GUEST COLUMN:
Gareth Gale
Corporate Account Manager
Halifax Intermediaries
With more customers than ever coming off fixed-rate deals, the mortgage market is entering a period that will define the next few years for our sector. For mortgage advisors, this is not a challenge to manage – it’s a genuine opportunity to show what good advice really looks like.
The figures speak for themselves. Between now and the end of 2026, millions of fixed-rate mortgage deals will mature. For many borrowers, that means an end to historically low rates. Some will see their monthly payments increase sharply. Others, particularly those who fixed in the more volatile months of 2022 and 2023, could now find themselves looking at lower rates and more disposable income.
This presents an important moment. Advisors have a chance not just to secure the next rate but to really engage with their clients – to understand where they are financially, what their goals are, and how their needs may have changed since the last time they took advice. It’s about moving from a transactional approach to one based on trust and long-term value.
At Halifax, we strongly encourage early engagement. The earlier an advisor speaks to a client, the more options there are. If rates rise again, you’ve locked in. If they fall, you can rework the deal. That flexibility gives clients reassurance in uncertain times. It also opens up the conversation to cover more than just the mortgage rate.
It’s understandable that some intermediaries have historically treated product transfers as routine. But when I speak to brokers, I always highlight the potential that’s missed when the conversation stops at the rate switch. The most successful advisors I see are those who treat this as a chance to revisit a client’s full financial picture. That could mean adjusting the mortgage term, exploring interest-only options where appropriate, or supporting clients with additional borrowing for home improvements.
We need to be curious. Has their income changed? Are they supporting older children? Has their protection cover kept pace with their lifestyle? These are not always easy conversations, but they are essential if we want to build lasting relationships.
Sustainability is also playing a growing role in our conversations with borrowers. For example, Halifax recently introduced a Green Living Reward—cashback for homeowners who carry out energy-efficient improvements. It’s not tied to a specific mortgage product, but it’s an important signal of where the market is heading. Schemes like this are exactly the sort of value-add that clients may not be aware of unless they’re prompted by a well-informed advisor.
It’s important to recognise that many clients don’t know what they need until someone takes the time to ask. A good advisor will make that time. Whether it’s restructuring a deal or helping a client take their first steps towards a more energy-efficient home, the advisor’s role is about identifying what’s possible—and helping the client see the bigger picture.
The next two years will be busy, but they will also be full of opportunity. We have a real window here to do more than just retain business. We can show clients the full value of advice when it is proactive, personal and focused on their long-term goals.
That’s how we turn one-off transactions into trusted relationships. And that’s what will define success in this market – not just this year, but in the years ahead.
