Brokers think commercial

Commercial mortgages are high on brokers’ agenda as they fear they could lose out on residential business if they are unable to offer them.

As a result of this Andy Young, managing director of The Business Mortgage Company, predicts that commercial mortgages will be the biggest growth area in the next five years.

Although the complexity of the commercial market puts many brokers off, fear is concentrating minds. Growth will come not just from brokers but networks too, as they adapt to their appointed representatives’ needs.

Young says TBMC has seen more brokers approaching it to do commercial deals on their behalf.

He says: “Lenders are taking a more flexible approach to commercial lending. Some brokers see it as a threat to their business if they have to turn a client away because they can’t help them with their commercial needs.”

A spokeswoman for InterBay says it has seen its business volumes double on a monthly basis since its launch into the commercial market early this year.

She says: “This is a good way for brokers to add a fresh revenue stream to their business. We’ve tried to design our application process so it is similar to residential.”

TBMC is planning to process an additional 400m of applications next year, more than doubling what it does now. It is recruiting more staff including two new business development managers and three commercial development managers.

It has also launched an online buy-to-let tracking system which allows brokers to monitor cases at any time of day.