Letting and estate agents regularly speak to landlords, tenants, purchasers and vendors at moments when property finance becomes important.
A landlord may mention another purchase. A tenant may say they hope to buy. A vendor may consider keeping their existing home, while an investor may need to complete an auction purchase within a few weeks.
These conversations create an opportunity for the agent to provide better client service by introducing the client to NetRent Mortgage Solutions.
The agent does not need to assess affordability, recommend a lender or provide mortgage advice. The objective is simply to recognise when a conversation could be useful and make an appropriate referral.
Here are seven client moments that should prompt that introduction.
1. A landlord is considering another purchase
Agents are often among the first people to know when a landlord wants to expand.
The landlord may ask about achievable rent, areas with strong tenant demand or properties that could work as investments. Before viewing seriously or making an offer, they should understand their likely borrowing capacity.
A mortgage conversation can help establish:
- The deposit likely to be required.
- Whether the rent may support the mortgage.
- Personal or limited-company borrowing options.
- The potential effect of the landlord’s existing portfolio.
- Whether the proposed property is acceptable to suitable lenders.
- The documents needed for an application.
Referring the landlord early can prevent them from agreeing a purchase before discovering that the expected mortgage is unavailable.
2. A landlord’s existing mortgage deal is ending
A landlord may mention that a fixed rate is approaching its expiry date or that mortgage payments are due to increase.
This conversation should ideally take place several months before the current deal ends.
The landlord may be able to consider a product transfer with the existing lender or a remortgage through another lender. There may also be opportunities to change the mortgage term, release equity or restructure other borrowing.
The comparison must include arrangement fees, valuation and legal costs, early repayment charges and the total cost over the intended product period—not just the advertised interest rate.
A timely referral gives the landlord more opportunity to prepare documents and investigate the wider market before moving onto the lender’s reversion rate.
3. A landlord wants to release equity
A landlord may tell the agent that they want to refurbish a property, provide the deposit for another purchase or create additional business reserves.
If sufficient equity exists, remortgaging or further borrowing may provide access to funds. However, the property’s value is only part of the assessment.
The lender may also examine the rent, increased mortgage balance, borrowing purpose and wider portfolio. Additional borrowing creates additional interest and risk, so the financial benefit should be compared with the complete cost.
The agent does not need to decide whether releasing equity is appropriate. Recognising the opportunity and introducing the landlord to NetRent allows the available routes to be examined properly.
4. A client intends to buy at auction
Auction purchases require preparation before the bidding begins.
The successful bidder will normally become legally committed when the hammer falls and may have only a short period in which to pay the balance and complete.
A standard mortgage may be suitable if the property and timetable allow it, but bridging finance could be required where the deadline is short or the property needs work before it becomes acceptable for a long-term mortgage.
The client should establish:
- The maximum amount they can safely bid.
- The deposit and completion funds required.
- Whether the property appears mortgageable.
- The likely cost of short-term finance.
- The refurbishment budget.
- How the bridging loan will ultimately be repaid.
A referral made before the auction is far more valuable than an urgent introduction after the client has already committed to the purchase.
5. A tenant says they would like to buy
Many tenants assume that homeownership is impossible because they have a modest deposit, variable income, previous credit difficulties or are self-employed.
Those assumptions may not reflect the complete mortgage market.
When a tenant mentions saving for a deposit, checking their credit file or wanting to buy within the next year, the agent can suggest an initial mortgage conversation.
Speaking to NetRent could help the tenant understand:
- A realistic purchasing budget.
- The deposit and buying costs.
- How lenders may assess their income.
- The documents they should begin assembling.
- Whether credit-file issues require attention.
- What preparation may improve their position.
The tenant may not be ready to apply immediately. An early conversation can provide a practical six-to-twelve-month preparation plan rather than encouraging a premature application.
6. A homeowner is moving but wants to retain the existing property
An estate agent may meet a homeowner who wants to move but is reluctant to sell their current home.
They may be considering keeping it as a rental property and purchasing another home—a strategy commonly described as let-to-buy.
This creates several connected questions. The existing property may need a buy-to-let mortgage or consent to let, while the new residential mortgage must remain affordable alongside the retained property and any associated commitments.
The client must also consider achievable rent, landlord responsibilities, insurance, tax and the financial effect of owning two properties.
A mortgage referral should be made before the client relies on expected rental income or assumes that the required combination of mortgages will be available.
7. A property or client does not fit standard lending criteria
Agents frequently encounter cases that are not straightforward.
The property might be an HMO, a flat above commercial premises, a short-lease property, a building of non-standard construction or a house requiring substantial refurbishment.
Alternatively, the client may be self-employed, approaching retirement, buying through a limited company or dealing with historic credit problems.
The first lender approached may not accept the case, but that does not necessarily mean that finance is unavailable. Different lenders can take different approaches to income, experience, property construction, tenancy types and credit history.
An early referral can identify whether specialist options should be investigated before the client spends money on valuations, legal work or surveys.
Introduce—do not advise
Letting and estate agents can identify the need for a mortgage conversation without stepping into regulated mortgage advice.
The agent should avoid:
- Recommending a specific mortgage product.
- Promising that finance will be approved.
- Predicting the exact amount a client can borrow.
- Describing a particular lender as definitely suitable.
- Comparing products without the appropriate authority.
- Presenting an initial discussion as a mortgage offer.
Instead, the agent can explain that NetRent Mortgage Solutions is available to discuss the client’s circumstances with the support of qualified mortgage professionals.
The client’s permission should be obtained before their contact details are shared, and any referral arrangement should be explained transparently.
Make NetRent part of your client service
A well-timed mortgage referral can help a landlord prepare for a purchase, prevent an auction buyer from committing without finance and give a tenant a clearer route towards homeownership.
It can also help agents retain valuable relationships by providing a useful next step when property and finance conversations overlap.
NetRent Mortgage Solutions works with DNA Financial Solutions to assist landlords, tenants, purchasers, homeowners and property investors.
To discuss introducing your clients to NetRent, contact us:
Telephone: 01352 721300
Email: mortgages@netrent.co.uk
NetRent does not provide legal or tax advice. This article represents our general understanding of the mortgage and rental property market and is provided for information only.
Mortgage products, rates, fees, affordability calculations and lender criteria can change. Individual circumstances vary, and appropriate mortgage, financial, legal and tax advice should be obtained.
Your home or property may be repossessed if you do not keep up repayments on your mortgage.