The Intermediary –- May 2026 - Flipbook - Page 55
MEET THE BDM
to know the clients and what they
are looking to achieve.
The transparency and
communication are also big plus
points – even if we can’t support a
deal, we will be open with the broker
and borrower about why.
Ultimately, brokers know that we
can deliver for borrowers with shortterm funding needs across both
regulated and unregulated bridging,
and bring the sort of flexible,
solutions-focused approach that isn’t
all that common in the market.
What are the challenges
facing BDMs right now?
The market is becoming increasingly
crowded, with a growing number
of newer, smaller lenders entering
the space. That competition is great
as it keeps us all on our toes, but
you do have to fight to have your
voice heard. It helps if you work for
a lender with all the tools to support
brokers and their clients. Our diverse
product range, and reputation for
being pragmatic with decision
making, makes a huge difference.
There’s also the time element.
Brokers are incredibly busy, and
have no shortage of lenders trying
to get their attention. BDMs need to
show that we understand those time
pressures, and are committed to
adding value to our broker partners.
What are the
opportunities?
We see a lot of complex cases at the
moment, and they represent a great
opportunity. Success often comes
from understanding how to structure
a deal effectively, and BDMs are at
the forefront of working out what
can be achieved, and how.
A rigid, ‘computer says no’ mindset
can cost deals – you just don’t tend
to get those vanilla, straight down
the line cases at the moment. The
real value lies in identifying potential
within that complexity and knowing
when to take a different approach,
particularly where other lenders may
have already declined the case. It
can be really easy to think negatively
without actually taking a look at it
yourself, based on how the deal is
presented to you initially.
First impressions count, but taking
the time to be 100% sure is worth
so much more. That’s the commonsense approach which Glenhawk is
known for.
How do you work with
brokers to ensure the best
outcomes for borrowers?
Understanding what matters most
to the client is fundamental. Every
deal is different, and knowing where
to focus is the key to achieving the
best outcome.
For example, it’s not always about
offering the lowest rate - sometimes
a higher net loan is more important.
In other cases, speed may outweigh
cost considerations. It’s about
aligning the solution with the client’s
priorities and ensuring the outcome
genuinely meets their needs.
What advice would you
give potential borrowers
in the current climate?
My grandfather used to say: “It
means nothing unless you keep it
up.” That’s always stuck with me, the
key is to grow within your means,
rather than overstretching without
the cash flow or capital to support it.
While assets can be sold if
necessary, no one wants to
lose something valuable due
to poor financial management.
Most importantly, build strong
relationships with brokers and
lenders that you can trust. It’s
invaluable in the long run.
What would you like
people to know about you
outside of work?
I have an 18-month old son, so I
really enjoy connecting with others
A rigid, ‘computer
says no’ mindset can
cost deals – you just
don’t tend to get those
vanilla, straight down
the line cases at the
moment. The real
value lies in identifying
potential within
that complexity and
knowing when to take a
different approach”
about family life, as well as what
they are looking to achieve. Building
strong personal relationships
is just as important to me as
professional ones.
I’m also planning to take up golf
this year, and (hopefully) spend
some time on the course. So brokers,
now’s the time to take advantage of
my inexperience with a club!
Glenhawk
Established in 2018
Products
Regulated and unregulated
bridging loans, including mixed use,
refurbishment, second charge and
commercial, alongside Structured
Real Estate solutions for large or
complex transactions
Contact details
07341 079240
rbrewer@glenhawk.com
May 2026 | The Intermediary
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