We’re proud of our brokers and we want to shine a light on the fantastic work they do to help their customers. In this edition of Broker Focus, we speak to Roger Phillips, Partner at MTGE UK about his passion for helping first-time buyers.
How long have you been helping first-time buyers?
Never long enough and I’ve been doing it for three decades! They need support more now than ever, especially with cost challenges they face. They need a partner that understands their journey. I believe PRIMIS is that perfect ally – sharing the same ethos and fundamentals that focus on helping customers achieve their dreams. I believe that housing is wealth, and everyone deserves the opportunity to access it.
How have you helped first-time buyers?
With respect and understanding, they have a right to knowledge and information, and I always say there isn’t such thing as a silly question. This is further endorsed by our lenders who independently tell us we are ranked in the top five for first-time buyer brokers.
Why is it important to help first-time buyers?
They are the fuel in the engine. Without first-time buyers, the market does not grow. I’m not just talking about growth; their wants and desires creates a new-ness in the market. This makes it more sustainable to all home buyers, not just first-time buyers. It’s important to explain the process every step of the way, adopt appropriate questioning techniques and create opportunities. “We are dream makers, not dream breakers!”
In this business, I thrive on the challenge of finding a way to say “yes” when others have said “no.” It’s this determination that has led to countless successful completions. And as the only broker allowed to enter ‘Barratt’ without an appointment, I’m proud of the reputation we’ve built for going above and beyond for our customers.
What has been your most significant success story since joining PRIMIS?
Every person we help create buy a home along with PRIMIS is a success story, it’s a real team approach, to provide an individual example is wrong, yes some stand out more than others, but the point is it’s a team effort. This year alone, we’ve facilitated over £17 million in first-time buyer lending with Halifax – a remarkable achievement. It’s moments like these that make me proud to be part of a team that’s committed to making homeownership a reality for so many.
What challenges did you face early in your career, and
how did you overcome them?
Confidence and self-belief. It’s tough to get started but sheer hard work, including working evenings and weekends, taking deep breaths and conquering your own insecurity are part of the journey. When you look back and see all those you have helped whether and they are happy, it says it all!
How do you build lasting relationships with your customers?
That’s simple: honesty, communication, help and advice. Always push yourself to learn more and never take a customer for granted. You’re only as good as your last case! I treat each customer as a unique individual, providing them with the information they need, guiding them through the process, and being available whenever they need support – whether that’s through a phone call, a text message, or in-person meetings.
What message would you like to share with new brokers who have recently joined PRIMIS?
To new brokers joining PRIMIS, I can’t stress enough the importance of learning. PRIMIS is a perfect partner – they have the knowledge and industry focus that can take your career to new heights. Use it, embrace it, and keep pushing yourself. The market is ever-changing, and complacency isn’t an option. Respect everyone in the process and understand that, whether it is the client, surveyor, solicitor, lender, or PRIMIS – needs to work together to succeed.
What tips would you share on navigating the current
market landscape?
Always push yourself. When you don’t get the case question why, never be complacent, respect everyone and understand the offside rule. Much like football, the customer, surveyor, solicitor, lender and PRIMIS need to all play together. If one is offside, it will fail. This is a great space to be and, when you do things that customers don’t think are possible, it’s the greatest feeling in the world!
Throughout my years in the mortgage broker industry, I’ve come to realise that you never know who you’re going to meet or how you’ll impact their lives. And while this career is rewarding, it’s also about giving back to the customers who put their trust in us.
I have been involved with shared equity schemes from the beginning, working closely with the first Government initiatives and helping to secure lender approval for previously challenging cases. I believe that everyone deserves access to secure housing, a good night’s sleep, and a sense of safety—fundamental elements of a thriving community.
Thank you Roger, for sharing with us. If you’re a PRIMIS broker and you’d like to feature in a future Broker Spotlight, get in touch at marketing.team@primis.co.uk.
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