The complete broker's planning kit 2026

Added 16/01/25 - 4 min read

Updated 26/01/26

As 2026 gets underway, mortgage brokers are facing another year of change, and opportunity. Economic uncertainty, evolving client expectations and tech innovation are all shifting the landscape again. But for many brokers, the question isn’t what’s happening, it’s what to do with it all.

This isn’t just a calendar of what’s coming up. It’s a practical planning kit, designed to help you make sense of 2026 and put your business in the best possible position to grow.

1. Start with market intelligence, not assumptions

A strong 2026 plan starts with understanding where we are, and what your clients are feeling. Inflation may have cooled a little, but affordability remains tight, while remortgage opportunities are rising again. Clients are looking for clarity, not complexity.

Map the current landscape: Look at interest rate trends, product availability, inflation pressures, and shifting buyer demographics. For example, first-time buyers and self-employed clients remain underserved, could this be where you stand out in 2026?
Run a quick SWOT: Identify what’s changed in your patch. Are landlord clients selling off? Are self-employed borrowers increasing? What parts of your business are getting the most engagement?
Bring insight into your workflow: Use your CRM to tag trends and build client segments. That gives you a clear line of sight on which services and messages matter most this year.

For extra planning structure, see our recent wrap-up: The UK Mortgage Market: A Year of Progress, Pause and Potential.

2. Lean on tech that frees up your time (and mind)

There’s no shortage of tools promising better productivity, but in 2026, it’s not about what’s new. It’s about what actually helps.

CRM as your central hub: Set up key automation rules now, like follow-ups after rate expiries or new product alerts. Use pipelines to track remortgage opportunities and avoid losing clients at review time.
AI you’ll actually use: Start simple. Tools like ChatGPT can draft follow-ups, email templates, or even a first draft of that tricky client explainer. You stay in control, and clients still get the human touch.
Compliance + tech = trust: Embed tools like automated ID checks or policy trackers into your process. It helps clients feel secure, and makes your job easier too.

If you’re still weighing up AI’s role in your firm, check out the resources on our AI topic page, it’s full of practical examples and risk flags to watch.

3. Focus your growth strategy, don’t spread too thin

For many brokers, 2026 will be a year of refining what works rather than chasing everything. That’s especially true in a tighter market.

Pick a focus area: Whether that’s green mortgages, complex cases, or working more closely with a local employer group, having a niche builds authority and cuts marketing waste.
“Locally famous” is still powerful: Most borrowers still prefer local expertise. That could mean publishing a mini-guide for first-time buyers in your postcode, or appearing on a local podcast. It’s not about scale, it’s about visibility.
Tools with strategy, not just features: If you’re investing in tech, ask: “How does this help me serve better or grow faster?” Don’t pay for features you won’t use.

Need more direction? Check out our Lead generation topic page for practical, low-cost options.

4. Refresh your lead generation mix

In a competitive climate, smarter outreach beats shouting louder.

Google Business Profile: Make sure it’s fully updated, and post to it weekly. It boosts your search visibility and gives prospects trust signals when they check you out. If you’re looking for a step-by-step guide to make the most of this powerful (and free) visibility tool, check out our blog: The Google Business Profile guide for brokers.
Ask for reviews, often: Email happy clients within 48 hours and ask them to review you, not just your firm. Google reviews with your name build trust fast.
Go social, but go social: The brokers getting most from LinkedIn or Instagram aren’t just posting rates, they’re joining conversations, answering questions and offering insight. Less broadcasting, more community.
Collaborate to grow: Partner with a local accountant, letting agent or financial adviser to create co-branded content, or even a joint webinar.

5. Build a culture of everyday compliance

Compliance isn’t just a star of year task, it’s a daily rhythm. The firms who embrace it early save time and headaches later.

Make it simple: Visual workflows, templated checklists and automated reminders reduce errors and take pressure off your team.
Review your data habits: If you’re using AI, anonymise all client data and avoid uploading sensitive case notes. Review your privacy policy to reflect any new tools.
Train for trust: Even solo brokers can benefit from quarterly CPD on FCA updates, Consumer Duty and new cyber risks.

Need a recap? The Growth Series guide A Broker’s Guide to Financial Crime is a good place to start.

6. Map your client journey, then improve it

Clients don’t always follow a neat path. But if you can spot the moments that matter most, you can meet them with the right message.

Plan by audience: Map journeys for different segments, first-time buyers, remortgage clients, BTL landlords, and identify where extra contact would help.
Post-completion touch-points: A simple “how are things going?” message six months in can lead to referrals or repeat business.
Annual review emails: Offer a “free mortgage MOT” each year. It shows you care and keeps you top of mind.

Use your CRM to schedule these so they’re not dependent on memory or spare time.

7. Make your wellbeing part of the plan

We can’t talk about business growth without talking about you. Long hours, and emotional labour take their toll, especially when you’re trying to do it all.

Protect your energy: Use tools like Trello or Notion to set realistic weekly plans. Block out time for admin, follow-ups and breaks. For a deeper dive into balancing workload and reclaiming focus, take a look at our blog: How small business owners can manage their time effectively.
Build your skills, not just your pipeline: CPD events and webinars can re-energise your thinking and remind you why you started.
Check in with yourself: The Why brokers shouldn't neglect their mental health blog highlights how supporting yourself is a real business asset, not just a personal one.

8. Stay agile as 2026 unfolds

Finally, remember your plan doesn’t have to be perfect. It just needs to be alive. Set a monthly review rhythm to assess what’s working, what’s changed, and where to go next.

In summary

2026 won’t be without challenges. But it’s also full of opportunity, especially for brokers who plan with purpose. Whether you’re aiming for steady, low-fuss improvement or significant growth, the planning steps you take now will shape the conversations, referrals and results you see later this year.
Start small. Stay human. And stay close to your clients.