Buy-to-Let Watch Episode 6 | Following the success of our previous feature, Buy-to-Let Watch Episode 5, we return with a fresh perspective for advisers and landlords. In this instalment, Buy-to-Let Watch Episode 6, we explore why having a clear investor strategy remains essential in today’s buy-to-let market.
Renewed Momentum in the Buy-to-Let Sector
Liz Syms recently attended several industry events where a notable shift was evident. After a long period of virtual engagement, mortgage professionals and buy-to-let investors are keen to reconnect in person. This renewed appetite for networking reflects the wider confidence returning to the market.
Her visit to a major property investor show highlighted this shift. The two-day consumer-focused event was exceptionally busy, drawing a diverse mix of landlords, new investors and experienced portfolio owners. It was Liz’s first opportunity to speak with buy-to-let investors face-to-face since the pandemic, offering valuable insight into their current priorities and expectations.
Many attendees were actively looking to grow their portfolios, explore limited company structures or understand new lending criteria. The strong turnout demonstrated just how motivated investors remain to expand their knowledge and adapt to a changing market.
Investor Engagement Reflects Market Resilience
The enthusiasm observed at the event highlights a collective desire among BTL investors to stay informed about market conditions, rental trends and lender opportunities. Thousands of attendees were eager to deepen their understanding of buy-to-let finance and long-term investment planning.
This level of engagement reinforces the buy-to-let sector’s underlying resilience. Despite the challenges experienced across the market in recent years, landlords continue to view property as a stable, long-term investment.
If you work with landlords seeking guidance on portfolio expansion or strategic planning, explore our complex case support hub, designed to help brokers secure positive outcomes in specialist scenarios.
Insights from Portfolio Landlords and Aspiring Property Investors
Events throughout 2021 continued to attract a wide mix of landlords, ranging from established portfolio owners to new investors exploring their first buy-to-let opportunities. The variety was striking. Some attendees managed extensive portfolios of over 100 properties, while others were focused on development projects or refurbishment-led strategies. This range of experience highlighted the depth and diversity of the UK property market during a period of significant change.
A large number of participants were smaller investors with one to three properties. Despite their modest starting point, many shared a clear ambition: to grow their portfolios and improve their investment strategies. Moving from beginner to experienced landlord requires careful planning, an understanding of lender criteria, and confidence in the mortgage options available in 2021’s competitive buy-to-let market.
For brokers, these conversations often reflect day-to-day advisory work. Supporting investors through early acquisitions, refinancing decisions, and long-term planning creates opportunities to build strong professional relationships. It also reinforces the importance of delivering personalised, well-structured advice.
Understanding Investor Objectives
In 2021, clear goals continued to form the foundation of successful property investment. Brokers needed to understand whether clients aimed for immediate rental income, long-term capital growth, retirement planning or reinvestment opportunities. Reviewing tax considerations, expected timescales, and the number of future acquisitions helped shape recommendations that were both suitable and aligned with the client’s wider financial plans.
Using Development and Refurbishment to Build Portfolio Value
Development and refurbishment projects remained popular methods for creating equity. Many landlords in 2021 used refurbishment-led value increases as deposits for future purchases, helping them expand portfolios at a sustainable pace. This strategy worked particularly well for investors aiming to move from small portfolios to more structured, long-term investment models.
For brokers handling complex or unusual refurbishment cases, our Development Finance Guide provides a broader understanding of development finance.
Avoiding Common Financial Pitfalls
Despite strong market conditions in 2021, some investors faced challenges due to restrictive mortgage choices. One recurring issue was long-term fixed-rate deals with heavy early-repayment charges. These products often limited a landlord’s ability to refinance, raise capital, or adjust borrowing as new opportunities arose.
Specialist buy-to-let lenders also differed widely in their approach to additional borrowing and second charges. Choosing the wrong lender could hinder portfolio growth, particularly for ambitious landlords aiming to scale quickly. This highlighted the crucial role of brokers in ensuring product suitability and forward-planning.
For advisers seeking a stronger support structure, joining our mortgage network as an Appointed Representative offers access to lender panels, compliance oversight and systems designed to help brokers grow.
Building Long-Term Success Through Reliable Advice
The discussions from 2021 emphasised the value of sound financial guidance to both new and experienced landlords. By understanding investor goals, anticipating future needs and selecting flexible financing options, brokers can help clients avoid common pitfalls and build confident, sustainable portfolios. Strong advice is the foundation of long-term trust and a catalyst for ongoing business growth.
Educate your portfolio landlords on green mortgages and EPC requirements.
| Lender | Rating | Rate | Rate type | LTV | Incentives |
| BOI | A-C | 1.76% | 2-year fix | 60% | Lower rates |
| BOI | A-C | 2.12% | 5-year fix | 75% | Lower rates |
| Foundation | A | 3.14% | 5-year fix | 75% | Lower rates and £750 cash back
Less attractive options for B&C ratings |
| Foundation | A | 1.99% | 2-yr variable -no ERC | 75% | Lower rates |
| Kensington | – | 4.34% | 2-year fixed | 80% | £1000 cashback if rating improves in 12 months from completion |
| Landbay | A-B | 2.89% | 5-year fixed | 70% | Lower rates
Slightly higher for C rating |
| LendInvest | A-C | 2.88% | 5-yr fixed | 65% | Lower rates and fees |
| TMW | A-C | 2.24% | 2-yr fixed | 80% | 80% only available for A-C ratings |
| Paragon | A-C | 3.99% | 5-yr fixed | 80% | Lower rates |
Buy-to-let Watch Episode 6 *Details correct as at 25/10/21
Opportunities for property investors
Lenders offering environmentally friendly mortgages provide cost savings compared to traditional products. For instance, Paragon offers a green mortgage option on every standard product, with a 0.1% discount. Financial advisers should promote these eco-friendly products to Buy-to-Let (BTL) clients. This helps them navigate upcoming regulatory changes with ease. By adopting this approach, advisers can enhance their value to property investors while addressing sustainability goals.
Building strong client relationships is essential for financial advisers. Understanding each investor’s needs and long-term goals fosters trust and positions the adviser as a reliable partner. This collaborative approach benefits both parties and helps them achieve success.
Helping clients expand their property portfolios offers a significant advantage. Frequent mortgage transactions, potentially every few months, ensure consistent business rather than sporadic activity every few years. Seizing the opportunities presented by green mortgages boosts financial performance and builds lasting client relationships, which is vital in the UK’s constantly evolving property investment market.
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