Overview
Mortgage broker trail book valuations are on the rise, driven by stronger buyer demand and shifting market conditions. As recently reported by The Adviser, trail books have become one of the most sought-after assets in broking, with quality books fetching higher multiples than ever before.
At TrailBlazer Finance, we specialise in trail book valuations and funding solutions for brokers, and we’re seeing these trends play out across the industry every day. Whether you’re looking to sell your trail book, buy a trail book, or simply understand its value, now is the time to pay attention.
Why are trail book values increasing?
Buyer demand is a major factor, but there are several key drivers of trail book value that every broker should understand:
Loan seasoning: Books with loans aged 3–5 years are particularly attractive, showing stability without excessive run-off.
Borrower and loan mix: The balance of owner-occupied vs investment loans, average loan size, and borrower demographics all influence value.
Market conditions: Stable interest rates, lower refinancing activity, and regulatory certainty are supporting higher multiples.
Growth trajectory: Buyers pay more for trail books that are growing, not just holding steady.
👉 Two trail books with the same income can be valued very differently depending on these factors.
Why timing your trail book valuation matters
Trail book values are not static. They fluctuate with economic conditions, competition, and shifts in borrower behaviour. That’s why getting a professional trail book valuation is critical before selling, buying, or using your trail income to secure finance.
A valuation looks at run-off, arrears, clawbacks, borrower mix, and macroeconomic trends – not just your headline trail income – to provide a realistic, defensible figure. This ensures you can negotiate from a position of strength.
What this means for mortgage brokers
If you’re a mortgage broker thinking about succession planning, acquisition, or business growth, understanding the true value of your trail book is essential.
At TrailBlazer Finance, we’ve created the Inside Scoop on Trail Book Valuations eBook to help you navigate:
The key drivers of trail book value
Common traps valuers don’t tell you
How market conditions impact multiples
When and why to value your trail book
You can also use our free trail book valuation calculator for an instant estimate of your book’s worth.
🎧 Want to go deeper? Listen to our latest podcast: How to Navigate Trail Book Buying & Selling in Today’s Market. In this conversation, I share practical insights on market trends, negotiation strategies, and how to maximise your book’s long-term value.
