He has built a reputation for securing mortgages in complex cases
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.
In this week’s edition, Mortgage Introducer is putting the spotlight on Nick Cooper (pictured), specialist mortgage and protection broker at Clark Marshall Associates, who has built a reputation for tackling complex cases and helping clients secure mortgages when traditional routes have failed them.
Full name: Nick Cooper
Job title: Specialist Mortgage and Protection Broker
Company: Clark Marshall Associates Ltd
Number of years in the industry: 22
Location: London and South East
How and when did you become a mortgage broker?
Like many brokers, I sort of fell into the industry. I started out in telecoms sales before a friend who worked for Global Home Loans — handling Barclays mortgages — introduced me to the mortgage industry in 2002. I spent nearly two years there on the mortgage service desk before moving to Trigold, where I began studying for my CeMAP qualification.
In 2006, I joined Countrywide as a trainee broker, and since then, I’ve worked with several other firms. I’ve been with Clark Marshall Associates since 2012, with a short break in between, and have been helping clients secure the right mortgages ever since.
In your opinion, what has been the most positive development in broking?
One of the most significant advancements in UK mortgage broking over the past 20 years has been the rise of technology and digitalisation. The introduction of online mortgage platforms, automated affordability calculators, and open banking has greatly improved efficiency, accuracy, and the overall client experience.
That said, I don’t believe technology will ever fully replace brokers. “People buy from people” may be a cliché, but it’s true. Many first-time buyers, in particular, seek the reassurance of speaking to a professional — even if AI confirms they’re making the right decision. The human touch, expertise, and guidance we provide remain invaluable in such a major financial commitment.
What challenges do you see currently facing the industry, and what solutions would you propose?
Affordability and adverse credit remain two of the biggest challenges in the mortgage market today, alongside the difficulty many clients face in saving for a deposit — especially in London. Rising living costs and stricter lending criteria have made it harder for people to get onto the property ladder.
However, it’s encouraging to see lenders introducing innovative solutions to help, such as Skipton’s Track Record Mortgage and Nationwide’s Helping Hand. More flexible lending options, government-backed schemes, and greater industry collaboration could go a long way in making homeownership more accessible. Brokers also have a crucial role to play in educating clients on improving their financial profiles, budgeting effectively, and exploring alternative routes, such as joint borrower sole proprietor mortgages or shared ownership.
Can you share a memorable or challenging experience from your career as a broker and the lessons you gained from it?
I often joke with clients that my career has been built on fitting square pegs into round holes — and there’s a lot of truth in that! Over the years, I’ve encountered a wide range of complex scenarios, making it hard to single out just one. However, some of the most rewarding experiences come from helping clients who have been turned away by banks because they didn’t quite meet the standard criteria. Many arrive feeling discouraged and ready to give up, but finding a solution for them is both challenging and incredibly fulfilling. There’s nothing better than completing a case for someone who thought homeownership was out of reach.
Could you share any valuable advice for individuals aspiring to become brokers or those new to broking?
For those aspiring to become mortgage brokers or just starting out, my biggest advice would be:
- Focus on building relationships – Success in broking is built on trust. Whether it’s with clients, lenders, or other professionals, strong relationships will drive referrals and long-term business growth.
- Stay educated and adaptable – The mortgage market is always changing. Keep up with regulatory updates, lender criteria, and industry trends to stay ahead of the competition.
- Master protection sales early – Don’t just focus on securing mortgages — help clients protect their homes, incomes, and families. Offering protection products like life insurance and income protection will add real value to your service and boost your business.
- Leverage technology – Use CRM systems, affordability calculators, and AI to streamline your processes and enhance the client experience. The more efficient you are, the more time you’ll have to focus on giving great advice. AI is often seen as a threat, but in reality, it can be a powerful ally — helping with research and automating tasks, allowing brokers to focus on what truly matters: providing expert guidance and building client relationships.
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 Shadab Sayed of Bennison Brown, Andrew Foligno of Foligno & Co, Luke O’Sullivan of The Loans Engine, Simon Allen of Searchlight Finance, Charn Gandham of Chancery Consultants, Ifthikar Mohamed of WIS Mortgages, Lee Trett of Echo Finance, Keith Humphreys of Pinpoint Commercial Finance, Nick Hayes of Pia Financial Solutions, and Alan Kent of Viable Mortgages.
Are you a mortgage broker interested in being featured? Email the author with your details.
