Expanding into a new market is never just about changing a postcode. It is about making a commitment to brokers. A promise that you understand the landscape, that you can add value, and that you are ready to deliver with consistency and care.
That is what our expansion into Scotland represents. We did not do it because it looked good on a press release. We did it because brokers told us there was a gap. And when brokers speak, lenders need tot not just listen, but act.
Relationships first, always
At HTB, we have always believed that people are what set us apart. Products matter, but they are only as useful as the support that surrounds them.
The market moves quickly. Structures shift. But relationships are what brokers remember. That is why our first priority was making sure we had the right people in place.
Jack Slade, our Business Development Executive, brings real experience of working with brokers in Scotland. He understands the practicalities, the legal differences, and the day-to-day challenges of placing complex cases in that market. But this is not about one person.
Our national BDM team can support Scottish transactions. This is a joined-up approach built on consistency, not separation.
Brokers want to work with people who understand how deals get done. They want clarity, access, and the confidence that someone is on their side.They need to know that whether they are a first-time introducer or a long-standing partner, they will always be able to speak to someone who can help.
From conversation to change
This move is part of a broader picture. Over the past year, we have made meaningful changes based on broker feedback.
We launched Portfolio Edge to support professional landlords who need structured funding across term and bridging. We increased our maximum lending per customer to £35m to support larger, more complex portfolios. We refined how we lend on semi-commercial and heavy refurb cases, providing brokers with more flexibility and control.
None of this happens in isolation. It reflects a clear proposition and a willingness to adapt to how brokers actually work. Complexity is no longer a niche. From cross-border assets to multi-unit portfolios and family SPVs, these are now the norm for many brokers, not the exception.
And behind it all is a funding model designed for reliability. Brokers need to know that when a lender says yes, it means yes, all the way through to completion. That certainty matters, especially when deals are time-sensitive or involve moving parts.
Supporting brokers through change
It would be impossible to talk about the current market without mentioning the Renters’ Rights Bill. It is forcing many landlords to reconsider how and where they invest. Some are stepping back. Others are adapting and looking for opportunity. Either way, brokers are playing a central role in helping clients navigate the change.
At our recent Broker Pulse event, held in partnership with the National Residential Landlords Association (NRLA), we heard directly from brokers and landlords. They are not looking for bold promises, but rather for practical solutions. They want lenders who will stay close, respond quickly, and provide the kind of structured support that makes complex deals more manageable.
All lenders need to rise to that challenge, and hone in on the areas where they can add value. For us, Scotland is a natural next step, not just because of the opportunity, but because brokers asked us to. We are not trying to be everywhere. We are choosing to be where we matter most.
As brokers support their clients from acquisition through to refinance, or from bridging through to term, they are increasingly looking for lenders that stay in step with them, not just at the start of a deal, but all the way through.
Ultimately, this is about being the kind of lender that brokers trust to deliver.
Alex Upton is managing director, specialist mortgages and bridging at Hampshire Trust Bank
