The Intermediary –- May 2026 - Flipbook - Page 77
Q&A
Obviously, the abolishment of Section 21 is
probably the biggest thing for them, and
therefore, changing to an Assured Periodic
Tenancy (APT) has come up a lot in
conversations.
As a result, the experienced landlord
is looking to diversify from their core
proposition. Some small-time landlords
have also left the market, but a lot of the
experienced landlords are still generating
good yields on properties.
When we’re looking at the broader changes
that are happening in the market, landlords are
more concerned about what’s going on in the
world, especially with regards to the conflict in
the Middle East and the impact that will have
on rates. Everyone is keeping a close eye on
that so we can respond in the right way.
Where are you seeing the
biggest pain points now?
design products that are going to hit the mark.
We want to launch and develop products
that are not only unique in the market, but
also add value.
One of the other things that’s really
important is that we all have deep
technical knowledge. We’re not turning
up at brokers’ offices to have a cup of
coffee and deliver donuts and pens.
We’re there to talk about solutions. It’s
about getting under the skin of specialist
cases and being able to diagnose the
challenges on a case early on so we can convert
JAMES BRIGGS
more business at the back end.
Robbins: Service still comes down to what
you’re able to deliver and how you add
value to that relationship. Value can be
supporting the case from day one, but
also supporting the broker in areas that
they may not be focused on right now.
We want to make sure that we deliver
good service to that broker, making sure
that we spend valuable time with them,
because let’s be honest, the broker’s time
is valuable.
Taylor: We are currently in a volatile
market, which is quite unfortunate,
because the first few months of the year
was smooth sailing. Everyone’s feeling it,
whether you’re a lender, a broker or a client.
NIGEL ROBBINS
How do you balance fast
In terms of specific pain points, I think it’s
just the uncertainty. You don’t know what’s
decisions with robust
happening in a year.
underwriting?
That’s where bridging comes into play.
Historically, it’s one of those things that
Healy: Speed is important, but it needs
some people have been opposed to, but
to be the right kind of speed. Achieving
in a volatile environment it can offer
that balance comes down to asking
valuable flexibility. Rather than locking
the right questions early on and then
into a 5-year fixed at a higher rate than
structuring the deal properly from the
you might be comfortable with, bridging
outset. That way, you’re moving quickly
can provide a short-term solution while
with confidence rather than rushing
borrowers wait for conditions to improve.
decisions and creating problems further
One of the biggest things I hear from
down the line.
brokers is: ‘I literally don’t know what lenders’
rates are at the moment.’ That’s the beauty of the
ALEX TAYLOR
way we price. We often price on a weekly basis.
What does the next year look like
If we’re pulling rates on a Friday evening, we will
announce them on Monday morning, but we’ll
for MT Finance?
always let brokers beforehand. I don’t know
Taylor: On the commercial side we’re
of another lender on the market that does
focused on establishing a core base of
that. Providing that bit of certainty in
brokers. It’s great to hear positivity
such a volatile environment is where
when a broker places a deal with you,
we’re winning on the service side.
not necessarily because you’re the
cheapest, but because they had a great
What makes MT Finance
experience end to end. If the broker has
a
great experience, the client’s had a great
stand out?
experience. It’s one of those few times in life
Briggs: It’s listening to the demands of the
where you’ve got win, win, win – and we want
market and working with our internal team to
those
on every single deal.
ADAM HEALY
May 2026 | The Intermediary
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