Mortgages & Debt: What Candidates Need to Know About the Market Right Now

The mortgage market has found its footing again after a difficult couple of years, and that renewed stability is changing what candidates should look for in their next move. Here is what our 2026 Real Estate Salary Guide & Trends Report, combined with insight fromour Workforce Sentiment Survey, tells us about where things stand. 

1. Confidence was on the rise, where is it now? 

Falling base rates had renewed confidence among first time buyers though due to geopolitical tensions in recent months, this has not translated into stronger activity levels across the sector. Firms expecting to expand their advisory teams and re hire after the slowdown seen through late 2024, have had to revisit their strategy in response. Due to this lack of demand in the market, there has been yet another slowdown in activity. 

2. Self-employed broking is on the rise, and it is worth weighing up properly 

Firms increasingly favour self-employed models for their lower fixed cost risk, while candidates are drawn to higher commission rates, autonomy and support packages that reduce admin burden. This is not the right fit for everyone, so think honestly about how much income variability you are comfortable with before making the switch. 

3. Brand matters more than you might think 

Strong brands are attracting talent through better lead generation and a genuine sense of earning stability. If you are choosing between two similar sounding roles, the strength of the brand behind them is a legitimate factor in how predictable your income will actually be. 

4. If you have an established client book, you are in a strong position 

Advisers with established client books are well positioned and rarely active in the market, which means firms are having to work hard to attract this group. If that is you, you have more leverage than you might assume. 

5. Compensation structures vary hugely, so compare like for like 

Salary levels across the mortgage and debt space remain highly variable due to the breadth of compensation structures on offer. Do not compare a self-employed commission only offer directly against an employed base plus bonus role without properly working through what each one actually means for your take home pay. 

6. Know your own appetite for commission risk before you negotiate 

Our own workforce data shows real variation in how much of total pay people want tied to commission, and in appetite for self-employment more broadly, some ready to make the switch now, others open to it in the next couple of years, and plenty who would never consider it. There is no single right answer, but it is worth being clear on where you sit before your next conversation with an employer. 

If base rates continue to stabilise, hiring activity and total earnings are both expected to keep growing. The advisers who do best from here will be the ones who understand exactly what they want their pay structure to look like before they start exploring the market. 

About the Author 

Hugh Van Grutten | Head of Mortgage & Debt Advisory 

Hugh has 10 years of experience at deverellsmith and heads up the Mortgage desk. He specialises in partnering with companies and delivering on project work, recruiting across all senior levels within the mortgage industry and is skilled at headhunting top talent for his companies.