PROPERTY & INTERIORS
OUT WITH THE OLD,
IN WITH THE NEW
After realising that the traditional ways of working were selling their clients short, Mortgagewise Scotland are putting sound advice over sales targets.
T
he brainchild of directors Paul Kelly and Anthony McGoldrick, these self-employed brokers began trading as Mortgagewise Scotland in January of 2020. After a few coronavirus-induced “squeaky bum moments”, they’ve opened their Moss Street base and taken on new staff in the process. Experts in everything from life cover to income protection and family income benefit, Mortgagewise Scotland will banish your preconceptions of what engaging with the financial world should feel like. “We’d both come from estate agency backgrounds but neither of the two of us were particularly corporate and had our own ideas about what we should be doing for clients,” Paul reveals. “The idea of having sales targets was a bit galling when someone’s paying you a mortgage fee, so we thought we should be working solely for their interests. After getting enough stick for it, we set out on our own.” “I was taught a certain way of doing things that I thought was right,” Anthony extends, “but when you leave that, you realise ‘oh my god, that was completely wrong.’ Now, a lot of our clients come back because their relationship is with 36 MILL
us, not some massive company. By doing it our way, we find that clients relax and we can then be more consultative.” “When someone comes to us, they usually find that we’re much more personable than they were expecting,” says Paul. “We’re certainly compliant and cover the whole market, but we just don’t feel the need to live up to that traditional atmosphere. It’s stood us in good stead and led to plenty of repeat referrals and word-of-mouth business. That’s been the real acid test for us.” Taking a “holistic approach” to mortgages, the duo pride themselves on “taking the time to sit down and find out the client’s goals, motivations and plans for the future”. “Our job is to show them what’s available and everything that annoyed us about where we were before is the complete antithesis of what we do now. It’s all open, that’s why we’ve got ‘no sales targets’ right there in the window,” the pair enthuse. “For us, those days are long gone.” Mortgagewise Scotland, 53 Moss Street, Paisley, PA1 1DR, 0141 231 2150, mortgagewisescotland.com
