Former Royal Air Force member shares the story of his journey into the mortgage industry
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. Each featured broker recounts the key moments that have shaped their careers, offering an inside look at the paths that led them to this dynamic field. We also explore their motivations for continuing in a competitive market, the driving forces behind their commitment to clients, and the future goals they are working tirelessly to achieve — whether it’s personal career advancement or business growth.
Mortgage Introducer spoke to Chris Hall (pictured), a former member of the Royal Air Force (RAF) who struggled to transition to civilian life before he found his new passion – arranging mortgages.
Full name: Christopher Hall
Job title: Recruitment and training director
Company: 1st Call 4 Mortgages (UK) Ltd
Number of years in the industry: 25
Location: Yorkshire
How did you get into the mortgage industry?
My journey into the mortgage industry was anything but conventional. Like many, it was unplanned and somewhat turbulent at times.
After a decade in the RAF, I naively decided to transition into civvy street, thinking it would be straightforward, despite next to no sales or customer service experience behind me. Customer service skills, after all, weren’t necessary for keeping military aircraft in the air. Honestly, it was tough because I had very few transferable skills, and my understanding of commercial matters 27 years ago was limited.
The core military qualities of loyalty, discipline, being physically fit and being able to make a bed pack didn’t carry me very far at all. I drifted from one sales job to another, scraping by trying to pick up valuable people skills along the way, until I finally landed a job as a trainee financial adviser. It was a stroke of luck, and while I gained some solid qualifications, the excitement soon faded as the monotony of pensions and annuities set in.
Then, one day, everything changed! A client asked if I could arrange a mortgage for him and his family and in that moment, I was hooked. This was what I was born to do, and I was determined to pursue this new career opportunity at all costs.
Armed with a few books from WH Smiths, I honed my job interview skills and soon found myself with 10 job offers on the table locally as a mortgage adviser.
What were the challenges that you encountered when you were starting as a mortgage broker?
Unlike the life assurance industry, there was no real training on how to do the job, and the situation quickly became untenable. There were no guidebooks at WHSmith on how to succeed as a mortgage broker, Amazon was just beginning in the UK, and the internet was still in its infancy, with no forums or online communities to turn to for support.
Having previously turned down and isolated myself from nine major employers in my local area, I was determined to press on and accepted a job at short notice as a mortgage adviser for a high street bank in London. It’s a long story but this move required real sacrifice! I sold my house, couch surfed, and even slept in the back of my car before finding refuge in a shelter for homeless military veterans in East London while holding down a full-time job.
The challenges didn’t end there, once again, training was more of an afterthought than a priority and my new employer handed me my CeMAP study material just three days before a crucial bridging exam, clearly hoping to sabotage any possibility of success. Persevering to pass the exam first time, and with my CeMAP qualification in hand, I quickly secured my next position as a mortgage adviser in a busy independent estate agency. Hungry for success I found my footing and helped more people than I ever dreamed I would for the 4 years I was there. I bought my own house and even met my wife while living in London.
Do you continue to provide mortgage advice to clients, or has your focus shifted to other responsibilities?
Last year, I took on the role of recruitment and training director at 1st Call 4 Mortgages, a directly authorised firm committed to supporting self-employed mortgage and protection advisers, as well as protection-only advisers. I still advise clients as a mortgage and protection adviser.
While my personal journey has had its ups and downs, I have the drive and insight to recruit, onboard and along with a supportive team, the experience to train and support advisers in a way that I would have valued over 25 years ago. The firm currently supports over 75 advisers and growing.
What are your motivations to continue as a broker?
Whether directly or indirectly, my motivation moving forward stems from a deep-seated passion to help people navigate through one of the most significant financial decisions of their lives, which is securing a home.
What are your future goals – for your personal career and your business?
I want to expand the firm’s reach and impact by doubling the number of advisers we support by offering the training they need to succeed. The firm is 75 strong in terms of advisers and is integrating advanced technology into our processes, making it easier for advisers to deliver exceptional service to clients.
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 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.
