The Intermediary – August 2026 - Flipbook - Page 27
Q&A
parameters within which we operate. We focus on
sensible, sustainable lending decisions grounded
in common sense.
and how the Government intends to address fiscal
pressures may have important implications for
both HNW borrowers and the wider market.
What challenges are brokers
Are brokers looking for more than
highlighting at the moment?
just the lowest rate?
WS: Valuations remain one of the biggest
challenges. We work with a carefully selected
panel of valuers and support brokers by engaging
with those valuers early in the process, discussing
cases before formal instructions to identify
potential issues and help manage expectations.
WS: Price will always be an important
consideration and brokers have a responsibility
to assess the most competitive options available
to their clients. Lending decisions, however, are
about much more than rate alone.
The ability to make decisions efficiently,
provide certainty and deliver consistent service
throughout the life of a relationship can be equally
important, particularly in situations when clients
need to move quickly.
Ultimately, brokers are looking for confidence
that a transaction will proceed as expected
and that the lender can ultimately deliver
on its commitments.
TB: This reinforces the importance of relationship
management and thorough due diligence. Our
role is to undertake a comprehensive fact-find
and develop a holistic understanding of the
client’s circumstances. Recent years have
highlighted the importance of contingency
planning. Having alternative strategies in
place is increasingly important.
We are currently seeing more
refinance activity than acquisitions,
reflecting the broader challenges
facing the London property market.
Many clients also remain cautious due
to geopolitical uncertainty, interest rate
movements and wider economic factors.
While current pricing may create opportunities
for buyers, a measured and considered approach
remains essential.
How do you see the market
changing in 12 months?
TB: Geopolitical developments will
continue to influence market sentiment,
particularly those in the Middle East,
who we have seen an impact from
energy prices and inflation expectations.
The coming months are likely to be
pivotal. Events on the global stage will have
consequences for both the UK economy and the
Prime Central London property market.
WS: Domestic politics and fiscal stability will also
be critical. Market confidence has been affected
by political uncertainty in recent years, and the
direction of future Government decisions will be
closely watched. Any measures that enhance the
UK’s attractiveness to international wealth could
support activity and investment.
TB: The upcoming Budget will be particularly
significant. Speculation around future taxation
TOM
BLACKMORE
TB: It comes down to trust and
execution. Brokers work with lenders
they believe can deliver, and that
confidence is built through relationships,
transparency and consistency. Managing
expectations and communicating honestly
throughout the process are fundamental to
maintaining that trust.
Are there misconceptions about
BML and specialist finance?
TB: Specialist lending is far broader than
many people assume. The solutions we
provide are relevant not only for clients
with complex structures or international
arrangements, but also for borrowers
whose circumstances may appear more
straightforward. Increasingly, we see
clients who value the service, flexibility
and expertise that specialist lenders can
WENDY SCOTT provide, even when their needs are relatively
conventional.
WS: While our approach is bespoke, it can
complement a broker’s proposition in a wide range
of scenarios.
Even if an intermediary feels they do not
typically operate in our market, we still encourage
them to have a conversation with us.
Our business is built on relationships, and we
believe that open dialogue is often the best way
to identify opportunities and alternative solutions
for clients.
August 2026 | The Intermediary
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