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The right mortgage sourcing platform is the one that produces reliable results for your cases, shows the evidence behind those results, and fits your advice workflow without creating avoidable rekeying. Select it by testing real, anonymised client scenarios—not by accepting a “whole of market” label or a headline lender count. Compare lender and product coverage, criteria data, update controls, comparison tools, audit outputs, integrations, usability, support, security and the full contract cost. Then pilot the preferred system before committing the whole firm.
What mortgage sourcing software actually does
A sourcing system takes structured information about a prospective borrower and property—such as loan amount, value, income, employment, deposit, credit profile, property type and product preferences—and searches mortgage products against lender rules. It normally returns a shortlist with rates, fees, incentives, eligibility information and affordability results. Depending on the package, it may also store the case in a CRM, generate advice documents, retain research evidence and pass an application to a lender.
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Those functions are not universal. One product may be a standalone search utility; another may combine sourcing, lender criteria, affordability, customer relationship management and submission tools; a third may expose data and filters through an API so your existing platform remains the adviser’s main screen. An overview of the common functions is set out in Iress’s guide to mortgage sourcing software.
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Start with the firm’s service and case mix
Write down what the business actually advises on before speaking to suppliers. A platform that is excellent for straightforward employed borrowers may be a poor fit if your revenue depends on self-employed income, adverse credit, complex property or later-life lending.
- Borrower types: employed, contractor, company director, self-employed, high-net-worth, vulnerable or older clients.
- Property and purpose: standard residential, buy-to-let, new build, flats above commercial premises, non-standard construction, holiday lets, limited-company borrowing or remortgage cases.
- Loan features: repayment and interest-only, fixed and tracker products, offset, fee-assisted products, second-charge or specialist borrowing where relevant to your permissions.
- Service boundaries: the lenders and product classes you advise on, direct-only business you cannot place, and any network or principal restrictions.
- Operational scale: adviser numbers, administrator access, expected case volume, branches, remote workers and whether an appointed representative network needs separate permissions.
These statements become the acceptance criteria for a demonstration. If the platform does not support a material part of the firm’s service, a large general lender count will not compensate for that gap.
The ten procurement tests that matter
1. Relevant lender and product coverage
Ask for coverage by the cases you actually write, not only a single market-wide percentage. Request a list of included lenders and product categories, with separate treatment of intermediary-only deals, specialist products, direct-only lenders and products excluded from the search. Find out whether a network’s negotiated panel or your chosen package changes what an adviser can see.
Use a standard straightforward case and several difficult cases. Record which suitable-looking lenders are missing and whether the system explains an exclusion. A “whole of market” claim is meaningful only when the panel is broad and representative for the service you offer.
2. Criteria depth, source and freshness
Rate and fee data are not enough. Advisers need searchable rules for income, credit history, property construction, occupancy, loan-to-value, age, visa status, adverse events and other eligibility factors. FCA advised-sales guidance identifies known lender eligibility criteria—including affordability and property factors such as non-standard construction—as relevant to recommendations; see MCOB 4.7A.
Ask the supplier:
- Where each criterion comes from and whether it is supplied or confirmed by the lender.
- When a rule was last reviewed and how a change is dated and displayed to advisers.
- How conflicting, incomplete or lender-specific information is flagged.
- Whether criteria searches are retained as evidence, including the version or date used.
- How urgent lender changes are communicated and what happens during an update delay.
Have the demonstrator research a borderline case live. A confident answer without a visible source, date or escalation route is a governance risk.
3. Comparison and affordability calculations
Require side-by-side comparison of the total relevant cost and eligibility, not just the lowest initial rate. The display should make fees, incentives, valuation charges, early-repayment charges, term, payment type, maximum loan, affordability assumptions and key restrictions easy to inspect. Test how the tool handles fee-added borrowing, cashback, free valuations and products with different incentive periods.
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Check whether affordability is a lender calculation, an indicative filter or a separate workflow. Confirm what income can be entered, how variable pay is treated, whether commitments and dependants are captured, and how the result is labelled when it is not a formal lending decision. Do not let an attractive headline rate become the recommendation by default.
4. Evidence, audit and advice-file outputs
A defensible file should show the client information and assumptions used, the search date, the products considered, the selected and rejected options, the criteria checks and the reason for the recommendation. Ask the supplier to show an evidence-of-research report, an ESIS or equivalent advice-document workflow, versioning, amendments and an export that remains readable outside the platform.
Confirm whether the firm can configure mandatory fields, lock a completed search, record a supervisor review and retrieve a case quickly during a file audit or complaint. Find out which outputs are available in each package; a brochure that mentions “audit trail” may refer only to basic activity logs.
5. Integration and handoffs
Map every handoff from fact-find to recommendation, application and post-submission servicing. The practical question is how many times an adviser must re-enter the same client data.
- Standalone: useful when the firm wants to preserve an existing CRM, but exports and manual rekeying may be extensive.
- Suite: sourcing, criteria, affordability, CRM and documents share one record, reducing integration work but increasing dependence on one supplier.
- API or embedded: data and search functions appear in your own system. Confirm API scope, authentication, rate limits, support, change notices and responsibility for the user interface.
Ask for a live demonstration of single sign-on, client-data import, CRM write-back, advice-document generation, lender or application handoff and duplicate prevention. Iress’s sourcing API information illustrates the kinds of product data, filters, lender links and document generation that may be available, but the exact functions depend on the contracted package. Mortgage Brain also describes both integrations and standalone use for Sourcing Brain.
6. Adviser usability and access
Ask advisers—not only managers—to perform a normal search, amend an income figure, compare two scenarios, save evidence and reopen a case. Observe the number of screens, ambiguous labels, hidden assumptions and opportunities for an accidental overwrite. Test keyboard use, browser and device support, remote access, permissions for administrators and supervisors, and what happens when a session expires.
Require the supplier to state supported browsers, mobile or tablet limitations, availability targets, planned maintenance notices and the process for restoring access. A fast demonstration is not evidence that a busy adviser can use the system accurately under time pressure.
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7. Onboarding, training and support
Obtain a written implementation plan covering data migration, configuration, user provisioning, training, testing, launch support and post-launch review. Ask who owns the plan on both sides and what preparation your firm must complete.
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8. Security, permissions and data handling
Mortgage files contain highly sensitive personal and financial information. Request documentation on hosting location, encryption in transit and at rest, backups, disaster recovery, penetration testing, incident notification, subcontractors, retention and deletion. Confirm the supplier’s role under data-protection law and the firm’s ability to fulfil access, correction and deletion requests.
Check role-based permissions, least-privilege access, multi-factor authentication, administrator logs, leaver deprovisioning and whether exported files can be protected. Ask whether API credentials are separated by environment and how access is revoked when an integration changes.
9. Modularity and scale
List the modules you need now and those you may need later: criteria, affordability, CRM, client portal, protection, advice documents, submissions, analytics or APIs. Confirm whether modules can be added without migrating data, whether user and branch limits apply, and how the system behaves as case volume and adviser numbers grow.
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Do not pay for a broad suite solely for a feature your team will not use. Conversely, avoid a low-cost search tool if replacing it later would require rebuilding every client record and evidence process.
10. Total cost and exit terms
Public pages reviewed for this market do not establish comparable current prices or contract terms. Obtain a written quote that separates licence basis, number of users, modules, implementation, training, integrations, data migration, support, taxes, renewal or indexation, minimum term, cancellation and data export.
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Ask for an example invoice at your expected adviser count and at a higher volume. Confirm whether read-only users, temporary staff, branches, API calls or archived cases incur charges. Before signing, establish the format, timing and cost of a complete export, the assistance available during an exit and the period for which evidence remains accessible.
Regulatory checks: software does not define your advice service
The FCA’s MCOB guidance sets conditions for describing a panel or selection as unlimited. It says: “The firm would need to ensure that any panel, or selection of products, is sufficiently broad in its composition that it is representative of products from across the market, that it is reviewed regularly, and that its use does not materially disadvantage any customer.” The guidance also expects the firm’s analysis of the market and available mortgages to be adequately up to date, including when a generally available mortgage with a better rate or feature appears. Read the current wording in FCA MCOB 4.4A.
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Mortgage brokers must be authorised or operate as an appointed representative of an appropriately permitted firm. The FCA’s mortgage-broker guidance also describes Consumer Duty expectations around suitability, fair value, communications, vulnerable customers and monitoring outcomes. Include compliance, quality assurance and your principal or network in the procurement review.
A repeatable selection process
- Document the baseline. Record your service range, case volumes, current systems, pain points, manual workarounds and non-negotiable controls.
- Create anonymised scenarios. Include one standard case and the edge cases that generate the most referrals or declined applications: for example, variable self-employed income, adverse credit, unusual property construction or a complex buy-to-let structure.
- Issue the same requirements. Give every supplier identical data, questions and time limits. Require written answers for coverage, criteria sources, update commitments, security, support, integrations, export and contract terms.
- Run live demonstrations. Watch the supplier search your scenarios, reveal assumptions, compare costs, explain exclusions, save evidence and recover from missing information. Do not accept a prepared slide in place of the workflow.
- Trace the complete case. Follow a result into your CRM, advice document, compliance file and lender or application handoff. Count duplicate entries, downloads, manual checks and points where an adviser could lose the audit trail.
- Use independent user testing. Ask representative advisers to complete common tasks without vendor prompting. Record time, errors, confidence, training questions and accessibility problems. These observations belong to your evaluation; supplier claims are not substitutes for them.
- Score consistently. Use one documented rubric, identify critical failures separately from weighted preferences and retain the demonstration record. A platform that fails a mandatory criteria or evidence test should not win through a strong user-interface score.
- Pilot before rollout. Run the preferred system with representative advisers and live or carefully controlled cases. Review search quality, file completeness, rekeying, support response and customer outcomes before expanding access.
Scorecard for supplier meetings
| Area | Questions to ask | Evidence to retain |
|---|---|---|
| Coverage | Which lenders, product classes and specialist cases are included for our package and region? What is excluded? | Current lender and product list; results from your scenarios; explanations for exclusions. |
| Criteria | Who supplies each rule? How is it dated, reviewed and escalated when uncertain? | Sample criteria records, source references, update policy and change notifications. |
| Comparison | Can advisers compare total cost, fees, incentives, eligibility and affordability assumptions? | Live comparison and affordability screens using identical case data. |
| Evidence | Can the system retain inputs, searches, rejected options, criteria checks and approvals? | Sample research report, document output, audit log and export. |
| Integration | Which CRM, SSO, API, document and lender handoffs are included in the proposed plan? | Integration map, field mapping, test connection and responsibility matrix. |
| Usability | Can advisers complete normal and amended searches accurately from supported devices? | User-test notes, error counts, browser requirements and accessibility information. |
| Service | What training, support hours, response targets, maintenance notices and continuity arrangements apply? | Implementation plan, service-level schedule, escalation contacts and roadmap. |
| Security | How are data, roles, credentials, backups, incidents and deletions managed? | Security documentation, processor terms, permission model and recovery commitments. |
| Scale | Can users, branches, modules and API capacity grow without a disruptive migration? | Plan limits, upgrade prices, architecture notes and migration approach. |
| Commercial and exit | What is the complete recurring and one-off cost, and how do we leave? | Written quote, renewal and cancellation clauses, export format, timing and fees. |
What current supplier examples show—and what they do not prove
Supplier pages are useful for identifying questions and possible workflows, but their figures are marketing claims rather than independent comparisons. Validate them against your scenarios and contract.
| Supplier example | Published description | Figures and qualification | Questions for your firm |
|---|---|---|---|
| Iress sourcing | Describes mortgage, protection and retirement software with comparison filters, CRM, advice and client-portal options, plus support and training. Its API material describes mortgage product data, filters, direct lender links for current rates and fees, and ESIS and evidence-of-research generation. | The page reports “66 million mortgage quotes via our web services” and “one protection quote every 3 seconds.” The page does not state a year for either figure, so they are not a time-matched performance comparison. | Which functions and lender links are in the proposed edition? What data can be embedded, what remains on Iress screens, and what evidence is exportable? |
| Mortgage Brain Sourcing Brain | Describes online sourcing with comparisons, multiple-scenario research, valuation integration, CRM integrations or standalone use. | The page states 100+ lenders, 98% market coverage and product updates within 24 hours. These are vendor claims; ask how coverage is defined, how the 24-hour clock is measured and which package receives the stated service. | Do your difficult cases return the lenders you expect? Are criteria, update timestamps, evidence and integrations included for your network or plan? |
| Mortgage Brain wider platform | Describes Hub modules for sourcing, criteria, affordability, CRM and submissions. | The criteria material states 75,000+ criteria and data from 90+ lenders. The pages do not state a year, and the figures are not independently audited comparative metrics. | Which criteria are searchable for your cases, how are exceptions handled, and can you buy only the modules you need? |
Pilot controls and common failure modes
The search returns an attractive product that cannot be placed
Check whether an eligibility field was omitted, a criterion was stale or the displayed product was outside your firm’s panel. Record the missing information, confirm the rule with the lender, and ask the supplier how the system should flag the case. Do not present the result as suitable until the uncertainty is resolved.
Rates look current but criteria are not
Separate rate-update commitments from criteria-update commitments. Require timestamps or version information for both, and define an internal escalation when a lender changes a rule. A rapid rate feed does not establish current underwriting criteria.
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Advice evidence disappears into a PDF folder
Test retrieval by client, adviser, date and case status. Ensure the exported file includes inputs, assumptions, alternatives and approvals rather than only the final illustration. Set a retention and naming convention that your compliance team can audit.
Integration creates more work
Measure rekeying during the pilot, including amendments and declined applications. Identify fields that do not map, duplicate client records and handoffs that rely on email or downloads. Put remediation dates and ownership into the implementation plan before rollout.
Advisers work around the controls
Look for spreadsheets, screenshots, shared credentials or unexplained manual notes. These are signals that the workflow, training or permissions need changing. Give advisers a supported escalation route and review exceptions in quality assurance rather than normalising them.
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Exercise a test export before signing or during the pilot. Confirm that client data, search history, documents and audit metadata can be opened in ordinary formats, and agree how the supplier will assist with migration and deletion at termination.
Making the final decision
Choose the platform that passes every mandatory test for your service, produces transparent and current criteria evidence, and reduces operational risk in the complete advice journey. Resolve any coverage or data-quality uncertainty in writing. Keep the signed scope, assumptions, supplier answers, scenario results and pilot findings with the procurement record.
Before launch, set ownership for lender-data monitoring, user access, update review, incident response, file audits and supplier governance. Re-test representative cases after major releases or material panel changes. Your sourcing tool should make good advice easier to evidence; it should never be treated as a substitute for professional judgement, current market analysis or the firm’s regulatory responsibilities.
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