The Intermediary –- June 2026 - Flipbook - Page 31
MEET THE BDM
the business, particularly around its
culture and its plans for growth.
From the outside, it was clear
that Landbay had built a strong
reputation in the market by listening
to brokers and continually evolving
its proposition. That really appealed
to me, as I wanted to join a lender
that was committed to supporting
brokers and adapting to the changing
needs of the market.
It felt like a company with a clear
direction, but also one where people
genuinely support each other. That
was a big factor for me, as I wanted
to be somewhere with strong
ambition, but also a great working
environment.
Since joining, that impression has
definitely been reinforced. There is a
real team spirit across the business,
and everyone is focused on finding
solutions and delivering the best
possible outcomes for brokers and
their clients.
The combination of an innovative
approach, strong relationships with
brokers and an exciting growth
journey made Landbay a very easy
choice for me.
For me, one of the biggest things
that makes Landbay stand out is
the culture. Building on what I’ve
said, everyone at Landbay is always
willing to support each other, and
that makes a big difference to how
we work with brokers.
Landbay’s technology and product
range are also big strengths. Having
conversations with brokers regularly,
I’m often told how good the portal
is and how easy it is to use, and that
the three product ranges we offer –
Premier, core, specialist – means we
are always a great option whether
a case is straightforward or a more
complex scenario.
What are the challenges
facing BDMs?
It would be hard to not mention the
wider economic uncertainty at the
moment. The market has faced a lot
of change recently which continues
to affect borrower confidence and
affordability.
That naturally has an impact on
brokers as well, because they are the
ones speaking directly with landlords
and helping them understand their
options.
For us as BDMs, that means there
are often a lot of spinning plates.
You need to stay close to product
changes, criteria, pricing and market
sentiment, while also making sure
brokers get clear and timely support.
What are the
opportunities for BDMs?
There are still a lot of opportunities,
especially because brokers need
strong support in a changing
market. As lending criteria and
products continue to evolve, brokers
increasingly rely on BDMs for
guidance, clarity and help with more
complex cases.
Building stronger relationships
with brokers is a great opportunity
for BDMs. Being able to understand
the types of cases they write and
helping them feel confident when
placing buy-to-let business is the
best way to become a trusted point
of contact in a busy market.
How do you work with
brokers to ensure the best
outcomes for borrowers?
I think it starts with the basics:
answering calls and emails as quickly
as possible, being available when
brokers need support and making
sure they are not left waiting for an
answer. Good communication can
make a huge difference, particularly
when a case is time-sensitive or
more complex than usual.
It is also important to listen
properly and understand the
different kinds of business that
brokers write. Every broker works
differently and every client has their
own circumstances, so taking the
time to understand what they are
trying to achieve is key.
You need to know your criteria,
policies and products, and if
something is not going to work, I
think it is better to be honest early.
Rip the plaster off, explain why, then
help the broker look at what other
options may be available.
Having previously worked as a
broker, I understand how frustrating
it can be when you cannot get a
clear answer or when a case seems
to stall. That experience helps me
put myself in the broker’s shoes and
focus on finding solutions wherever
possible. Ultimately, my role is to be
a reliable point of contact, helping
brokers navigate cases efficiently so
they can deliver the best possible
outcome for their clients.
What would you like
people to know about you
outside of work?
Outside of work, I really enjoy
spending time with my young family,
chasing my four-year-old around the
park. I also love a holiday! Nothing
beats sitting around a pool with a
chilled drink where I can properly
switch off.
I also spend a lot of time on the
golf course, although you’re more
likely to find me looking for my ball
than walking down the fairway.
But it’s a great way to get out in
the countryside with friends, while
getting the steps in.
I am also into watches, it’s always
great to have your own niche interest
outside of work.
Landbay
Established in 2014
Products
◆ Standard buy-to-let
◆ HMO
◆ MUFB
◆ AVM
◆ Premier range
Contact details
richard.mcroberts@landbay.co.uk
June 2026 | The Intermediary
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