From BDMs to Tax Advisers – Build Your Broker Toolkit

In the world of buy-to-let, no two clients are the same. Each landlord has different plans, different experience, and a different structure to their portfolio. As mortgage advisors, it’s our job to listen carefully to that and guide them to the right mortgage solution – but we also need to know when to bring in other experts. Having a trusted network of professionals is what allows us to deliver a truly well-rounded service.

That’s something I’ve always believed in strongly. It’s one of the reasons I value being part of the Cornerstone Network – it gives me access not just to lenders and products, but to people. Whether it’s a tax adviser, a solicitor, or a specialist lender, I know where to turn if a client needs more than just a mortgage.

Navigating Limited Company Buy-to-Let

Limited company buy-to-let is a good example. It’s a growing area, but it comes with layers of complexity. Not every lender offers products for limited companies, and of those that do, their criteria can vary quite a lot. If it’s a straightforward structure – say, a husband and wife who are joint directors and shareholders – it’s often fine with a more mainstream lender. But if there’s a holding company involved, or an overseas shareholder, it becomes a different story.

Make Your BDM Your BFF: The Value of Relationships

It’s why product knowledge is so important – but also why relationships matter. Within the Cornerstone Network, we have regular meetings with BDMs and lender webinars where we hear directly from specialists about the finer details of their criteria. I used to be a BDM myself, and I always say: make your BDM your BFF. They know the quirks, the exceptions, the little bits that don’t make it onto the standard product sheets.

Own Your Learning: A Key Part of Your Broker Toolkit

But you can’t rely solely on your network to spoon-feed you everything. If you want to stand out as a broker, you need to take some ownership of your learning. That means signing up to industry updates and actually reading what hits your inbox. Not every lender email is a game-changer – but some are. And over time, if you immerse yourself in what’s going on, you build a better understanding of the landscape your clients are navigating.

Managing Expectations in Limited Company Cases

For limited company cases, it’s also about knowing what’s the same – and what’s not. The underwriting process is still broadly similar, but there are a few extra hoops. Personal guarantees, independent legal advice, and additional costs are all part of the picture. Clients may not be aware of these, so we need to flag them early. It’s about managing expectations, not just completing paperwork.

Referrals Are a Core Part of Your Broker Toolkit

Beyond the mortgage itself, one of the most valuable things we can do is signpost to trusted professionals. I make sure I have a couple of good accountants and tax advisers I can call on. If a client is unsure about whether a limited company is the right structure – or doesn’t even know what questions to ask – it’s not my role to advise on that, but it is my role to say: here’s someone you should speak to.

New Broker? Build Your Toolkit Early

That’s especially important for newer brokers who might not have built up those contacts yet. Within Cornerstone, we work in a group structure that gives brokers a vetted list of professionals they can refer to. It gives peace of mind and it helps them support their clients with confidence.

Invest in Relationships: The Long-Term Payoff

I’d also encourage anyone to go out and build those relationships for themselves. Attend networking events. Make connections. Don’t be afraid to stand up and say: I’m looking for a great tax adviser to work with. It’s how you build a network that works for you.

Conclusion: A Strong Broker Toolkit Builds Trust

There’s no shortcut to becoming a trusted advisor. It takes effort, curiosity, and a willingness to learn from others. But when a client turns to you with a complex situation and you’re able to connect the dots – bringing in the right expertise at the right time – that’s when you know you’re doing the job properly.