The Intermediary – December 2025 - Flipbook - Page 75
M E E T T H E B RO K E R
(SPVs), new-build, private banking
– so clients receive advice that is
not only accurate, but genuinely
tailored. They are not passed through
a generic process; they work with
someone who understands their
circumstances in detail.
Second, our culture is centred
around exceptional service. We
pride ourselves on being proactive,
responsive and thorough. From
affordability assessments to
managing solicitor and agent
communications, advisers
stay with clients for every step.
Many clients come to us after feeling
unsupported elsewhere, and we take
that responsibility seriously.
Third, integrity is at the heart
of everything we do. Our advice is
always based on what is genuinely
right for the client. We are not
interested in quick wins, but
long-term relationships. Many of
our clients return repeatedly for
remortgages, portfolio expansion, or
refinancing years down the line.
SBS supports its clients by
investing heavily in internal
development: continuous adviser
training, robust compliance, strong
admin support, and efficient internal
systems.
What are the main
opportunities in the
market for brokers?
Despite economic volatility, there are
several strong opportunities.
Education is a major one. Clients
want to understand the market, but
the volume of information – rates,
criteria changes, lender policy
updates – can be overwhelming.
Brokers who can translate
complexity into clarity will stand out.
Complex cases are another
growth area. As incomes, property
structures, and asset profiles evolve,
fewer clients fit the ‘standard’ model.
Brokers confident in comples areas
can provide an irreplaceable service.
BTL remains strong for advisers
who understand portfolio planning,
stress testing, tax changes, and
long-term yield strategy. Investors
increasingly value strategic advice
over simply chasing the lowest rate.
Finally, brokers who embrace
digital tools, strong CRM systems
and automation can deliver
better service and maintain closer
relationships with their client base.
What are the main issues
or challenges?
The past few years have brought
several challenges: fluctuating
interest rates, affordability
restrictions, rising living costs, and
tighter regulation. This environment
is confusing for many consumers,
which means advisers must work
harder to manage expectations and
secure suitable outcomes.
Affordability remains a major
obstacle. Stress rates and cautious
underwriting make it difficult
for clients with complex income
– bonuses, commissions, selfemployed profits, or foreign currency
– to borrow what they need, even
when financially secure.
BTL landlords continue to face
pressure from stricter stress-testing
and tax changes, prompting many
to restructure portfolios or reassess
long-term plans.
Policy and rate changes happen
at unprecedented speed. Lenders
are adjusting criteria much more
frequently in response to market
conditions, making constant
monitoring essential.
Service levels also vary widely.
Some have adapted well, but others
struggle with underwriting delays or
capacity issues, creating stress for
both clients and brokers.
How could lenders better
support brokerages?
The partnership between lenders
and brokers is essential, but there is
room for improvement.
Service consistency would
have a major positive impact.
Reliable turnaround times, clearer
communication, and strong casetracking tools help brokers manage
expectations and progress cases.
Streamlining documentation –
especially for clients with complex
incomes – would also speed up
processing. Digital verification tools
are now widely available and should
be adopted more consistently across
the market.
More open communication
between lenders and brokerages
would be incredibly valuable. Early
insight into policy changes, product
shifts, or operational constraints
helps brokers prepare clients and
avoid delays.
Finally, giving experienced
brokers greater access to dedicated
underwriters or more flexibility
on case-by-case decisions could
significantly improve outcomes and
reduce unnecessary declines.
Do you have a final
message for readers?
We are expanding our admin support
team, strengthening our adviser
training and mentoring programmes,
and investing in technology to
enhance both efficiency and
client communication. Our focus
for the upcoming year is service
excellence, adviser development,
and staying ahead of changing
market conditions.
My final message is one of
optimism. Despite challenges, the
market is evolving in healthy ways.
Clients value expert guidance more
than ever, and advisers who combine
knowledge, integrity, and genuine
care will continue to thrive.
Stay curious, adaptive, and
wholeheartedly client-focused.
Our industry is moving fast, and it’s
easy to get caught up in short-term
changes. But remember – people
come to us not just for rates, but for
clarity, reassurance, and confidence
in their decisions.
Share knowledge, support fellow
advisers, maintain strong standards,
and lead with integrity. When we
elevate one another, the entire
industry becomes stronger – and
clients receive the service they
truly deserve.
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