Former corporate banking manager wanted to make a greater impact by independently guiding clients through the complexities of finance
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 is shining the spotlight on Keith Humphreys (pictured), managing director of Pinpoint Commercial Finance and a former banker who recognised the opportunity to make a greater impact by stepping away from the constraints of traditional banking and working independently with clients, guiding them through the often complex world of finance.
Full name: Keith Humphreys
Job title: Managing director
Company: Pinpoint Commercial Finance Limited
Number of years in the industry: Nine in broking and 28 in banking
Location: York, North Yorkshire
How and when did you become a mortgage broker?
I became a specialist mortgage broker almost 10 years ago, following nearly three decades in banking. My career began in traditional retail banking before completing my banking exams and specialising in Business and Commercial Banking. As a corporate banking manager, I quickly developed the skills to deeply understand client funding needs, credit risk assessment, and, most importantly, relationship management. Having worked for a regional bank, one of the large five and eventually an international bank, I became frustrated with how banks view clients and the limited appetite to help businesses grow through funding. I saw an opportunity to make a more significant impact by working independently with clients to help them navigate the complexities of finance.
Before Pinpoint Commercial Finance could be formed, I knew I needed to broaden my skills base in the regulated world of residential mortgages, so I studied and passed my CeMAP exams while still in banking. With CeMAP under my belt, my goal was to create a specialist brokerage focused on clarity, trust, and tailored advice for every type of client, whether buying a first home, investing in property or needing funding to grow their business.
In your opinion, what has been the most positive development in broking?
For me, the most positive development in broking was the regulation of credit broking by the Financial Conduct Authority (FCA) in April 2014, with rules taking effect in early 2015. This regulatory shift encouraged many brokers to approach all clients with the same care and responsibility, regardless of whether their transactions were consumer or commercial. This has definitely raised the bar on the advice being given across the industry, setting a higher standard that creates greater trust and transparency in the advice we provide. However, there are still unregulated brokers in the commercial sector, so clients should exercise caution. This regulatory framework has strengthened client protections, which are essential for maintaining public confidence in the industry in the future.
What challenges do you see currently facing the industry?
The industry still faces many challenges related to affordability, shifting interest rates, and a growing need for tailored funding solutions. As affordability becomes an increasing concern, brokers must step up with a dual focus on educating clients while advocating funding options that match clients’ desired outcomes. Clients are often faced with navigating unfamiliar territory, with many online advisers still providing only “guide posting” services rather than providing them with clear, relevant advice that can empower clients to make better funding decisions. I would like to see the industry remove “guide posting” services and implement the need for all advice based on the client’s needs and desired outcomes.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
One of the most memorable parts of the job remains the same throughout my years in broking: helping a client who had previously struggled to secure a mortgage is so rewarding.
Clients often believe that if one lender says ‘no’, they can’t get the funding they need. This often leaves them feeling disheartened and uncertain about their options. This is often not the case, as there’s always a lender that will assist them. Securing a positive outcome by carefully understanding their situation and addressing the challenges step-by-step will often result in a more positive outcome. This reinforced the importance of persistence, patience, and the ability to view challenges from the client’s perspective. This is a powerful reminder that our work goes beyond transactions — it’s about positively impacting people’s lives.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
For anyone starting out in broking, prioritise the client’s interests above all else. This industry is built on trust, and clients remember brokers who genuinely take the time to understand and address their needs. Keep learning and specialise in a niche area. I was once told it’s easy to lend in the black-and-white areas, but it’s the grey that needs skill and expertise. So, creating an area of knowledge will pay dividends, such as self-employed clients, newly qualified professionals, or complex cases.
The mortgage industry is dynamic, with changing products, criteria, and market conditions. Staying well-informed allows you to offer clients the best possible advice, which sets you apart. Embrace each client relationship as an opportunity to build lasting trust and provide meaningful advice and guidance.
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 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, Bob Singh of Chess Mortgages, Matt Davey of Peritus Private Finance, Chris Hall of 1st Call 4 Mortgages, and Akhil Mair of Our Mortgage Broker.
Are you a mortgage broker interested in being featured? Email the author with your details.
