The Intermediary – March 2025 - Flipbook - Page 20
Q&A
Hampshire Trust Bank
The Intermediary speaks with Alex Upton, managing
director of specialist mortgages and bridging, and Andrea
Glasgow, sales director of specialist mortgages at Hampshire
Trust Bank (HTB), about partnership, women in leadership,
and the rise of specialist lending
How has the perception of
specialist lending changed over
the past decade?
Andrea Glasgow (AG): 10 years ago, specialist
lending wasn’t always viewed positively, and
bridging in particular was often seen as a last
resort. But those of us in the industry knew its
potential, and it’s been incredible to see that shift.
Today, bridging is recognised as a powerful
tool that helps brokers and their clients move
quickly and strategically. The professionalisation
of the market – with tighter regulation, greater
transparency, and a real focus on adding value –
has been key to that change. That’s something HTB
has always championed: making sure brokers have
the right solutions at the right time.
Alex Upton (AU): The rise in complex cases has
driven demand for specialist expertise. Brokers
are now managing portfolios with houses in
multiple occupation (HMOs), multi-unit freehold
blocks (MUFBs), and semi-commercial properties,
and they need lenders that can navigate that
complexity.
What’s remained constant, though, is the need
for lenders to be adaptable and broker focused.
HTB thrives on complexity – that’s where we
stand out, delivering tailored solutions that others
might shy away from. Specialist lending isn’t about
obstacles; it’s about opportunities. It’s also about
a shift in mindset – brokers now recognise that
specialist lending isn’t just an alternative, in many
cases, it’s the best-fit solution.
AG: It’s not just about the properties themselves
– it’s also about the people behind them. Today’s
borrowers have increasingly complex financial
situations, from self-employed individuals with
multiple income streams to portfolio landlords
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The Intermediary | March 2025
looking to optimise their assets. The industry has
evolved to cater for this demand, and specialist
lending is leading the way in providing solutions
tailored to real-world needs.
How has the growing presence of
women in leadership influenced
the industry?
AU: Representation matters. Having women in
leadership creates a more inclusive and dynamic
industry. One of the things I’m most proud of
at HTB is the mentoring culture we’ve built,
supporting each other internally and ensuring
brokers feel that same sense of partnership. Their
success is our success.
But there’s still more work to do. We need to
continue fostering an environment where women
can see a future for themselves in financial
services, not just in supporting roles, but leading
from the front.
AG: Seeing more women step into senior roles has
been fantastic, but there’s still plenty of ground to
cover. It’s not just about representation; it’s about
ensuring diverse voices drive real change.
At HTB, collaboration is at the heart of what we
do, and that extends to how we work with brokers.
Having different perspectives leads to better
decision-making and stronger outcomes.
I also think that having more women in
leadership has reshaped conversations around
work-life balance, career progression, and the
importance of inclusive leadership – things that
benefit everyone in the industry.
AU: It’s about creating pathways, not just
opportunities. One of the most rewarding aspects
of leadership is seeing talent develop and helping
people grow into their roles. The industry is
