Unlocking Success in Finance: Lending, Growth & Building Relationships
The finance industry is constantly evolving, with specialist lending playing a crucial role in facilitating complex transactions. In this episode of Industry Disruptors, we welcome Andy Neo from Together Money to discuss the intricacies of bridging finance, the importance of strong industry relationships, and the mindset required for long-term success.
Whether you’re an investor, broker, or finance professional, this episode provides valuable insights into the world of specialist lending and business growth.
The Power of Relationships in Finance
The finance industry thrives on relationships—whether between brokers and lenders, advisers and clients, or investors and funding partners. Andy Neo’s journey highlights how cultivating strong connections can create long-term success in this competitive space.
Why Building the Right Network Matters
Andy’s first interaction with Ajay Nayyar was pivotal. As Ajay was learning about bridging finance, he proactively reached out to Andy, recognising the importance of finding experts in the field. The two spent hours discussing how specialist lending works, marking the beginning of a professional relationship built on trust, expertise, and shared knowledge.
“I want to know everything, and I want to know it from the best.” – Ajay Nayyar
This mindset—of prioritising education over quick wins—is what separates top-tier brokers and investors from the rest.
How Trust Impacts the Lending Process
Lenders and brokers depend on each other. The best deals don’t just come from who offers the lowest rate but from who can execute reliably.
- Lenders prioritise brokers who bring them quality deals with full transparency.
- Brokers work with lenders who offer consistency and clear decision-making.
- Investors benefit from working with professionals who have deep lender relationships, ensuring smoother transactions.
In short, having the right people in your corner can make or break a deal.
Understanding Specialist Lending & Bridging Finance
Bridging finance is often misunderstood. Many assume it’s a high-risk, last-resort option, but in reality, it’s a strategic tool for investors looking to scale portfolios and execute deals quickly.
What is Bridging Finance?
A bridging loan is a short-term funding solution designed for scenarios where traditional mortgages aren’t suitable or fast enough. These loans are typically used for:
- Auction purchases – When properties need to be completed within 28 days.
- Refurbishment projects – When a property isn’t mortgageable in its current state.
- Development funding – Providing capital for new-builds or heavy refurbishments.
- Short-term cash flow needs – Helping investors and businesses unlock capital quickly.
How Lenders Assess Bridging Deals
Unlike traditional mortgage applications, bridging finance is assessed primarily on the asset itself and the exit strategy. The key factors lenders consider include:
- Loan-to-Value (LTV) – Typically between 65-75% of the Gross Development Value (GDV).
- Borrower Experience – More experienced investors often secure better terms.
- Exit Strategy – How will the loan be repaid? (e.g., refinancing or selling the property)
- Property Type – Non-standard properties may require specialist lenders.
- Market Conditions – Lenders assess economic trends and property demand.
Bridging is all about speed and flexibility, qualities mainstream banks often struggle to provide.
What Happens When Deals Go Wrong?
No one enters a deal expecting failure, but reality isn’t always straightforward. Understanding risk mitigation is key to long-term success.
How Lenders Handle Defaults
When a borrower is unable to exit a bridging loan as planned, lenders assess the best course of action:
- Extending the Loan – Some lenders offer extensions if there’s a viable exit plan.
- Refinancing Options – Working with alternative lenders to transition the loan.
- Repossession as a Last Resort – Quality lenders aim to avoid repossession through structured solutions.
The Ripple Effect of a Failed Deal
A single bad deal can affect multiple transactions. For instance:
- Investors may lose deposits or refurbishment capital.
- Brokers risk losing lender trust.
- Lenders may tighten criteria, affecting future borrowers.
By planning strong exit strategies and working with knowledgeable advisers, investors can minimise these risks.
Mindset & Growth: Lessons from Andy Neo’s Journey
Success in finance isn’t just about technical knowledge—it’s about mindset, adaptability, and a commitment to learning.
How to Fast-Track Your Knowledge in Specialist Lending
Andy’s career highlights the importance of immersion and real-world learning.
- He was thrown into regulated mortgages and mastered the product in just eight months.
- He transitioned from peer-to-peer lending to specialist finance, continuously expanding his knowledge.
- He actively built relationships with industry professionals, ensuring he stayed ahead of trends.
“If you’re uncomfortable, you’re learning. That’s how you grow.” – Andy Neo
The Biggest Mistakes Brokers & Investors Make
- Focusing Only on Rates – The cheapest deal isn’t always the best deal.
- Not Understanding the Lender’s Perspective – Lenders assess risk, not just affordability.
- Failing to Plan Exits – Every loan needs a clear and realistic repayment plan.
- Ignoring Industry Relationships – Trust matters more than transactions.
Those who invest in education, adaptability, and long-term relationships will always outperform those chasing quick wins.
How to Work with the Right Lending Partner
Whether you’re a broker, investor, or business owner, working with the right lender makes all the difference.
What to Look for in a Specialist Lender
- Consistency – Avoid lenders who change terms unpredictably.
- Transparency – Work with lenders who communicate clearly.
- Speed & Efficiency – Time-sensitive deals require fast, responsive lenders.
- Flexibility – The best lenders find solutions instead of saying no.
Together Money’s approach prioritises real-world lending solutions, making them a key player in the specialist finance sector.
Final Thoughts: Mastering Finance & Business Growth
Specialist lending isn’t just about funding—it’s about strategy, execution, and relationships. Those who understand the nuances of bridging, risk management, and lender partnerships will always be ahead in the finance game.
Specialist lending isn’t just about funding—it’s about strategy, execution, and relationships. Those who understand the nuances of bridging, risk management, and lender partnerships will always be ahead in the finance game.
Key Takeaways:
✅ Building the right network is more valuable than chasing rates.
✅ Bridging finance is a tool for growth, not just an emergency solution.
✅ Success requires education, adaptability, and transparency.
Next Steps
💡 Need expert guidance? Speak to Hearthstone’s mortgage advisers for specialist finance solutions.
🎧 Watch the full podcast episode for exclusive insights – [Insert YouTube Link]
📩 Get in touch for tailored lending solutions that work for your business.
