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Weekly Itinerary
Day 1 — Foundations & first appointments
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Introduction to the mortgage advice industry
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Full fact-find walkthrough
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Costs of moving + affordability explanation
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AIP process & securing client commitment
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Lead handling + objection handling workshop
Day 2 — Mortgage products, lending criteria & sourcing
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Product knowledge deep dive
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Lender differences
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Using sourcing systems & comparing deals
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Real-life case exercises
Day 3 — Recommendations, packaging & application process
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Researching and selecting products
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Presenting recommendations to clients
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Application journey from DIP → Full App → Offer → Completion
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Compliance essentials
Day 4 — Protection advice & cross-selling
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Life, CI, and IP protection training
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Conducting a full protection appointment
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Health questionnaires & underwriting
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Cross-selling essentials (GI, conveyancing, wills)
Day 5 — Career routes, income generation & industry panels
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Employment vs self-employment
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How to make money as a broker
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Pipeline building & lead generation strategies
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Lender & insurer guest speakers
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Potential onboarding options with The Finance Family
What you will learn
Book a course FAQ's Contact us
1. Fact finding & first appointment mastery
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How to conduct an effective first mortgage appointment
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Full client discovery & fact-finding methodology
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Establishing financial goals, timescales, and key needs
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Understanding the costs of moving (fees, taxes, deposits, costs breakdown)
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Demonstrating affordability: How much a client can borrow
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What lenders look for & key criteria
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Explaining interest rates, fees & mortgage pricing
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What makes a mortgage cheap or expensive
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Rate vs. fee comparisons
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How to position and secure client commitment for an Agreement in Principle (AIP)
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Structuring conversations to build confidence, trust, and clarity
2. Product knowledge & lender understanding
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The full mortgage product landscape.
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Lender differences: criteria, niches, policy, and risk appetite.
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How to navigate sourcing systems & lender portals.
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Criteria analysis—what matters and why.
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Understanding income types, credit profiles, deposit sources, and property types.
3. Lead handling & client communication
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How to qualify and nurture leads.
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Structuring conversations that convert.
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Professional communication frameworks.
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Objection handling: affordability, fees, rates, competition, “I want to think about it,” etc.
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How to build client confidence quickly.
4. Researching & presenting recommendations
Step-by-step mortgage research:
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Using sourcing tools.
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Filtering criteria and lender rules.
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Selecting the most suitable lending option.
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What documents you need from clients & how to request them professionally.
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Producing and delivering professional mortgage recommendations.
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Presenting suitability and ensuring clients understand the advice.
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Transparent explanation of risks, affordability and long-term planning.
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"In-Person, Hands-On, and Actually Useful"
Unlock stronger results, faster - through training designed to deliver real, measurable impact.
Upcoming Workshop
Monday 7th August 2026
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What to expect:
Throughout this course, you'll be guided by The Finance Family's seasoned professionals who have successfully navigated every scenario you'll encounter. Our experts combine regulatory knowledge with real-world experience to deliver training that's both compliant and commercially effective.
You're not just learning theory - you're gaining battle-tested strategies that work in today's market. Our instructors bring decades of combined experience from the frontlines of mortgage and protection advice, having personally processed thousands of applications, built successful practices, and mentored countless advisors to success.
Expected hours:
9am - 5pm
Monday - Friday
With breaks & an hour for lunch
Course tutor:
Kevin Smith DipFA
Director of The Finance Family & practicing mortgage advisor
Location:
The Finance Family (HQ)
Suite 5
Pioneer House
Cannock
WS11 0DW
Have any questions?
Fill in the form below and Kevin Smith will contact you personally
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