Broker in Focus: Sam Ewen, of Rosehill Financial Services, shares hard-won lessons on building a brokerage from the ground up
Broker in Focus is a dedicated series that highlights the unique journeys of mortgage brokers, providing them with a platform to share their experiences, insights, and expertise. Through compelling personal stories and professional reflections, each featured broker recounts the key moments that have shaped their careers, delves into the challenges and opportunities facing the industry today, and shares the valuable wisdom they have gained along the way.
For this week, Mortgage Introducer interviewed Sam Ewen (pictured top), owner and managing director at Rosehill Financial Services, who shared his journey from newly qualified broker to running his own East London firm — and the lessons learned along the way.
Having set up Rosehill in 2020, just two months before the pandemic struck, Ewen has navigated no shortage of challenges. In this interview, he also discusses why AI is a double-edged sword for the industry, how proactive client management is the best response to rate uncertainty, and why finding a niche is essential advice for any broker looking to go it alone.
Full name: Sam Ewen
Job title: Owner and managing director
Company: Rosehill Financial Services
Number of years in the industry: 8
Location: Chingford, East London
How and when did you become a mortgage broker?
I became a mortgage broker back in 2018. I then set up Rosehill Financial Services in 2020 with an aim to help first-time buyers and the self-employed, as these are two areas where I find there's lots of confusion. I started as a one-man band, but now we're a small team and growing.
In your opinion, what has been the most positive development in broking?
We're pretty tech-driven, so technological advancements have been increasingly positive over time.
However, I think AI is a double-edged sword. On one hand, it has helped with our systems and processes and ensured compliance; but on the other hand, I think some people may put too much trust into AI when solely reliant on it.
I've tested different AI systems and the 'advice' provided is often incorrect when it comes to mortgages and lender criteria.
What challenges do you see currently facing the industry?
The main challenge at the moment is the uncertainty. Rates seem to be forever changing. COVID, government commentary, and wars have all impacted rates over time. However, this isn't something I can really propose a solution for in terms of the economy.
What we can do — and have been doing — is making sure we're completely on top of upcoming remortgages, reaching out six or more months in advance. We're also securing rates for clients and then monitoring them in the lead-up to completion in case they reduce.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
To be completely honest, owning a business is very challenging in itself — wearing all the hats in the early days, managing staff as time goes on, COVID striking two months after setting up Rosehill, making vital decisions to grow the business, creating new business relationships with introducers, and being directly authorised with the FCA.
Owning a business is a continuous learning curve, but that's what makes it interesting.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
I jumped in at the deep end, setting up a company shortly after starting as a broker. If I could go back, I'd work for a larger company on an employed basis for a longer period to really learn how the business side of things is run. It's okay to have a slower start.
If you're going to set up a company or be self-employed, I'd also recommend having a niche. It's much easier to market to clients if you're laser-focused.
Other than this, it's all about systems and processes for me. Map out your client journey from start to finish and then systemise it. You'll have a standardised process for all clients so that everyone receives an exceptional service.
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 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, Lauren Wilson of Portway Finance, and Jamie Alexander of Alexander Southwell Mortgages.
Are you a mortgage broker interested in being featured? Email the author with your details.
