Mortgage Soup fires the questions at Sarah Gerrard, director at Trio Money

Mortgage Soup (MS): Can you tell us a bit about Trio Money and the types of clients and cases you tend to help?

Sarah Gerrard (SG): At Trio Money, we’re specialist brokers focused on secured loans and second-charge lending. We work alongside first-charge mortgage advisers to give them a safe, reliable place to send the cases that don’t quite fit mainstream lending and without risking their client relationship.

Most of the people we help simply don’t slot neatly into the standard boxes that traditional lenders expect. Many have income that’s a little more complex: self-employed clients whose earnings fluctuate, people with multiple income sources, or clients carrying historic credit issues that don’t reflect where they are today. These are the scenarios we handle every day, and exactly where second-charge lending often becomes the right solution.

We support brokers with a wide range of cases from straightforward homeowner loans to the situations that need a bit more time, care, and specialist knowledge. That might be a client looking to consolidate commitments after a hectic period, a business owner whose accounts need to be interpreted properly, or someone who’s had a tough year and just needs a lender who will look at their story, not just their credit score.

Because we take the time to understand the person behind the application, the process becomes smoother, more respectful, and often far more successful. For first-charge brokers, we’re here to be the partner who can say “yes” when the high-street says “no”, while keeping your client firmly in your care.

MS: Recent FLA data shows that in August 2025, new business volumes for second charge mortgages reached £176 million, up 16% year-on-year. Does that reflect what you’re seeing in your own business, and how would you describe current demand from brokers?

SG: It absolutely reflects what we are seeing, and honestly, we felt the change coming months before the numbers came out. The increase has been steady rather than dramatic, and much of it is from brokers working with clients who want to keep their first charge rate or who have built up unsecured debt while trying to cope with rising costs.

The truth is, a lot of households are still feeling the squeeze, even though the wider picture looks calmer. Many people leaned on credit cards or personal loans just to stay steady. Others want to fix up their home but cannot face the cost or stress of moving. These are real, everyday situations, and second charge loans give people a way to move forward without turning their whole mortgage upside down.

And yes, we are speaking to far more brokers who once stayed away from second charges but are now giving them a proper look. When a client has a mix of needs that does not sit neatly inside a simple remortgage, brokers are realising this route can make the whole thing much more workable. You can feel the shift in the conversations. A year ago the tone was cautious. Now it is curious, open, and far more confident.

MS: You have recently placed cases using Norton Home Loans’ new Optimal Range. What stood out to you about it?

SG: The first thing that grabbed us is how simple the range is to use. There isn’t a moment where you stare at the criteria and wonder why it has been written in such a strange way. Everything sits clearly in front of you. The bands make sense and you can see the thought process behind every part of the range. You can tell it has been shaped by people who know real customers, not by someone sitting far away from the day to day experience.

It makes our work so much easier. You open a case and the path is almost immediate. There is no long circle of checking, rechecking, and pushing things around to make them fit. When you work in specialist lending, you can feel straight away when something has been created with care and this range definitely has that feeling.

The higher loan to value options have also been a real relief. These cases can be difficult in parts of the market, and clients with a small recent credit mark often feel written off before they speak to anyone. This range does not treat them that way. It gives fair and sensible choices for people who are trying to move forward. And the moment you place a case that would have been stuck elsewhere, you can see the difference it makes. You can hear it in a client’s voice when you tell them you can help.

MS: What more could distributors or networks do to help brokers understand products like this?

SG: The most helpful support is always the sort that mirrors real life. It is not enough to know that a product exists. Brokers need to know when it fits and what the real outcome might look like.

Distributors and networks can help in very practical ways. Sharing case studies that feel close to the cases brokers see every day. Showing a clear comparison between a remortgage and a second charge. Supporting newer brokers who are still learning this part of the market. Offering training that focuses on real people and their habits, not just a list of rates.

It also really helps when distributors explain where a lender can take a personal view, because that is the point when a broker will pick up the phone rather than move on. When brokers feel confident spotting the right moment for a second charge, clients get better results. It really is that simple.

MS: Finally, what is next for Trio Money in 2026?

SG: 2026 is all about steady, meaningful growth. We want to deepen our partnerships, bring more people into the team, and expand the support we offer to brokers. As a specialist secured loan broker, part of our role is to act as a bridge between lenders and first-charge brokers and translating real-life client stories into solutions that lenders can work with, and giving brokers a trusted partner who can handle the cases that don’t fit mainstream criteria. As we grow, that bridge only becomes stronger.

Our goal for the year ahead is to manage more cases without ever losing the care and attention that make clients feel understood and safe. Speed and volume will never replace kindness or clarity, those values guide every decision we make.
We also want to keep raising awareness. Too many clients still assume that specialist finance isn’t for people like them, or that a past credit issue closes every door. It doesn’t. Used well, a second charge can give people room to breathe, reset, and build something steadier. We want more brokers, and their clients, to feel confident exploring that option.

The outlook for 2026 is genuinely bright. Brokers are more open to specialist lending than ever before. Clients are asking better questions. Demand is real and growing.
Our plan is simple: stay ahead by keeping everything clear, honest, and focused on the person sitting in front of us, while being the reliable link between brokers and lenders who can turn complex cases into real outcomes.