This is Part Two of our Mortgage Workshop Series: Helping clients - especially those early in their homeownership journey - strengthen their financial profile and take practical steps towards buying a home.
You can read the first part of this series here: Your Step-by-Step Guide to Hosting a Mortgage Workshop.
For many first time buyers, the dream of owning a home can feel farfetched. Concerns about deposit savings, credit history, or whether they can even afford a mortgage can often hold them back from starting the process.
As a broker, you’re well-positioned to help them navigate this often confusing process with confidence. One of the best ways to do this is through a buyer readiness workshop - an engaging and supportive session that covers affordability, deposit strategies, credit understanding, and everyday habits that improve mortgage prospects.
This guide outlines how to organise a workshop that is as informative as it is approachable.
Misconceptions about getting a mortgage are everywhere. Many assume that a single late payment on their credit file can ruin their chances of homeownership, or that they can’t get a mortgage without a large deposit. Others simply have no idea what lenders are actually reviewing when an application is assessed.
A well-run workshop gives you the chance to clear up any misunderstandings. You’re helping people understand what really matters, without overloading potential clients with information.
After coming to a workshop, attendees will leave with feeling better informed, more in control, and more likely to reach out to you when they’re ready to move forward.
Buyer readiness covers personal topics like affordability and deposit savings, so it’s important to foster an open atmosphere. Instead of presenting a lecture, open the floor to an honest and welcoming discussion.
Keep the group small enough for genuine interaction - anywhere between 15 to 20 people is ideal. Whether it’s in person or online, aim for a relaxed format that encourages questions and doesn’t rush the discussion. The best sessions should be no longer than 75 minutes maximum.
Here’s a sample agenda to give you some guidance:
Remember to keep any technical language to a minimum - most people aren’t familiar with the inner workings of the homebuying process, and your goal is to demystify it as much as possible.
You might find it useful to prep them with this Glossary for First-Time Buyers.
If someone leaves your workshop with something tangible - a tip, checklist or insight they can put into action right away - they’re much likelier to remember the experience and refer back to you when they’re ready to explore their mortgaging options.
You could consider providing a budget planner or a ‘steps to readiness’ guide, referring to trusted sources to make sure they’re well-informed.
If you’re open to collaboration, bringing in a financial coach or credit specialist for part of the session can add another perspective that boosts your credibility.
Buyer readiness workshops appeal to a wide range of people, but particularly those who are in the beginning stages but aren’t quite sure if their finances are in the right place.
People you’re likely to attract will range from renters and first-time buyers with minimal credit history, to people recovering from financial setbacks or self-employed clients with irregular income and borrowing patterns.
When advertising the event, keep the messaging supportive and encouraging. You might say something like:
“Want to buy a home but unsure where you stand on affordability, deposit, or credit history? Join us for a free session to learn what lenders really look at, and the steps you can take now to boost your chances.”
It’s best to promote the workshop across multiple channels, including email lists, community pages, and social media. The latter can be a minefield if you’re not familiar with digital platforms, so we’ve outlined some strategies you can use to attract new audiences online here, with a particular focus on Gen Z, the next generation of prospective mortgage clients.
The follow-up to any workshop is almost as important as the event itself. Most attendees won’t be applying for a mortgage the next day, but many will be thinking of it soon.
Give them multiple easy options to stay in touch - it could be a free 15-minute chat to review their credit report in more detail, a monthly advice email they can sign up to, or a simple post-workshop guide to keep you (and your advice) top of mind.
It’s also a great idea to hand out a survey so you can gather feedback from attendees; it’ll help you see what worked and what didn’t.
Building trust is essential; when someone feels like you’re genuinely there to help, they’re more likely to turn to you when they’re ready to move forward, and it helps you to create a wider pool of future clients who already view you as a trusted resource.
Even if they don’t convert right away, you’ll be remembered as a broker who made mortgages and credit feel more approachable. That connection can lead to referrals and repeat engagement further down the line.
Guiding clients through the homebuying process helps people in one of the most critical parts of their journey. With workshops that break down complex information into practical steps, you offer clarity, support and a sense of direction - building trust that lasts well beyond the session itself.