.
Also coming into the advice profession from another career was Aaron, a former police officer from Kent, who had no previous experience with the industry.
He left the police force due to an injury and identified the potential to earn as what first attracted him to the profession.
Aaron was positive about the benefits Just’s academy offered, describing it as “amazing” and argued that it was unique as “I couldn’t find any other company that offered something similar”.
I could make a difference by helping someone to secure, not just a mortgage, but the right mortgage.
The session’s wealth of professional diversity was further bolstered by Richard, a trainee originally from Cardiff, with 15 years of experience as an estate agent.
He had become disillusioned with estate agency due to the lack of regulation surrounding it and described the stricter regulation of the advice industry as one of its attractive qualities.
Richard also pointed out that, during his time in his previous profession, he worked with several mortgage advisers and so had picked up tips on how to be an adviser.
“What makes a good adviser is treating every customer as an individual and really listening to their needs,” he said.
Rounding out the group was Adele, who came into advice from a varied professional background which included taking 999 calls, selling cars, and acting as a BDM for eConveyancer.
As a BDM, Adele spent a lot of time speaking with mortgage brokers promoting the platform and so had experience with the industry before her professional transition.
After she was made redundant, she decided to go into financial advice, achieving her CeMAP and then discovering the Just Mortgages academy.
tom.dunstan@ft.com
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