Mortgage Soup fires the questions at Paul Zammit, chief executive officer, The Loans Engine.

Mortgage Soup (MS): What’s the background of The Loans Engine and what services do you provide to brokers?

Paul Zammit (PZ): We’re a specialist finance broker and proud member of the Norfolk Capital Group, which has been helping customers for nearly 40 years. Over the years, we’ve built a strong reputation for helping both mortgage brokers and direct clients secure finance solutions when mainstream lending falls short.

We offer a wide range of specialist finance products, from second charge mortgages and bridging finance to commercial and semi-commercial mortgages, complex buy-to-lets, asset finance, and specialist first charge mortgages. Essentially, we provide everything except equity release.

MS: The FLA statistics show that second charge lending rose by 24% in the first three months of this year compared to 2024, does this mirror what you have seen and are you seeing a greater interest in the product by brokers?

PZ: Yes, we’ve definitely seen a noticeable increase in demand for second charge mortgages over the past year, not just from mortgage brokers, but also from direct clients actively seeking alternative finance solutions.

A big part of this growth, I believe, comes down to education. There’s been a real industry-wide push to raise awareness around second charge lending, what it is, when it’s appropriate, and how it can benefit the customer.

We’ve also been proactive in that space. We’ve hosted a number of educational Zoom sessions with our broker partners to help them identify scenarios where a second charge might be the right fit. It’s been fantastic to see brokers becoming more confident and comfortable having those conversations with clients, and that’s definitely translating into more enquiries and completed cases.

MS: You have a strong relationship with Norton Home Loans, what do you like about their proposition?

PZ: One of the things we really appreciate about Norton Home Loans is their common-sense approach to lending. Rather than relying solely on credit scores or rigid checklists, they take the time to understand each client’s full circumstances.

That level of flexibility makes a real difference, especially for clients who fall outside the criteria of traditional high-street lenders.

It’s great to work with a lender that focuses on finding solutions, not barriers. We’ve built a fantastic relationship with their team and genuinely enjoy working with them because of this approach.

MS: The Loans Engine work with a variety of mortgage clubs and networks, what more can be done by other distributors to offer second charges to a wider range of customers?

PZ: Education is still absolutely key. While the industry has made great strides in raising awareness around second charge mortgages, we still see some brokers missing opportunities because they’re not fully familiar with how and when to use them.

There’s still a common misconception that second charge mortgages are only suitable for clients with adverse credit, but that’s simply not the case. They can be an effective solution in a variety of situations, and our training sessions are designed to help brokers understand this and spot the opportunity.

So I think there’s still work to do, and it’s something we all need to keep pushing on collectively. Whether it’s through training sessions, case studies, or closer support, continued education will help brokers feel more confident offering second charges and ultimately open this solution up to a much broader range of customers.

MS: What’s next for The Loans Engine in 2025?

PZ: For the rest of 2025, our focus is on delivering even more value to our broker partners and their clients. We’re continuing to invest significantly in our bespoke in-house technology to streamline the journey, making the process faster, more efficient, and easier to navigate.

We’re also investing heavily in our people, who are at the heart of everything we do. Through ongoing training, development, and access to the right tools, we’re empowering our team to consistently deliver expert guidance and exceptional service.

Just as importantly, we’re focused on strengthening our relationships with broker partners. Our support goes well beyond handling their specialist cases, it also includes education and wider business support. Building those personal connections allows us to better understand their needs and collaborate more effectively.

Ultimately, everything we’re doing is focused on making specialist finance more accessible and on delivering the best possible outcomes for every client.