Research has found that people in the UK are wary about getting advice on issues related to finance. The main reason for that is a fear that they will have products sold to them aggressively. That is something a self-employed mortgage advisor must overcome, but what is the best way to do so?
The process of gaining the trust of a customer who has been burned by that sort of sales pitch in the past is a gradual one. You can begin by emphasising that, because you are self-employed, you have no company pressuring you to recommend products that they offer. Many advisors choose self-employment for just that reason and pointing this out will do no harm in building trust.
It is important to be honest from the start about fees too. Being clear about what things will cost demonstrates your good faith and can help to break down any cynicism that a customer brings based on previous rough experiences. You can also show the customer your CeMAP qualification and talk them through regulations that have been introduced in recent years; to demonstrate how things have changed since the last time they sought advice.
Finally, look to have the initial meetings face to face if possible. Talking to people in person will make it easier for you to empathise with their worries and reassure them. Start by offering smaller pieces of advice too, as that will let them begin to get a sense of how professional guidance can improve outcomes for them.
