What happens at the end of your full mortgage term? (e.g. after 25 years)
Clients should clearly and confidently know whether or not they’ll have a lump sum to repay at the end of the mortgage term
If too many clients are answering "Not sure", that’s a potential risk, not just for understanding, but potentially for financial risk too.
Here are 3 coaching tips to help you build stronger conversations and more confident answers.
1. Anchor the conversation around their mortgage type
Clients often don’t connect the dots between their mortgage type and what happens at the end. So, start here:
“Just so I’m clear, is your mortgage repayment-based, interest-only, or a mix?”
Once that’s confirmed, break it down in practical terms:
Repayment = “You’ll pay off the mortgage gradually, so there’s nothing left to repay at the end.”
Interest-only = “You’ll still owe the full amount at the end—so you’ll need a plan for how to pay that lump sum.”
The key is helping them see the link between structure and outcome.
2. Get them to say it back
Understanding is strongest when they explain it, not just when you do. Once you’ve explained the setup:
“Just to double-check, what does that mean will happen at the end of your term?”
If they can answer confidently, great. If not, that’s your cue to revisit and simplify the explanation.
This technique:
Builds clarity
Surfaces gaps in understanding early
Avoids future confusion (or complaints)
3. Make the end feel real
The end of a mortgage term can feel miles away, especially with 25+ year terms. So help them visualise it:
“Let’s imagine it’s 2049 and the mortgage ends, what will need to happen then?”
Or even:
“Who do you imagine helping you repay the lump sum, if there is one?”
Questions like these bring the concept forward in time, making it more tangible and memorable for the client.
In Summary
Clients don’t need to remember the fine print but they do need to know:
Whether they’ll owe anything at the end
If so, how they plan to repay it
That you’ve helped them feel in control of that plan
Clear explanations, active listening, and a bit of future-visualisation go a long way. Keep the conversation grounded in their mortgage and their future so they’re not just informed, they’re confident.