'I thought mortgages were boring — I was so wrong'

For this week, Mortgage Introducer caught up with Joe Stallard (pictured top), managing director at House and Holiday Home Mortgages, who shares how falling into the family business in 2018 turned into a career he is genuinely passionate about.

From calling for a mandatory protection requirement alongside mortgages, to urging a wholesale rethink of the home buying process, Stallard offers a candid take on where the industry is getting it right and where it still has work to do — alongside some hard-won advice for anyone looking to make their way in broking.

Full name: Joe Stallard
Job title: Managing director
Company: House and Holiday Home Mortgages
Number of years in the industry: 8
Location: Winchester

How and when did you become a mortgage broker?

I became a mortgage broker in 2018 after more or less falling into the family business. Before that, I honestly thought mortgages were really boring. It did not take long for that view to change! I quickly realised how much of a difference you can make to people at important moments in their lives. Helping someone navigate what can be a stressful process and get them into a home they care about is incredibly rewarding, and that is what sold it for me.

In your opinion, what has been the most positive development in broking?

A lot of people would point to technology, and rightly so. Systems and processes continue to improve, and AI is starting to play a bigger role in making things more efficient. That said, the fundamentals have not really changed. Relationships still matter. Clients want someone they can trust, who understands their situation and can guide them through it properly.

If I had to pick one area where I have seen a really positive shift, it would be protection. It is not perfect yet, but there is far more focus on it than there used to be. The industry is talking about it more, advisers are more aware of its importance, and that can only be a good thing for clients in the long run.

What challenges do you see currently facing the industry?

AI is the obvious challenge and opportunity. It will change how parts of the industry work, and we are only just scratching the surface. The key will be using it to support advice rather than replace it. There will always be clients who value experience, reassurance and having someone there to explain things properly, especially when decisions feel daunting.

More broadly, the entire home buying and selling process needs a serious rethink. Waiting months between offer acceptance and completion just does not make sense in today's world. Searches taking weeks to come back feels outdated when so much information should be instantly accessible. Streamlining this would not just help brokers — it would massively improve the client experience.

I also believe there is a strong case for some form of income protection or life insurance being mandatory alongside a mortgage, much like buildings insurance. I appreciate it is not straightforward, particularly where medical conditions are concerned, but there must be a better way to protect people and reduce the risks if life does not go to plan.

Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?

One experience that stands out was working with a client who had been turned away before and had pretty much lost confidence in the whole process. It was not an easy case, and it took time, patience and a lot of back and forth to get it right. When it finally completed, the relief and gratitude they showed was a real reminder of why this job matters. It reinforced the importance of listening properly, not rushing, and never writing a case off too quickly. 

Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?

I would always say to do your homework first and make sure it is genuinely something you want to do. The barrier to entry can be quite low, which is great, but it is not an easy start and it is definitely not a quick way to make money. The early years take effort, resilience and a willingness to learn.

If you focus on doing the right thing for clients, building trust and playing the long game, it is a really rewarding career. Shortcuts do not last, but good advice does.

Broker in Focus is a weekly Mortgage Introducer feature, spotlighting mortgage brokers from diverse backgrounds and locations across the UK. Among those recently featured are Sam Ewen of Rosehill Financial Services, Stuart Mosley of SJ Financial Solutions, Andrew Watson of Echo Finance, Tracie Selley of Approved Mortgage Solutions, Craig Chavez of Three Keys Mortgages, Bryan Brett of Just Mortgages, Joanne Pay of Elysian Trust Financial, Geraldine Williams of Bubble Financial, and Lauren Wilson of Portway Finance.