The Intermediary – September 2025 - Flipbook - Page 65
SPECIALIST FINANCE
Opinion
Every bridge starts
with the exit
B
ridging is no longer
a fallback. It is now a
core part of structured
investment strategies,
helping brokers
reposition portfolios,
fund refurbishments and act quickly
on opportunities. This shi has
opened the door to beer outcomes for
clients and given brokers a bigger role
in shaping those journeys.
One thing, however, has not
changed: the importance of planning
the exit from the very beginning.
Bridging is designed to be short-
Brokers tell me that the smoothest
cases are always the ones where the
exit has been discussed from day one.
It changes the whole dynamic of the
deal, because everyone knows what
the end goal looks like.
This is where bridging adds
real value, and where lenders can
support not just the first step, but the
bigger picture.
Exit in mind
Choosing the right lender is about
more than headline pricing. The
lenders who stand out are those who
ANDREA GLASGOW
is sales director – specialist
mortgages and bridging
at Hampshire Trust Bank
those who are upfront about what a
term lender will expect. That honesty
early on can save brokers from
difficult conversations later.
Add value
Exits should be an integral part of bridging finance
term. It gives clients flexibility and
access when they need it, but it only
delivers its full potential when there
is a clear plan for what comes next.
Whether the exit is via refinance
or sale, that conversation needs to
start at entry.
Getting strategic
The brokers who stand out are the
ones who start with the exit in mind.
Will the property be sold? Retained?
Will it need a specialist term product?
Mapping the transition before the
bridge is agreed shapes everything
from the works schedule to the
valuation approach.
understand how deals evolve and who
structure the bridge with the refinance
in mind. That means knowing what
a term lender will need for the exit to
be possible and building that into the
plan from the outset.
By anticipating these requirements,
brokers can give their clients the
comfort of knowing there is a credible
route out of the bridge, whatever
the scenario.
The bridging market is active, with
new entrants arriving regularly.
Competition is healthy, but
conversations with brokers always
return to trust. They value lenders
with experience and stability, but also
The clients who benefit most from
bridging are those who see where it
fits in their wider plans. Brokers lead
that conversation, structuring for both
now and next.
That might mean a light-touch
refurbishment with a term refinance
lined up, or a larger conversion
where the exit will need a more
specialist product.
Increasingly, brokers are also using
bridging to help reposition portfolios
where timing and criteria would
otherwise block progress.
In every case, direct access,
flexibility and consistency from
lenders help keep projects on track.
In today’s market, the ability to
support both the bridge and the exit is
becoming an expectation.
Lenders with the right processes to
make that transition straightforward
will stand out in a crowded space.
An exit sign
For bridging to deliver real value,
the exit has to be more than an
assumption. It must be part of the plan
from day one.
Brokers who build the exit into
every conversation give their
clients real confidence and make
the whole journey smoother. In a
competitive market, that kind of
joined-up thinking is what sets great
brokers apart. ●
September 2025 | The Intermediary
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