Former accountant transitions to broking, inspired by managing his family's property portfolio
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.
This week, Mortgage Introducer caught up with Charn Gandham (pictured), principal of Chancery Consultants and a former accountant who made the leap into the broking industry in 2011, driven by his hands-on involvement in managing his family’s property portfolio.
Full name: Charn Gandham
Job title: Principal
Company: Chancery Consultants
Number of years in the industry: 13
Location: London
How and when did you become a mortgage broker?
I started my journey as a mortgage broker in 2011, transitioning from an accountancy background into finance. The shift was inspired by my involvement in managing my family’s property portfolio. This exposure sparked an interest in the financial aspects of property ownership and motivated me to pursue a career where I could help others navigate the complexities of mortgages. Since then, I’ve been dedicated to assisting clients achieve their homeownership goals.
In your opinion, what has been the most positive development in broking?
The emergence of challenger banks and specialist finance options has been one of the most significant developments in broking. These institutions have broadened the accessibility of the property market, enabling a wider range of buyers to secure mortgages. By offering tailored solutions to individuals with unique financial situations, they’ve made the dream of homeownership attainable for many who previously faced barriers. This has transformed the industry and empowered brokers to better serve diverse clients.
What challenges do you see currently facing the industry?
One of the biggest challenges is the rise of automation and artificial intelligence. While these technologies can streamline processes, they risk removing the human touch that is essential in mortgage broking. Brokers often act as advisors, taking a holistic view of a client’s financial situation to provide tailored solutions. The solution lies in integrating AI with elements of personalised advice, ensuring that technology enhances rather than replaces the role of a broker in understanding and addressing client needs.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
A particularly memorable experience involved a client with adverse credit, which they were initially unaware of. Upon investigating, we discovered that it was a mistake on their credit report. By guiding them through the process of disputing the error with credit reference agencies and the provider, they successfully had the adverse credit removed.
This situation underscored the importance of maintaining high compliance standards and not becoming complacent. Assumptions about a client’s financial situation can lead to mistakes, so thoroughness and attention to detail are crucial.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
For those new to broking, my advice is to always picture the client’s scenario. This approach helps you ask the right questions and ensures you cover all aspects of Know Your Customer (KYC) requirements.
By understanding the client’s unique circumstances, you can provide tailored solutions and secure the best mortgage for them. Building trust, staying informed, and prioritising client-centric service will set you apart in this dynamic industry.
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 Ifthikar Mohamed of WIS Mortgages, Lee Trett of Echo Finance, Keith Humphreys of Pinpoint Commercial Finance, Nick Hayes of Pia Financial Solutions, Alan Kent of Viable Mortgages, Chetan Jethwa of Vistaara Financial Solutions, Kane Powell of Heron Financial, Richard Jennings of Richard Jennings Mortgage Services, Barry Wise of The Mortgage Pod, and Bob Singh of Chess Mortgages.
Are you a mortgage broker interested in being featured? Email the author with your details.
