Supporting Brokers Beyond Compliance: Why Mentorship and Long-Term Vision Matter
In this week’s episode of The Mortgage Broker Broadcast, Craig Skelton welcomes back seasoned industry professional Jonathan Needham, founder of Needham Financial, to reflect on the evolution of the mortgage advice world over the past few decades. With a career spanning nearly 30 years—from starting as a cashier at Nationwide Building Society to running his own business consultancy—Jonathan shares vital lessons for both aspiring and experienced brokers.
From Cashier to Consultant: Jonathan’s Journey
Jonathan’s journey began at Nationwide, where he quickly moved from cashiering into advisory roles, including mortgage advising and financial consulting. His passion for people and natural drive to support others led him into management roles at Connells and later at LSL’s Primis network. Post-pandemic, he launched a consultancy business supporting network growth and now leads Needham Financial, which operates under Cornerstone Network.
His story is not just one of personal career development, but a reflection of how the industry has transformed—both in regulation and in how new talent is supported (or not).
The Gap in the Mortgage Advice Market
One of the key themes in Craig and Jonathan’s conversation was the lack of structured support for new-to-industry mortgage brokers.
While many networks offer a platform to trade, access to lenders, and compliance services, very few provide genuine mentorship, business development training, or coaching. For brokers who are new or returning to the industry, this often leads to feeling lost, unsupported, and at times, trapped.
Jonathan highlighted this clearly:
“Brokers are often treated like numbers, not people. The level of support promised isn’t always what’s delivered.”
Over-Promising, Under-Delivering – A Growing Problem
Too many brokers are sold on a dream—promised leads, admin support, and mentoring—only to be left to sink or swim. Craig and Jonathan discussed the danger of this practice: not just poor business outcomes, but potential compliance issues and reputational damage for the broker, especially when proper due diligence is skipped.
This has led to what they describe as “loveless marriages” between brokers and their networks or AR firms—relationships built on one-sided benefits and long-term contracts with little accountability.
Why the Industry Needs to Change
Jonathan and Craig both advocate for a servant leadership approach. That means putting the broker first—offering transparency, clarity, and support from day one. They believe that:
- Training and mentorship should be long-term investments, not short-term targets.
- Networks should evolve, not resist change, especially as AI and automation reshape how advice is delivered.
- Fee transparency and ease of movement between networks should be standard, not exceptional.
Jonathan puts it plainly:
“If you want to move your gas supplier, it’s simple. It should be the same with networks. But it’s not—yet.”
Creating Real Value: Not Just Numbers, But People
For Jonathan, success is not about headcount or how many brokers are on the books. It’s about:
- Helping brokers build sustainable businesses.
- Encouraging multiple income streams (GI, protection, wills, etc.).
- Offering ongoing coaching to improve advice quality and confidence.
- And most of all, supporting people in running businesses they are proud of.
“We’re not here to just stack numbers. We’re here to help people build businesses they can thrive in.”
Final Thoughts: Choose Your Network Wisely
The podcast wraps up with a call for brokers to be more discerning:
- Don’t settle for the first offer.
- Don’t be seduced by promises that lack detail.
- Ask the right questions—and if you don’t know what to ask, seek help from someone who does.
As Craig noted:
“You don’t know what you don’t know. But getting your head up early gives you clarity—and a far better chance of long-term success.”