The Intermediary – December 2025 - Flipbook - Page 49
MEET THE BDM
Being smaller allows us to act
faster. We have the capacity to
process and complete deals more
quickly than many of our larger
competitors, meaning brokers and
clients don’t get caught in long
approval chains.
Our size enables us to provide a
more tailored experience. Brokers
aren’t just another number – they get
direct access to the people making
decisions, which fosters trust and
smoother transactions.
Mercantile Trust Limited has been
operating for years, and we are
continually evolving to meet broker
and client needs in ways that bigger
institutions may overlook.
Over time, brokers have come
to rely on us for certain niche
products or scenarios where others
may say ‘no’ or overcomplicate
the process. This repeat business
demonstrates our reliability and
specialist knowledge.
What are the challenges
facing BDMs right now?
A key part of the BDM role is to
constantly monitor the market,
adjust their strategies, and act
quickly on emerging opportunities
and risks.
What are the
opportunities for BDMs?
BDMs have four key opportunities
when working with brokers:
identifying growth opportunities,
providing insights and tools to boost
revenue and client satisfaction,
actively listening to uncover
challenges and growth areas, and
serving as a reliable, knowledgeable
point of contact
How do you work with
brokers to ensure the best
outcomes for borrowers?
Having spent 20 years working
closely with brokers I understand
exactly what they need, how they
think, and how they expect deals to
be positioned with lenders.
I make it a priority to speak their
language – interpreting client needs
quickly, pushing criteria boundaries
where possible, and ensuring
Mercantile Trust Limited can see the
deal in the best light.
My approach is all about
partnership: I proactively guide
brokers through the process, help
structure solutions that meet our
requirements, and advocate for their
clients to achieve the best possible
outcomes. Ultimately, it’s about
building trust, removing friction, and
delivering results efficiently for both
brokers and borrowers.
Brokers have come
to rely on us for certain
niche products or scenarios
where others may say ‘no’ or
overcomplicate the process.
This repeat business
demonstrates our reliability
and specialist knowledge”
buyer demand, so timing your
exit carefully is essential to avoid
complications.
What advice would you
give potential borrowers
What would you like
in the current climate?
people to know about
For buy-to-let (BTL) borrowers I
would say lock in a fixed-rate deal
if possible. A fixed-rate mortgage
offers predictability, shielding
you from potential interest rate
fluctuations. Securing a competitive
fixed rate can help manage cash flow
and reduce financial stress.
At Mercantile Trust Limited, our
5-year fixed-rate product with no
early repayment charges has become
our best-selling second charge
buy-to-let option. Brokers have
recognised the stability this product
provides for borrowers.
Lenders typically expect rental
income to cover 125% to 145%
of your mortgage interest. At
Mercantile Trust Limited, we
maintain a 125% rental coverage
requirement across all products,
regardless of tax bracket.
Given potential inflation or local
rental market fluctuations, it’s crucial
to stress-test your rental income
to ensure your investment remains
viable under different scenarios
For bridging borrowers I would
say: a bridging loan is only as safe
as your plan to repay it. Ensure you
have a rock-solid exit plan – whether
it’s selling, refinancing, or another
strategy – before committing.
Economic uncertainty can reduce
you outside of work?
Outside of work, I love spending
time with my family and catching up
with friends over food and drinks.
Friends and family would say they
can always count on me, and I enjoy
staying connected with the people I
care about.
I’m really into garage music, the
Bollywood scene, photography,
and traveling whenever I get
the chance. ●
Mercantile Trust Limited
Established in 2016
Products
◆ First and second charge bridging
loans and buy-to-let
◆ Equitable charges
◆ Second charge homeowner
business loans
Contact details
nina.kainth@mercantiletrust.co.uk
Phone: 01923280297
Mobile: 07562209858
December 2025 | The Intermediary
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