The mortgage market has been a very bumpy and bumpy ride in the first five months of the year, with market volatility creating a mix of anxiety and uncertainty across the industry.
The war in Iran has caused exchange rates to rise, leading to record weeks of borrowing, rapid product changes and reduced product availability. Rising mortgage rates have also had an impact on borrowers’ purchasing power.
The need for mentoring support is increasing
But if recent months have shown us anything, it’s that, in times of uncertainty, advice is more important than ever. That is why we continue to fight for the importance of counselors, and to support their education. Advisors bring not only technical expertise but also the guidance and reassurance that borrowers need.
Market volatility means advisers need to be more nimble than ever, combining expertise with the personal support clients rely on in uncertain times. Taking out a mortgage is a financial and emotional decision, and counselors help borrowers navigate it. Their value also extends beyond domestic searches, especially with millions of fixed-rate deals expiring in 2026.
For borrowers, counselors are not only there as support with financial guidance; they truly understand their clients’ broader contexts and priorities. Counselors also provide support when talking about concerns, even providing reassurance that is out of date.
At L&G’s Mortgage Club, we’ve seen firsthand the impact advisors have had. Last year we celebrated three decades in the industry, and we couldn’t have gotten to this point without the smart advisors, lenders and partners who supported us. In total we achieved £133.1bn in lending and supported 620,000 customers.
Market volatility means advisers need to be more agile than ever
Advisers are doing a great job supporting clients up front, but lenders have been working hard behind the scenes to support the health of the market in these uncertain times. Lenders also give as much notice as possible when products change or are withdrawn, which keeps the market running smoothly. Across the sector, the focus has been on doing the right thing for borrowers.
The role of technology
The Financial Conduct Authority has reopened the debate on the future of the mortgage market, with changes focusing on first-time buyers, innovation, disclosure and vulnerable buyers. It has also encouraged the use of technology and artificial intelligence, with the aim of helping advisers provide better and faster advice while retaining the human touch.
However, while digital tools can support research and processing, nothing can replace the value of human guidance and expertise when choosing a mortgage product. Our research shows that, despite the increasing use of digital tools, borrowers still place the greatest value on professional advice from a person. We found that less than one in 10 borrowers can arrange a loan using only automated tools.
We have launched the Specialist Lending Academy for advisers, to help them build their expertise and confidence
These empirical findings show that the advisor’s role extends beyond the mortgage. They are widely seen as reliable partners, supporting customers in all walks of life. There is no doubt that digital tools will become more central to the advisory system, but they should complement advisors.
Counselor education
As the market becomes more complex, the need for advisory support only increases. New technologies, changing regulations and diverse lending requirements all serious advisors must balance technical expertise with the judgment and assurance required by their clients.
This is why counselor education is so important. To deliver the best results, advisers need the confidence and knowledge to support a wide range of situations, particularly in the advice-rich professional lending market, where circumstances can vary widely.
Counselors truly understand their clients’ broader circumstances and priorities
That’s why we’ve launched the Specialist Lending Academy for advisors. The program demonstrates our commitment to championing the value of mentoring by helping mentors build their expertise and confidence.
Advisers’ commitment to high-quality, customer-focused service is essential to the sustainability of the advisory sector and fostering confidence in the mortgage market. Their expertise ensures that clients receive personalized advice at a time of rapidly changing standards and product options, protecting consumer interests and financial well-being.
Clare Beardmore is a director at the Legal & General Mortgage Club
This article appeared in the June 2026 issue of Mortgage Strategy.
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