A massive 1.8 million mortgage deals will expire this year, according to UK Finance, and March is where we typically see remortgage activity peak. Approximately three quarters of remortgages are handled by intermediaries, so it means this month could be a busy one for advisers. But while March may be a high point, there’s still plenty of opportunity throughout the rest of the year.
Our internal data tells us general insurance (GI) sales to remortgage clients represent one of the most significant untapped opportunities. In our 2025 Adviser Survey, conducted with 485 financial advisers, over half (53%) said they don’t discuss GI with their remortgage clients very often. Not only are advisers missing opportunities to add value to their client relationships and help to ensure that their clients are adequately protected, but they’re also losing out on a potential income stream.
It’s easy to say the obvious starting point is simply offering to do a review of clients’ protection needs during the remortgage process. However, starting the conversation isn’t always straightforward. The client may already have an existing policy in place, or they might feel they can easily set up their insurance themselves online, so it’s important for advisers to show the added value they bring.
Asking a few probing questions can be a useful approach. For example, when was the last time they reviewed their policy to check it provides enough cover for their needs? Do they know if they have cover for accidental damage, given it’s one of the main reasons people claim on their insurance? How certain are they that their policy will provide enough cover for the cost of alternative accommodation if their home becomes uninhabitable, or if it covers them if they work from home? These types of questions challenge your clients’ perception and can lead them to check that their policy still suits their needs.
Another effective approach is to use questioning to educate customers on changes they might not be aware of. Rebuild costs have risen drastically in recent years, driven by increased labour costs, higher demand for materials and supply-chain pressures. As a result, underinsurance has become increasingly common. It’s entirely possible that their existing policy may no longer meet their needs and could be leaving them financially exposed.
Advisers can therefore add value by proactively offering an insurance review. Ask for a copy of their existing home insurance policy to enable a like-for-like comparison. Again, it’s all about asking the right questions. Have they made any changes to their home (for example, a new outbuilding which is now an office) or perhaps had a baby, which might make optional extras like home emergency more of a priority? These are things that, if left unprompted, clients may not have even considered in the context of their home insurance.
If the purpose of the remortgage is to do work on the property, such as an extension to include a home office or bigger kitchen, make sure their policy covers them while the work is being done.
Even if the policy is still meeting the client’s needs, check whether it’s competitive in today’s market. Offering a review could even save the client money while providing the same level of cover. After your conversation, you can look at a range of suitable quotes to talk through with them. Just like comparison sites, you can provide different levels of cover at different prices, with the added bonus of your advice and guidance on top.
Timing is important too. If their existing home insurance policy was sold by you, call them four weeks before their renewal is due. And if, after securing a quote for them, they ultimately decide that now isn’t the right time, then remember that you can easily revisit it in future by refreshing the recommendation in “expired quotes” – these remain within our Adviser Hub for 24 months.
We recognise that sometimes, despite the best intentions, time and resource might mean you can’t speak to every single client about their GI needs and during remortgage peaks that might be particularly true. In that case, referring your client can be a helpful option.
Remortgage clients represent a clear opportunity for referral, particularly for advisers who either aren't discussing GI at all, or who might be finding it difficult to convert these conversations into sales. Clients referred to us are twice as likely to convert compared with advisers making the sale alone, offering a really helpful way to open up additional opportunities.
Ultimately, the remortgage process creates a natural moment to revisit a client’s wider protection needs. By asking the right questions and offering a simple review of their existing cover, advisers can uncover gaps, ensure policies remain fit for purpose and demonstrate the added value of advice.
And where time or capacity is limited, referrals can still ensure clients receive the guidance they need while generating additional income. With remortgage activity set to remain high, advisers who naturally weave GI conversations into the process enhance both their client relationships and their potential revenue.
