Most borrowers think mortgage decisions come down to interest rates and credit scores. But in the world of specialist lending, relationships matter just as much, if not more. In this episode of Industry Disruptors, Ajay Nayyar and Jordanne Whiley sit down with Zouhair Mihramane of Quantum Mortgages to reveal why trusted connections between advisers and lenders can be the key to success.
What Is Specialist Lending and Why Does It Exist?
Specialist lending is designed for borrowers who don’t fit the criteria of traditional high-street lenders. This includes portfolio landlords, self-employed individuals, those with complex income structures, or clients purchasing non-standard properties.
Unlike mainstream lenders that rely heavily on rigid tick-box systems, specialist lenders take a more flexible approach to underwriting. They assess the story behind the application and consider each case on its individual merits. This flexibility makes them invaluable for brokers handling more complicated cases.
Why Relationships Trump Rates
In today’s market, many brokers and borrowers search for the best rate using sourcing tools. But with specialist lenders, a strong relationship can be just as important as a competitive interest rate.
A great BDM (Business Development Manager) can be the difference between a declined application and a successful mortgage offer. When brokers have honest, open lines of communication with lenders, they get quicker answers, clearer guidance, and more tailored solutions. As Zouhair puts it, brokers aren’t just looking for answers — they want solutions.
What Makes a Good Lender and Adviser Relationship?
At its core, a strong adviser and lender relationship is built on trust, communication, and consistency. That means:
- Fast responses to enquiries
- Straight answers instead of vague promises
- A shared goal to get the deal across the line
Zouhair shared how his first interaction with Hearthstone wasn’t about numbers. It was about a conversation. A real one. That early transparency laid the groundwork for a relationship that’s delivered multiple successful deals.
The Hidden Value of Knowing How a Lender Thinks
Lenders are more than their criteria sheets. Every underwriter has their own way of looking at a case. Knowing how to present a case, what documents to highlight, and how to pre-empt potential issues can make or break an application.
That’s why good BDMs spend time with their underwriting teams. They learn how cases are assessed, what red flags to watch for, and what a strong submission really looks like. When brokers work with a BDM who understands both sides of the process, deals move faster and with fewer surprises.
When a BDM Makes the Difference
Let’s be honest. Most brokers have had a lender relationship go cold. Maybe the support disappeared. Maybe the service just wasn’t there.
That’s exactly what happened with Quantum before Zouhair joined. Hearthstone had stopped working with them. But when Zouhair came on board, everything changed. Thanks to the strong rapport, honesty, and hands-on support, Quantum quickly became a go-to lender again.
From suggesting structural tweaks to applications, to chasing underwriters for urgent offers, Zouhair became more than a BDM. He became part of the team. That kind of trust is rare — and powerful.
Collaboration Over Competition
One of the standout moments in the podcast was the discussion around collaboration in the mortgage industry. Ajay and Jordanne regularly help other brokers, even those who could be considered competitors. Why? Because they believe in raising the standard of the entire industry.
Whether it’s discussing case structuring, lender fit, or just sharing experiences, that openness benefits everyone. And when brokers work together, clients win.
Want a Lender Who’s Got Your Back?
Rates matter. But when a case is complex, you need more than a good number. You need people who pick up the phone, know the criteria inside-out, and care about getting your deal through.
If you’re looking for a broker who builds those relationships and knows how to navigate specialist lending, Hearthstone is ready to help.
Ready to Work With a Broker Who Knows the Industry Inside Out?
Get in touch with Hearthstone today to work with advisers who know the lenders, the process, and how to get your deal done, without the drama.
