Specialist finance at a crossroads: Brokers call for change amid market upheaval

It’s my first edition as editor and what a way to begin. As we look back on the market turmoil that we’ve seen over the past few years, it’s clear that things are changing in the specialist finance market.

Following the collapse of two high-profile lenders, calls for regulation are growing louder, and meanwhile brokers are navigating a landscape defined by tighter criteria and extended completion times.

With so many changes afoot, this edition is all about giving brokers a voice. In our cover story, we hear how they’re coping with all the upheaval in the market—and what they’d like to see happen next.

Brokers talk about the pullback in risk appetite since the collapse of MFS and Century, the constant political turmoil making their lives harder, and using their networks to vet lenders behind the scenes.

We also unpack the regulatory debate and hear why increased oversight might not be a silver bullet for the specialist finance industry. Lastly, brokers share what they would tell lenders if they could get them all together in one room—and their answers may surprise you.

Elsewhere, Belleveue Mortlakes runs through the red flags to look out for when doing deals, Together explains why so-called unmortgageables could represent a significant opportunity and Lansdowne Law runs through the risks and benefits of dual representation.

We hear from Landmark broker Gurvinder Sall on the perennial debate for brokers: is it better to work for a firm or go it alone?. He made the move from one-man band to part of a team and talks about the benefits and downsides of both.

MS Lending Group CEO Michael Stratton highlights the need for brokers and lenders to think of each other as partners, and to work together to drive faster completions. The lender may have the capital but brokers have the client knowledge— and both are equally essential.

Pallas Capital originator Anna Thompson, who has spent 11 years working on both sides of the lending table, gets the lowdown from advisers on everything from how they assess lenders to how they plan to win new business over the next year. 

Despite all the challenges in the market, people are still making big strategic bets. Mint managing director Irene Thomas discusses her first six months in the role and how she wants to grow the business. She tells us what motivates her and how Mint has managed this year’s volatility.

Elsewhere, Aria Finance grants us exclusive details on its new business. Clarendon Private Finance will launch in London this October, and is aimed at high-net-worth and private clients who may have traditionally looked to private banks for their property finance needs.

All of these stories paint the picture of a market in flux, adapting to tighter risk, shifting relationships, and bold new commercial strategies. Whether you’re looking to adapt your strategy or simply make sense of where the market is headed, I hope this edition gives you plenty to think about. Enjoy the read.