The Intermediary – March 2026 - Flipbook - Page 39
MEET THE BDM
The most significant improvement
has resulted from the new mortgage
origination platform we launched
last year, making it quicker and easier
to place business with us.
Further enhancements and criteria
changes have also broadened the
scope of business we can write,
including supporting more simple
propositions, landlords with smaller
portfolios financing Single SelfContained (SSC) units, for example,
as well as the complex cases we’re
known to specialise in.
The expertise within the company
is awe inspiring. Whichever
department you liaise with, someone
has been with the company for
25-plus years. This not only means
that they know their stuff, but it
also demonstrates that it is a great
company to work for.
What are the challenges
facing BDMs right now?
We are all aware that the buy-to-let
market is constantly evolving and we
need to evolve with it.
That could be the changes to
products and criteria we’ve seen in
response to the economic instability
of the past few years, or the more
recent regulation changes, with
the Renters’ Rights Act being
implemented and EPC changes also
on the horizon.
What about the
opportunities for BDMs?
I believe the opportunity for BDMs
is massive. The constantly evolving
market is a challenge, but it also
means that BDM knowledge, not
just in terms of Paragon but the
buy-to-let industry as a whole, is
incredibly powerful.
The big banks and building
societies are entering the buy-to-let
space and they have the funding
power to offer incredibly competitive
rates. But, while the rest of the
market might not be able to beat
them on price, our expertise means
BDMs can offer the sort of service to
help brokers place business that the
more mainstream lenders may shy
away from.
A large part of this is getting out
there and being face-to-face with
brokers. Taking a collaborative
approach helps us to find products
to meet their clients’ needs which
will vary and change much more
than they may have done in years
gone by when the market was less
changeable.
How do you work with
brokers to ensure the best
outcomes for borrowers?
Regular contact is central to
achieving the end goal for the broker,
client, and ultimately, Paragon.
There must be trust in the BDM
and trust in the process when the
case is in with us and going through
the underwriting process.
If the broker doesn’t understand
why we are asking for a particular
document, we can find out why and
make sure what is being asked for
actually makes sense and adds value
to the case.
What advice would you
give potential borrowers
in the current climate?
Speak to the right people and don’t
follow the crowd.
The majority of Paragon’s buyto-let cases are now submitted via
the limited company route. While
holding property this way can be
beneficial, particularly in terms of
tax, it’s not necessarily the best
option for everyone.
With that in mind, my advice would
be to speak to a specialist property
tax adviser to make sure investing in
buy-to-let property through a limited
company is the most effective route
for you.
It’s also important to make sure
you are aware of all the options
available. Lenders have a range of
products and fees, and in many
instances, these fees can be added to
the loan, therefore accruing interest
over the term of the mortgage.
With the length of
time we have been in the
market, it is important
to evolve. This is why
we’re continually looking
to improve”
Make sure you get illustrations
with and without fees being
added, so that you can make an
informed decision.
What would you like
people to know about you
outside of work?
Being a dad tends to take up most of
my time. Whether that is ferrying my
son to football training two evenings
a week or matches on the weekend
or taking my daughter to dance two
evenings a week.
As well as this, I have a season
ticket and try to watch a bit of cricket
over the summer months.
I do like a holiday, though, whether
that is as a family or if me and my
wife can get a cheeky weekend away
with no kids. Chile is up there as one
of the best places we’ve visited. ●
Paragon
Established in 1985
Products
Specialist BTL solutions, from firsttime landlords to large portfolios under
limited company ownership via its
multi-property proposition. Experts in
HMO and multi-unit freehold blocks
and refurb-to-let finance.
Contact details
07974 980 100
gary.dean@paragonbank.co.uk
March 2026 | The Intermediary
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