The Intermediary – August 2026 - Flipbook - Page 26
Q&A
Butterfield Mortgages Limited
The Intermediary speaks with Tom Blackmore, senior
relationship manager, and Wendy Scott, senior business
development manager, at Butterfield Mortgages Limited (BML)
Tell us a bit about your careers,
what brought you to BML?
WS: I’ve been at BML now for 10 years and
within the wider mortgage industry since 2002,
with roles in underwriting, mortgage advice and
business development.
The prospect of working for a lender like
BML was exciting – a truly bespoke approach
is something you don’t often see. Dealing with
borrowers with complexities was attractive as it
gave me the opportunity to grow and learn. Every
day is different as we navigate the specific lending
requirements of our clients.
Business development at Butterfield goes
beyond the initial meeting to take clients through
what we do; we build relationships, and manage
the process right through to completion.
TB: I joined just over a year ago. I began working
in financial services in 1999 at HSBC in a retail
environment.
I have seen how the financial services landscape
has evolved into what we know today. One thing
that has remained the same is the importance of
building a relationship with clients.
At BML, we concentrate on lending, which is our
speciality, and there is no requirement to hold any
other assets or accounts with us. This is one of the
things that attracted me to the role.
What makes BML stand out?
WS: The feedback we consistently receive is that
brokers value the continuity of working with the
same individual throughout a transaction.
When different people are involved at various
stages of a case, there can be differing
interpretations or approaches, which can
create challenges.
If I tell an intermediary that we can support a
transaction, I take responsibility for progressing it.
24
The Intermediary | August 2026
This means we develop a clear understanding of
the client and what they need. This is particularly
valuable for more bespoke cases, where a detailed
view enables more informed and productive
conversations. That consistency is something
brokers genuinely appreciate as it creates clarity
and accountability.
Another differentiator is our ability to provide
clear and informed guidance quickly. In today’s
market, where uncertainty remains high, brokers
value prompt indications of whether a case is likely
to be viable.
Our team’s experience, combined with direct
access to decision-makers, allows us to provide
timely feedback. While more complex transactions
naturally require additional assessment, we focus
on managing expectations and working closely
with intermediaries.
TB: One of our greatest strengths is also our
reputation within a specialist niche. We have
established a strong track record and are well
known among those operating in the Prime and
high-net-worth (HNW) sectors.
Importantly, we have maintained an appetite to
lend despite challenging market conditions.
We are also a dedicated lender. We do not have
competing wealth management or private banking
interests. That means there is no conflict of
interest when brokers introduce clients to us.
We are experienced in working alongside and
complementing a client’s wider advisory team,
including wealth and investment managers, family
offices and accountants.
How has BML been able to
maintain its lending appetite?
WS: Prudence and consistency have always been
central to our approach. While our proposition
has evolved over time, the fundamentals have
remained largely unchanged. We have a clear
understanding of our lending appetite and the
