Brokers are becoming “busy fools” as business levels increase despite gloomy market conditions, Lawson Financial director, Michelle Lawson, has said.
Lawson’s comments follow the latest Mortgage Market Tracker report from the Intermediary Mortgage Lenders Association which found intermediary confidence softened slightly in Q4 2025.
Overall confidence in the outlook for the mortgage industry edged down during the quarter and remains below the levels typically seen between 2015 and 2019.
However, at the same time, confidence in the outlook for advisers’ own firms continued to outperform sentiment about the wider mortgage market and improved through the quarter.
In December, 57 per cent of advisers said they felt “very” confident and 43 per cent felt “fairly confident” about the outlook for their business.
In response, Lawson said, while the below par market conditions have led to some fleeing, business for brokers still remains healthy.
“There is a lot of duplication and a lot of technology issues which suckers time which could be used for writing business,” she said.
“That said, there are people leaving the industry and those that are diversifying. We have had a significant uptick in business for this year but also the market outlook is gloomy — it doesn’t mean it isn’t busy.
“People will always want to move for a variety of reasons and the uncertain economic climate of the last few years has meant borrowers taking more shorter term products so this business is coming around again.”
Fox Davidson director, Sarah Fox-Clinch, explained that, while the industry as a whole can be unpredictable, due to uncertainty around interest rates, geopolitics, and affordability, adviser businesses can be more directly influenced.
“Confidence in our own businesses comes from what we can directly influence: strong client relationships, improved communication with lenders, and the ability to adapt quickly,” she explained.
“Over the past few years, broker firms have become more resilient, investing in technology and specialist expertise, which positions us well in a more complex market.”
She added that challenging conditions often reinforce the value of advice and pointed out that, when sentiment dips, clients need clarity and tailored guidance more than ever.
“So brokers remain confident in their expertise and ability to help clients, especially in an uncertain market.”
A similar sentiment was shared by Roxton Wealth practice principal and IFA, Nouran Moustafa, who said that the disparity was not surprising.
“Advisers can’t control the wider market, but they can control how they run their businesses,” she said.
“What differentiates firms is adaptability. Forward thinking advisers refine processes, diversify income streams, strengthen client relationships, and plan for volatility rather than react to it.”
She suggested that, for consumers, this is reassuring as it means many broker firms are resilient, prepared and structured to operate effectively even when headlines feel uncertain.
“Confidence in your own model reflects preparation not denial of market challenges.”
tom.dunstan@ft.com
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