He was ready for a career change, and the timing couldn't have been more ideal
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.
Mortgage Introducer interviewed Chetan Jethwa (pictured), managing director of Vistaara Financial Solutions, who revealed that his journey into the mortgage industry was far from traditional. However, this unconventional path enabled him to harness his unique skill set and cultivate a genuine passion for guiding clients through the often-daunting complexities of property finance.
Full name: Chetan Jethwa
Job title: Managing director
Company: Vistaara Financial Solutions
Number of years in the industry: 15
Location: Canary Wharf, London
How and when did you become a mortgage broker?
It’s an interesting journey – I found myself stepping into the mortgage industry somewhat unexpectedly around 2010. A friend of mine, who was a mortgage broker at the time, introduced me to the field. I was seeking a career change, and as luck would have it, Countrywide was hiring individuals who were CeMAP 1 qualified. The timing aligned perfectly, and I took the leap.
In your opinion, what has been the most positive development in broking?
I believe the most positive development in recent years was the Mortgage Market Review (MMR). While it initially felt like the mortgage industry came to a standstill, it ultimately built on the Treating Customers Fairly (TCF) principles, laying a stronger foundation for ethical practices. Now, with the introduction of Consumer Duty, the focus on delivering the best possible outcomes for clients has only deepened. Any initiative that encourages us to become better brokers and ensures that our advice is tailored to meet clients’ needs is undoubtedly a step in the right direction for the industry.
What challenges do you see currently facing the industry?
The biggest challenge for the mortgage market right now is the broader economic climate and its influence on the Bank of England’s (BOE) base rate decisions. Rising swap rates are adding pressure, leading many lenders to pull their existing rates or reprice products upward. However, despite this volatility, there has been an uptick in product availability, creating a complex dynamic for brokers navigating pricing strategies and client needs.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
The biggest challenge I faced to date was cold calling — though at the time, it was referred to as rather warm. This experience taught me the importance of overcoming obstacles and honing communication skills. It helped me learn how to effectively ask the right questions and probe deeper to truly understand clients’ goals and what they hope to achieve.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
When you’re new to the mortgage industry, remember three key principles: proper planning, unwavering persistence, and a commitment to exceptional service. These traits lay the foundation for long-term success.
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 Kane Powell of Heron Financial, Richard Jennings of Richard Jennings Mortgage Services, Barry Wise of The Mortgage Pod, Bob Singh of Chess Mortgages, Matt Davey of Peritus Private Finance, Chris Hall of 1st Call 4 Mortgages, Akhil Mair of Our Mortgage Broker, and Bola Anike of Elmgrove Financial Services.
Are you a mortgage broker interested in being featured? Email the author with your details.
