The Intermediary – October 2025 - Flipbook - Page 41
MEET THE BDM
pressures they face. That perspective
allows us to communicate more
openly and effectively.
We also listen carefully to
feedback from brokers and combine
that insight with market trends to
shape our products. It means we can
respond quickly to changes and help
brokers find the best solutions for
their clients.
Flexibility plays a huge part, too.
In fact, it’s often the deciding factor
in whether a deal gets across the
line. Being able to adapt to individual
circumstances is something we do
really well at Keystone. Finally, our
ability to handle complex cases gives
us a real edge. When you combine
that with strong relationships, deep
market knowledge, and flexible
thinking, you get a lender that
brokers can rely on time and again.
What are the challenges
facing BDMs right now?
No two days are ever the same as a
BDM, but there are certainly some
challenges that we all face at the
moment. Interest rate pressures
remain one of the biggest. Having
seen my fair share of economic ebbs
and flows, I’d say we’re in a period of
transition. Rates have been higher
recently, but we’re starting to see
signs of stability, and even some
positive movement. Naturally, that’s
made everyone, including landlords,
more conscious of value and price.
There’s also the question of
confidence. Ongoing uncertainty
has made many investors more
cautious. The cost of living is still
a concern, and that’s shaped how
landlords approach new purchases or
portfolio growth. However, despite
the challenges, the private rental
sector remains a vital part of the
UK housing market. With the right
products and mindset, there are still
plenty of opportunities to seize.
What are the current
opportunities for BDMs?
Challenging markets always bring
opportunities if you know where
to look for them. For BDMs, it’s
about taking a more specialist
approach. That means moving
away from one-size-fits-all lending
and instead helping brokers find
tailored solutions.
We’re seeing more brokers looking
to restructure portfolios into limited
company formats, for example. It’s
an area where our team can offer real
guidance. Keystone also has strong
expertise in houses in multiple
occupation (HMOs) and portfolio
lending, which gives us plenty of
scope to support brokers exploring
new strategies with their clients.
Above all, it’s a great time to
strengthen relationships. Brokers
want to talk, learn, and find ways to
adapt. Being that trusted partner is
incredibly rewarding.
How do you work with
brokers to ensure the best
outcomes for borrowers?
For me, it all comes down to honesty
and openness.
We’re upfront with brokers about
what we can and can’t do, and that
transparency builds trust. Our goal
is always to create the best possible
lending solutions, but we never
overpromise. If a case is borderline,
we’ll always explore it properly,
working with brokers and clients
to see what’s possible. Sometimes
collaboration can make all the
difference.
That sense of partnership is what
makes the role so rewarding. When
a broker knows they can call you for
a straight answer and that you’ll do
everything you can to help, it builds
lasting confidence on both sides.
What advice would you
give potential borrowers
in the current climate?
Think long-term. Property
investment has always been about
steady growth and sustainability, not
short-term reaction. Focus on how
portfolios perform over time. Focus
on their stability, yield, and resilience
rather than getting caught up in
month-to-month rate movements.
It’s also wise to review your
portfolio regularly and get tax advice
from a qualified accountant to
make sure it’s both tax efficient and
financially sustainable.
Circumstances and markets
change, so keeping things under
review can make a real difference.
And, of course, always lean on your
broker’s expertise. They’re there to
guide you through the complexities
of the market, helping you make
informed, confident decisions.
What would you like
people to know about
you outside of work?
As much as I love my job, my
evenings and weekends are
sacrosanct. Having a good balance
between work and downtime is
important to me, and I make the
most of that time by being with
family and friends.
When I’m not doing that, you’ll
usually find me knee deep in a
DIY project. I’m passionate about
home improvement. There’s always
another job to tackle, but I wouldn’t
have it any other way!
Keystone Property Finance
Established in 2018
Products
◆ Lending on HMOs up to 15
occupants
◆ Lending to expats, including retired
and self-employed applicants
◆ Holiday Lets
◆ Refurb to Let
◆ Product Transfer and PT Plus
Contact details
sabiham@keystonepropertyfinance.co.uk
07891 305 354
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