'The days of being either a residential or a commercial broker are over': Georgia Varley, Specialist Hub

FR: You joined Specialist Hub in September 2025, what are the highlights during your first year?

I guess the best part of the first 12 months has been getting to know the original team and recruiting some amazing colleagues I have worked with at previous companies. Since I joined in September 2025, we’ve doubled the size of the team, upgraded our digital infrastructure and expanded our office space.

On a personal level, I've really enjoyed getting back into a training role. Two of our new team members are completely new to the industry, so it's been really rewarding (and fun!) to introduce them to the world of specialist finance and watch them build their knowledge and confidence.

FR: You announced your partnership with OMS in July, what was the decision-making process behind appointing OMS and how has it transformed the business?

We were looking for a CRM system that understood the way we work and the nature of our business, as well as being forward thinking and with a team on hand to support us when needed. The system is straightforward and easy to use – a dream to roll out and train the team on. It does exactly what it says on the tin, helping us process cases more quickly while providing a stronger audit trail and improved compliance oversight.

FR: Imagine Loans, your consumer brand, was launched last month, which offers secured loans for homeowners. How has the launch gone and what can we expect next from this side of the business?

The launch has been really well received. We’re already getting enquiries, which is a great start and bodes well for the future.

This one is especially close to my heart. The team behind the launch and marketing are people I’ve known and respected for many years, so working closely with them has been both great fun and a real learning experience.

Being the first point of contact for so many consumers who need more than a comparison site is a great feeling. More than anything, we love helping people find a solution that makes a real difference to them. Speaking to clients directly is what makes that possible, it lets us properly understand their situation and makes sure we’re doing the right thing for them.

Looking ahead, our focus is on growing and expanding the Imagine Loans offering. A big part of that is education. Many homeowners still don’t know about second charge loans or how they could work for them, whether that’s keeping a competitive mortgage rate in place or raising funds without remortgaging. We want to raise awareness of second charges and their benefits, so more people can make informed decisions about their options.

FR: What would you recommend to brokers looking to grow their specialist finance offering and attract more customers who want and need specialist finance?

Don’t turn away a case just because it doesn’t fit standard criteria or the usual route of lending, instead, pick up the phone and talk it through with us! The average experience in our office is 24 years, that’s all staff, not just management. I work with some of the best in the business and when we don’t think we can find a solution for a client, we talk it out and usually manage to get the deal over the line with some forward thinking. Book a Teams call or arrange for a face-to-face so we can go through what we do. We help your client find the solution, you keep the relationship and earn a referral fee.

FR: You recently held a webinar with Marc Goldberg, CEO of sales and distribution at Together, to discuss the opportunities in a changing lending market. What were the key learnings?

For me, the biggest takeaway was how many opportunities brokers miss by only looking at traditional mortgages.

The lending market is changing. More customers now have complex incomes, credit histories or property types that don’t fit high-street criteria. Marc explained how bridging and commercial finance can sit alongside a broker’s existing proposition rather than replace it. That might mean helping a client secure a purchase before their sale completes or supporting a small business owner who also needs residential lending. With properties now taking around nine months to sell, up from six, chain-breaking bridging is becoming a lifeline for homeowners trying to move. Marc also said commercial is Together’s biggest growth area. He made the point that the days of being either a residential or a commercial broker are over, because the customer and the security are often the same.

The real-life case studies brought this to life. One case involved a business owner who was about to lose both of her businesses and her home because of her ex-husband’s financial wrongdoing. Lender after lender had declined her on reputational risk alone. A ten-minute conversation between Tony and Marc got the case back in front of Together’s compliance team, and it was approved. Marc also told the story of an investor Together first met in an auction room in 2014. They’ve since completed around 1,000 transactions with him and lent more than £100 million. These stories showed that the opportunity is often already sitting in a broker’s client bank. It’s about asking the right questions and knowing where to turn when a case doesn’t fit.

FR: How do you see specialist finance evolving in 2027 and what exciting plans does Specialist Hub have for the New Year?

Specialist finance is becoming far less taboo. Our clients have been underserved by the high street for far too long, and the specialist market is changing that through its willingness to take a holistic view and the strong relationships between brokers and lenders. I’m proud to work in this industry and can’t wait to see what 2027 brings.

For Specialist Hub, there’s plenty still under wraps, but growth is at the top of the list. We’ll keep expanding the team, so we can support even more brokers and their clients, and we’ll be building on the launch of Imagine Loans to help more homeowners understand their options.

Personally, training will always be my passion. Through our web shows, events and day-to-day work with brokers, I want to keep sharing knowledge and helping advisers be the best they can be, so that every customer gets the right solution, every time.