The Intermediary – September 2026 - Flipbook - Page 57
I N P RO F I L E
the outgoings, which then in turn frees up capital
that’s tied up in monthly repayments on this
expensive unsecured debt.
“By leveraging against their assets, they can
improve that position quicker than a lot of them
might have originally expected before speaking to
a broker or somebody like Reward.”
Another misconception, Seale says, is that
specialist commercial lending only comes into play
when mainstream options have been exhausted.
He says: “In reality, lenders like ourselves are
often the first choice for clients, and they’ll find
that we are the right first choice once they start
working with us.”
Starting the conversation early
For business owners, navigating products and
providers can be daunting.
Seale says: “Our best outcomes are when
brokers work closely with us from the start,
especially when they’re sharing information openly
and telling us about any challenges.
“Challenges aren’t necessarily deal stoppers;
it’s just something we need to be aware of so that
we can work with a broker early doors to find the
correct solution quickly for the client. Then we can
also manage their expectations about what they
can and can’t access funding-wise.”
Seale encourages brokers to pick up the phone
before they necessarily have every piece of
information required for a formal application,
adding: “I can then provide them with a quick yes
or no, discuss what works and what can be worked
on. The conversation is invaluable, because then an
introducer can go back to the client
and relay that information
when they’re working against
the clock.”
That continues once
a deal is progressing.
Reward recently launched
a WhatsApp channel to
provide brokers further
news and updates.
Seale notes: “A lot of
our marketing goes out
that way, and it’s the space
where anything Reward
can be discussed. [Brokers]
put in so much hard work to
achieve successful outcomes
for their clients, so
they’re definitely
becoming more
important.”
ELLIOT
SEALE
While Seale favours what he describes as an
“old-school” approach to relationships, that does
not mean resistance to new technology. Reward
Funding has already introduced elements of
artificial intelligence (AI), to support areas such
as risk analysis and provide additional oversight
during the underwriting process.
Seale expects its role to grow, particularly where
it can streamline credit processes and free up
valuable time elsewhere in the business.
He says: “It will probably speed up our deal
days or free up my time or other people’s time to
educate our partners more – which I see as only a
positive thing.”
However, he does not expect technology
to remove human interaction from specialist
commercial finance, adding: “Relationships are
going to remain important and fundamental
because deals often have little nuances that need
ironing out, or it’ll require buying into the people
behind the business.
“A piece of AI or technology can’t do that. You
need to sit in front of somebody and get that
relationship. An introducer or a client often gets
comfort when we get out in front of them and
they’ve got that human interaction, and we
can build a partnership going forward. That’s
something that AI can’t do.”
Opportunity ahead
Within the commercial property sector,
experienced investors with access to
funding are continuing to pursue discounted
opportunities. Seale points to the use of
Reward’s “hunting pots” – which can be leveraged
against existing portfolios – as one way investors
are positioning themselves to move quickly.
Seale notes: “They’re finding good, discounted
deals both in residential and commercial property,
so that’s certainly a big opportunity.”
Meanwhile, in terms of business finance, the
need to invest and grow has not disappeared.
Seale says: “If anything, the challenging
circumstances just mean they’re looking more to
asset-backed funding to support growth.”
Despite the more cautious environment, Seale
expects demand for specialist funding to remain
strong into 2027.
He concludes: “Our pricing is still competitive,
our appetite to lend remains the same and we
have plenty of funds ready to deploy to support
the brokers and the clients.
“I think a common theme in the market
will be the need for specialists and
alternative lenders like Reward
as we progress in the latter
half of the year and definitely
into 2027.”
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