Building a resilient, successful business as a mortgage advisor requires more than just handling individual transactions.

It’s about cultivating lasting relationships with a portfolio of clients and offering them the full range of financial support they need throughout their lives. This approach doesn’t just create satisfied clients, it also builds a business that is attractive to buyers when it comes time to exit.

The Cornerstone Network is an FCA-regulated financial services network which supports mortgage and protection advisers to provide best-practice financial advice. The Cardiff-headquartered firm believes that the relationship-management model, based on that historically used by high street banks, is the key to success.

Haydn Thomas, Cornerstone Finance Group CEO, said: “If a mortgage advisor is only focused on getting clients through the door for a mortgage every five or ten years, there’s a real risk they will turn to someone else for their other financial needs in the meantime. And once they do, they may start going elsewhere for their mortgage too.

“That’s why we encourage advisors to build relationships that go beyond a single service. A client should see you as the go-to person for all their financial needs, not just mortgages. By offering support across a range of services, such as commercial insurance, later life lending, specialist protection and other financial products, you create a deeper bond and a longer-lasting relationship with each client.”

This is where being part of a network comes in. An advisor who works with Cornerstone has access to specialists in commercial finance, insurance, life cover and protection, and as well as pensions and investment expertise.

Haydn continued: “Cornerstone Commercial Finance’s team brings 428 years of collective financial services experience to the table. For mortgage advisors, a partnership with a network is not about outsourcing finance options; it’s about tapping into a deep well of knowledge and expertise that can help their clients succeed.

“This is not just about providing more choice; it’s about ensuring that clients can find the financial solutions that truly fit their needs. Being part of a network means a mortgage advisor can turn transactional interactions into long-term relationships built on trust and mutual understanding.”

Haydn said: “By working with a network like Cornerstone, mortgage advisors can broaden their expertise and they can offer additional services. This means that even if an advisor doesn’t offer a service directly, they can refer clients to trusted partners. This way, your clients are still coming to you, meeting all their needs through the relationships you’ve built.”

Focusing on client retention, rather than just acquisition, is the key to a stronger, more resilient business. Not only will you better serve your clients by being there for all their financial needs, but you’ll also build a business with true long-term value – one that will be highly attractive when the time comes to sell.

News & Insights

View all news
Leon Nyabvure and Chris Wilson, walking inside Cornerstone office

Advisers Urged to Prepare Early as Fixed-Rate Expiry Surge Offers Wider Client Conversations

With millions of fixed-rate mortgage deals set to expire across 2025 and 2026, The Cornerstone Network is urging advisers to go beyond product transfers and use this surge as a chance to build deeper client relationships, supported by smart technology and meaningful conversations.

Rachek Ramsay picture from Rachel Ramsay Financial

Helping Clients Starts with Being Well Supported Yourself

Starting a firm after two decades in financial services was a bold step — but having the right support has made all the difference. In this piece, I share how The Cornerstone Network has helped me build strong, lasting client relationships, supported by both smart technology and real human connection.

Jo Brown

Nurturing Clients is Key to Long-Term Success in the Mortgage Market

In a changing mortgage landscape, the most successful advisers are those who build lasting relationships, not just complete transactions. This article explores how relationship-led advice increases revenue, strengthens client trust, and sets firms up for long-term success.

Better Systems Can Help Build Stronger Client Relationships

Better Systems Can Help Build Stronger Client Relationships

Discover how combining cutting-edge mortgage technology with genuine human connection can transform the client experience.

Putting Trust at the Heart of Mortgage Advice

Putting Trust at the Heart of Mortgage Advice

Millions of mortgages are ending soon - are your clients ready? Discover why early conversations and trust-led advice are key to supporting borrowers through today’s shifting market.

Rob Jackson

Helping Advisers Build Confidence in High-Volume Years

As millions of fixed-rate mortgage deals expire across 2025–26, advisers have a powerful opportunity to deepen relationships and deliver meaningful advice. This article explores how early engagement, tech and human-first conversations drive long-term client value.