The Intermediary –- May 2026 - Flipbook - Page 37
RESIDENTIAL
Opinion
Staying close to
the process, offer
to completion
HARPAL SINGH
Property
development rarely stands s琀椀ll, and neither should your
is CEO at conveybuddy
funding. Secure Trust Bank’s bridging loans are built for the moments
between when your land bank is ready, but development 昀椀nance isn’t,
T
here has been a
provide updates, and step in where
clearcompleted
shi in how
needed to keep needs
things on 琀椀me
track. This
or when your
development
to sell.
advisers have needed
to operate the past
couple of months,
particularly during
periods where lender action has
accelerated and product availability
has changed quickly.
In those moments, the focus has
been on securing the right deal
for the client, oen within tight
timeframes, but what has also become
clear is how important it is to remain
engaged beyond that initial point
of recommendation.
For clients, the process does not stop
when the mortgage is agreed, and in
many ways that is where a different
set of challenges begin. The period
between offer and completion can
oen be where delays occur, where
communication becomes fragmented,
and where expectations need to be
carefully managed.
What recent market conditions
have shown is that the different stages
of the transaction are more closely
connected than ever. When brokers
acted quickly to secure mortgage deals
during periods of product withdrawal,
they also ensured conveyancing
arrangements were put in place at the
same time, recognising progress in
one depended on progress in the other.
level of involvement can make a
significant difference to how smoothly
a transaction progresses and how
confident the client feels throughout.
Remaining engaged
One of the most common challenges
during the post-offer stage is
does not mean taking on
communication, both in terms of
frequency and clarity. Clients want to
additional work [...] but it
know what is happening, what comes
next, and whether there are anyUp
issuesto 60% of Residual Land
does mean being able to
that need to be addressed.
Value (land
bank) or 70% LTV
Having access to a platform like
support the client as the
ours that provides visibility over the
(development exit)
conveyancing process can make this
transaction progresses”
much easier. Rather than relying
on ad hoc updates or chasing for
foradvice
mainland
UK that
information, advisers are able toAvailable
see
future
and to recommend
where a case stands, understandprojects
what
adviser to others.
stage it has reached, and communicate
Being the guide
that clearly back to the client.
Ultimately, the adviser’s value lies in
Rolled or
Consistency on every case
theirserviced
ability to guide the client from
During busy periods, such as those
the
initial
conversation through to
repayment op琀椀ons
seen in March, many advisers
completion, ensuring each stage of the
naturally adopt a more hands-on
process supports the final outcome.
approach to ensure cases progress
This includes not only the mortgage
Floa琀椀ng
rates over Bank
quickly and outcomes are secured.
recommendation, but also how the
The opportunity now is to take that
transaction
managed and delivered.
of England
baseis rate
same level of engagement and apply
As the market continues to evolve,
it more consistently, regardless of
and we may well get more periods
market conditions.
of rapid change followed by quieter
Using a platform such as
phases, the advisers who maintain a
conveybuddy allows advisers to
consistent approach across the entire
stay closer to the process without
client journey will be best placed to
Staying close adds value
adding unnecessary pressure to
deliver strong outcomes.
Remaining engaged does not
their workload. With clear visibility
Staying close to the process from
mean taking on additional work
of firm performance, progress
offer to completion is a key part of
unnecessarily, but it does mean
tracking, and the ability to choose
that, ensuring once a deal is secured, it
being able to support the client as the
the right conveyancer for each case,
is also successfully delivered.
transaction progresses.
brokers are beer equipped to keep
In a market where client
Clients oen look to their adviser as
transactions moving.
expectations remain high and
the most consistent point of contact,
Doing so not only supports beer
timelines can shi quickly, that
securetrustbank.com/real-estate-昀椀nance/bridging-loans
particularly when other parts of
outcomes for clients, but also helps
continuity of support is not
the process may feel less clear. By
to build long-term trust. Clients who
just beneficial, it is essential in
staying
close
to
the
case,
advisers
feel
supported
throughout
the
entire
ensuring
every
case reaches
the Way,
Secure Trust Bank PLC. Registered in England and Wales 541132. Registered O昀케ce:
Yorke
House,
Arleston
are
able
to
manage
expectations,
process
are
more
likely
to
return
for
right
conclusion.
●
Solihull, B90 4LH. Real Estate Finance lending Is not regulated by the Financial Conduct Authority
May 2026 | The Intermediary
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