The Intermediary –- June 2026 - Flipbook - Page 36
BUY-TO-LET
Opinion
Why market
volatility increases
the value of advice
N
ow that we’re almost
halfway through 2026
it already feels safe to
say this is shaping up
to be something of a
defining year for the
buy-to-let (BTL) market.
The combination of rate volatility
earlier in the spring, ongoing political
and regulatory change such as the
introduction of the Renters’ Rights
Act, shiing lender appetite and
continued pressure on landlord
profitability has created a market that
remains active, but undoubtedly more
complex to navigate.
For advisers, that complexity
presents both challenge and
opportunity. Borrowers are still
refinancing, still purchasing and
still looking to grow portfolios,
but they are also placing greater
importance on support throughout the
mortgage process.
The latest results from our landlord
survey provide a useful insight into
how landlords have responded to
the volatility we saw during March
and April and, more importantly,
what advisers can learn from those
changing behaviours.
Much of the market discussion over
the past year has centred around rates
and regulation.
However, the survey suggests
landlords are not just looking at
pricing in isolation, instead they
appear to be placing greater emphasis
on certainty, communication and the
ability to secure finance successfully.
That shi maers because it changes
the role advisers play for landlord
borrowers. The focus is no longer
purely about sourcing the cheapest
product available. It is now equally
about helping clients understand
lender appetite, changing criteria,
product availability and how to
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The Intermediary | June 2026
navigate a challenging market.
Our survey found more than 80%
of landlords currently view the
buy-to-let market as unstable or
unpredictable, while almost half said
their confidence in accessing finance
had worsened in recent months.
At the same time, over a third said
they had reduced activity due to recent
market events, while another group
had delayed plans altogether.
However, despite those concerns,
activity remains resilient. Almost
half of landlords surveyed had
either completed a mortgage in the
previous month or were currently
progressing one.
Navigating the market
One of the clearest findings from the
survey was the continued importance
of advisers during periods of volatility.
More than 82% of landlords said
they used an adviser from the outset
when arranging their latest mortgage,
while almost 10% initially aempted
to arrange finance themselves before
eventually turning to an adviser in
order to complete the process.
That is an important statistic
because it highlights how complexity
changes borrower behaviour. In
calmer market conditions, some
landlords may feel comfortable
arranging finance themselves.
However, when pricing moves
quickly, products are withdrawn or
lender criteria changes become more
frequent, borrowers increasingly
recognise the value of advice.
Advisers should absolutely view
this as an opportunity.There will
always be borrowers who believe the
process is straightforward enough to
manage alone, but the reality is that
execution maers just as much as
pricing in the current environment.
While close to 40% of landlords rep
ROB STANTON
is sales and distribution
director at Landbay
orted no issues with their most recent
mortgage application, significant
numbers encountered bumps in the
road ranging from delays caused by
changing market conditions through
to products being withdrawn.
These are exactly the types of
issues advisers are best-placed to help
borrowers navigate.
More than just price
Another important takeaway from
the survey is that landlords are
increasingly focused on wanting
certainty from lenders.
While competitive rates remained
the most important factor when
choosing a lender, respondents also
placed considerable emphasis on
certainty once an offer had been
issued, stability of pricing during the
application process and consistent
product availability.
That reflects what advisers
themselves experienced during the
volatility earlier this year. Pricing is
obviously important, but reliability,
communication and operational
consistency increasingly maer
just as much.
What our landlord survey
ultimately shows is that the
community remain active, engaged
and determined to make their
portfolios work, even in difficult
market conditions.
It also shows they increasingly
recognise the value of professional
advice when navigating a market
that has become harder to predict and
more operationally demanding. For
advisers, that should be viewed as a
significant opportunity. ●
