What do landlords value most when choosing brokers?

UK landlords place the highest value on brokers’ expertise in tax and regulatory matters, emphasising the need for brokers to provide knowledgeable and informed guidance, according to new research from Butterfield Mortgages.

The mortgage provider commissioned an independent survey of 501 UK landlords with buy-to-let mortgages. Those who used a broker to source their latest buy-to-let mortgage were asked to choose up to three qualities they value most in a broker.

The results showed that 38% of respondents chose tax and regulatory expertise as an important quality they look for in a mortgage broker, making it the most commonly selected choice. This was followed closely by 'access to a wide range of flexible, bespoke, or specialist financial solutions’ (36%) and ‘access to exclusive products not available directly to borrowers’ (34%).

Conversely, the likes of ‘experience with clients of similar demographics’ (29%), ‘a broad range of lender partnerships’ (28%), and ‘expertise in the local property market’ (26%) were the least commonly selected qualities. 

Alpa Bhakta, CEO of Butterfield Mortgages, said: “This research comes at a pivotal time, with Rachel Reeves’s Budget still fresh in people’s minds. Indeed, it is noteworthy that expertise in tax and regulation ranked higher than product range, highlighting the ongoing uncertainty among landlords about the potential impact of government policies on the buy-to-let market. Evidently, brokers and lenders must focus on providing access to up-to-date, expert guidance to help landlords navigate these challenges effectively.

“Our research also reveals that, despite recent rate cuts, borrowers still rely on brokers to offer a diverse range of financial options that enable them to adapt confidently to the evolving buy-to-let market. What’s more, landlords expect brokers to deliver a personal, tailored service that caters to their specific needs. The survey underscores the value landlords place on quality, human-centred service.

“Lenders must also consider these findings carefully – and they need to recognise their role in supporting both brokers and their clients as well. It’s crucial for the entire sector to collaborate, ensuring that landlords can make better-informed, confident decisions that foster long-term success.”