Why brokers need deeper knowledge to support landlords

In today’s buy-to-let (BTL) market, brokers are doing far more than sourcing the right product. While product knowledge and criteria expertise remain par of the course, landlords are increasingly looking for brokers who can demonstrate a deeper understanding of the broader challenges they face in property investment.

It’s a gravitation that has long been recognised here at Landbay, which is why so much of our support is focused on helping brokers stay informed, confident, and prepared to guide clients through more than just the lending process.

One area where a broader market perspective proves invaluable is ownership structure planning. For many landlords, SPVs are the preferred route for holding property portfolios. However, a client’s decision to incorporate, or not, can have far-reaching implications on both short and long-term wealth strategies, significantly affecting their future flexibility and financial liabilities. Of course, brokers are not expected to provide tax advice. However, we encourage understanding the potential impacts of ownership structures, as highlighting these considerations early will help protect clients from costly decisions and reinforce their role as trusted advisers.

The regulatory landscape is another area where brokers can add value, and where we emphasise our broker support. The forthcoming Renter’s Rights Bill, for example, introduces reforms to possession rules and strengthens tenant protections. Such changes create uncertainty and may influence how landlords approach refinancing, growth, or even exiting the market altogether. Brokers who stay up to date with these developments are better positioned to anticipate pressures and concerns and have meaningful conversations that align their clients’ investment strategies. We actively support brokers with insights on key legislative shifts, helping them provide advice that reflects not only lending criteria but also the realities that landlords face.

Legal and valuation processes also present challenges. Even once a case is agreed in principle, completions can be delayed by issues with documentation. Missing paperwork, incorrectly drafted agreements, or information provided in the wrong order can all delay a transaction. Valuations, too, follow strict frameworks, and delays here can frustrate both landlord and lender. We have consistently underlined the importance of understanding these processes, as it’s this level of awareness that enables brokers to strengthen client relationships and demonstrate value beyond the mortgage transaction itself.

Of course, keeping on top of this medley of challenges is no small feat. Tax structures, valuation, and legal processes are complex and continually evolving, but they are also central to the realities landlords face. It is why we launched our Open House event series, which gives brokers unique, face-to-face access to property professionals, legal advisers, and tax specialists who help unpack the complexities around lending. The aim is not to turn brokers into solicitors or accountants, but to equip them with the awareness to identify potential challenges, ask informed questions, and guide clients to the right professional support.

Ultimately, landlords are seeking more than a product recommendation. They want a broker who understands the bigger picture and who can help them navigate both the opportunities and the obstacles within the BTL market. Brokers who build this broader knowledge base will not only safeguard their clients’ interests but also set themselves apart in an increasingly competitive sector.

Reach out to your local BDM for details on upcoming Open House events.