Spotlight: Tracey Boyd

At Mortgage Intelligence, we’re proud to work alongside a network of dedicated, passionate, and knowledgeable advisers who go above and beyond to support their customers every day.

Our Spotlight series highlights the individuals and businesses making a difference. In our second edition, we talk to Tracey Boyd, Principal Mortgage & Protection Specialist at Mortgage Hub Expert Ltd.

Tracey Boyd, Mortgage Hub Expert Ltd

How did you get started in the industry?

I started in the Industry back in Sept 2001, I was at a Countrywide Training Centre in Kettering when tragedy struck with 9/11. Like many other advisers in our industry I learnt my trade as a Mortgage Adviser based in an Estate Agents, didn’t realise how good I had it, being fed leads daily, its certainly a wake up call when you go self employed and have to generate all of your own business.

What sets Mortgage Hub Expert apart from others?

I like to think that as Brokers we aren’t any different to any other Broker. Personally, I like to challenge myself and always willing to learn new ways of doing things, I embrace technology. I remember when Google started, and everyone said ‘google is going to take our jobs as advisers’ it didn’t happen – now we have AI and people are saying the same thing, but can AI replace us? Maybe, if we offer a mediocre service! But if we are smart and show clients the value of using an adviser I think the smart advisers will survive. So my advice is to embrace AI, use all the good things to help you, get on social media and talk, let potential clients hear you, get to know you and they will trust you. We have automated lots of our processes and it’s a game changer.

How has Mortgage Intelligence impacted your business/career?

Mortgage Intelligence has had a massive impact on me and my business. I got involved with the Income Protection Task Force (IPTF) and that was the catalyst to make the changes to my business, that I am still learning about. I don’t have hopes and dreams to grow a massive empire, but if I did, I know they would support me with recruitment. I’ve been with the network for about 7 years now and I speak with most departments frequently, there isn’t a single person that I don’t feel I could call, and I always feel fully supported.

Have you got any tips on navigating the market?

Lots, possibly too many to mention! Several years ago I took a long hard look at my stats, I was great at writing protection, but only around 25% of it was converting to completed business! I couldn’t understand why. Then it struck me, my process was all wrong, I’m a mortgage adviser, I concentrate on mortgages and recommend insurance in addition, if the insurance isn’t written and agreed at the same time as the mortgage, it was just falling off my radar, madness! Income was slipping though my fingers. I was recommending insurance and finding out about health problems during the application process, this is too late.

Buckle in, this is the techy bit!

During my first meeting with a client I tell my clients I will be recommending the best possible mortgage deal for you, and I will also be recommending personal protection to make sure that you remain financially resilient, no matter what. And I tell them how much they need to budget for their mortgage and how much they need to budget for their protection (feel free to reach out if you want to discuss this with me). At the end of this initial meeting not only do we gather all the required docs to process their mortgage, but I also get them to complete a health questionnaire. Without exception, all clients provide exactly what I ask for – we will not proceed to get a mortgage agreed without all of the documents being received. Lets face it, clients want a mortgage, and don’t really want insurance, do they. But at this point they are excited and motivated, so before they know it, they have provided me with absolutely everything I need, not only to do a mortgage app, but also to do insurance apps too.

We enter all of the health questions onto UnderwriteMe and this gives me an indication of which insurers are on the radar along with correct premium for that client. In doing this, by the time I am ready to make a recommendation, I am confident that when I make this recommendation, the client knows about any possible ratings at the start, I don’t waste time trying 1 provider that will rate more than another provider! Result – I write the business, get paid the business, less admin. Bigger commission payments.

What’s your message to new members of Mortgage Intelligence?

Get to know the team at MI, in all the departments, they want to help you make your business a success, speak to other advisers within the network, ask them how they do things and be willing to make changes to improve and grow.

If you’re a member of Mortgage Intelligence and would like to feature in an edition of Spotlight, contact marketing@experiencemi.co.uk