Change is constant in property and specialist lending. Whether it is shifting tax policy, tightening regulation or updated EPC requirements, the market never stays still. But what is different now is the pace and complexity of the decisions landlords are having to make. Brokers are supporting clients through that change every day, and the role of lenders is to keep pace with what those conversations demand.
At the moment, much of the focus is on the Renters’ Rights Bill. The full implications may still be evolving, but the direction of travel is clear. Landlords are reassessing their positions, brokers are helping them navigate new ground, and lenders need to be prepared to respond with practical support. In this environment, adaptability is not a competitive advantage. It is the baseline brokers expect.
Why broker conversations matter
The most meaningful product changes rarely begin in a product meeting. They start with a broker flagging a friction point. Over the past year, we have made a number of proposition changes at HTB, and every one of them has been driven by real cases, real clients and broker feedback.
Our decision to raise the maximum customer exposure to £35 million came about because brokers told us their clients were managing larger, more complex portfolios. These were not edge cases. This was the new shape of the market. Many landlords now require deeper funding lines and a lender that can match their ambition and scale.
Portfolio Edge followed a similar path. Brokers were facing a practical challenge. Clients were looking to restructure portfolios and sell individual assets, but traditional lending structures made that difficult. Early repayment charges, affordability hurdles and rigid product splits were limiting what was possible. For brokers supporting clients with active sales strategies or looking to rebalance long-held portfolios, the rigid separation between term and bridge was a real constraint. This structure allows them to plan exits with confidence, without putting affordability or flexibility at risk.
These are not marginal tweaks. They reflect a deeper shift in how the market operates and how clients are thinking about their long-term investments.
The shape of the sector is changing
Buy-to-let is not what it was. The model of a landlord with one or two properties on the side is no longer the norm. Today’s clients are more strategic, more professional and more engaged. They are running property businesses that require structure, scale and reliable funding partnerships. Their expectations reflect that, and lenders need to meet that standard.
Products that were fit for purpose five years ago may no longer hit the mark. That is not a criticism of what came before. It is simply a reflection of what the market now requires.
Brokers will always lead the way
Brokers know what is working on the ground. They know when something is falling short, and they know where a smarter structure could unlock more value. That kind of insight is essential to how HTB builds and adapts its proposition.
We are always grateful when a broker tells us a product is delivering well. But the feedback that matters just as much is the kind that highlights where change is needed. Those are the conversations that lead to better structures, clearer processes and ultimately better outcomes for clients.
Product development is at its best when it is collaborative. It should be shaped by those placing the deals, solving the challenges and supporting clients through every stage of their investment plans.
Built to evolve
The buy-to-let market is evolving in real time. Some landlords are expanding their portfolios, others are stepping back. Many are adjusting their positions, refining their holdings or investing in upgrades to meet new standards. Through all of it, brokers are playing a central role, and they need lenders who are not just willing but ready to adapt alongside them.
Adaptability is not about reacting for the sake of it. It is about being close enough to the market to recognise where change is happening, and responsive enough to deliver solutions that genuinely help. That adaptability does not sit with lenders alone. It is built through open conversations, shaped by trust, and delivered in the detail.
The lenders who are listening well will already be building what comes next. And brokers will be the first to notice.
