The Intermediary – November 2025 - Flipbook - Page 78
Q&A
JMT Finance and JMW Solicitors
The Intermediary catches up with Chris Jones, chief
operating officer at JMT Finance, and Robin Sharp, partner
at JMW Solicitors, about the benefits of partnerships, and
how brokers can help commercial cases reach completion
JMT has completed 100 deals
with JMW. How have customers
and brokers benefited from this
partnership?
Robin Sharp (RS): Reaching 100 completed
deals together has been a great milestone, and
it reflects a genuine partnership built on trust
and shared experience. Both JMT and JMW have
continuously refined processes – we have learned
from each and every deal, and we are always
looking for ways to improve.
That willingness to adapt has helped create a
smoother, faster, and more consistent experience
for our customers, something we’re proud of but
never complacent about.
There’s always room to evolve, and neither
business is the sort to rest on our laurels.
Chris Jones (CJ): Strong relationships between
lenders and lawyers create familiarity and
efficiency throughout the process. Everyone
understands how the other party works, which
helps keep communication clear, direct, and
personable.
There’s a clear upside for brokers, because
that efficiency results in smoother transactions,
quicker responses, and greater confidence.
They know that their clients are being looked
after by a well-coordinated team who are used to
working together.
How important is it for the legal
team to have experience with
commercial and specialist
property deals?
RS: Experience in commercial and specialist
property transactions is absolutely vital. The
nuances of commercial lending are very different
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The Intermediary | November 2025
from residential work, and if the legal team isn’t
familiar with those nuances, it can slow down
progress or create unnecessary complications.
A legal team that regularly handles commercial
matters will anticipate potential issues early,
keep documentation tight, and help ensure
the transaction moves forward smoothly and
efficiently. There is no substitute for experience.
What is your take on the
commercial and specialist
markets at the moment?
CJ: There have been challenges in the commercial
market of late. Borrower expectations have
evolved, and there have also been higher interest
rates to navigate. However, it’s clear that there
remains strong demand for well-structured
funding solutions, especially in the short-term
and specialist space. Borrowers are increasingly
looking for flexible lenders who can move quickly
and think commercially.
While there are challenges, these also create
opportunities for agile lenders such as ourselves
to step in and provide tailored solutions where
traditional routes may not fit.
The key for brokers is to work with lenders
that take the time to better understand brokers
and their clients, to build those relationships. We
recently promoted Imogen Stocks to business
development manager (BDM) at JMT Finance for
precisely those reasons, to help us establish even
stronger relationships with brokers in this sector.
What advice would you give
brokers just getting into this
area of the market?
CJ: For any broker interested in working with
commercial and specialist lending cases, the
key is to fully understand the client’s needs and
