Mortgage Soup fires the questions at Andrea Glasgow, sales director, specialist mortgages & bridging, Hampshire Trust Bank (HTB).
Mortgage Soup (MS): HTB recently brought together the sales functions of its bridging and specialist mortgage divisions. What does that mean for brokers?
Andrea Glasgow (AG): It means a more joined-up experience. Brokers now have a single point of contact who can support them across both bridging and specialist term. That reflects how their clients actually invest. They are not thinking in terms of products; they are thinking about outcomes.
Whether it is acquisition, refurbishment or refinancing, the sales team can help brokers build a structure that supports the full journey. That cuts down the admin, keeps things moving, and gives brokers more control over the strategy from end to end. From day one, the structure is shaped with the exit in mind.
That is also why we have continued to strengthen the bridging team, bringing in additional underwriting expertise and introducing new roles like the BDE to give brokers more responsive support.
MS: What’s your take on the current bridging market?
AG: It is still active, but the shape of demand is shifting. We are seeing fewer distressed deals and more structured bridging, with investors using it to reposition assets, carry out works, or manage timing on sales and acquisitions.
There is also a more strategic mindset. Brokers are planning bridging from the outset, with the refinance or exit route already considered. That is where the market is heading, and where the most value is delivered.
For lenders, that raises the bar. It is not just about speed. Brokers want clarity, consistency, and a lender who understands the deal from both sides.
MS: The bridging space has no shortage of lenders. How do you stand out from the crowd?
AG: It is easy to compete on the simple cases. The difference comes when a deal needs structuring, whether that is staged works, layered ownership, title complexity, or aligning with a longer-term refinance.
That is where access, experience and judgement matter. Brokers need a team they can speak to, who understand what the client is trying to achieve and who will stay with the deal all the way through.
Being a bank gives us a point of difference. Our funding is secure. We are not here one day and gone the next. Brokers can plan with confidence, knowing the exit is understood and the refinancing criteria will not change midway through. That certainty really matters in this market.
MS: Why do some buy-to-let brokers still hesitate to write bridging business?
AG: Some still see it as specialist or worry about complexity or risk. But when bridging is structured properly and the exit is planned from the beginning, it becomes a very practical part of the advice process.
The market has moved on. More brokers are using bridging to support EPC upgrades, short-term repositioning or portfolio reshaping. It is not about changing how they work. It is about expanding the tools they use to get their clients the right outcome.
MS: What more can lenders do to support that shift?
AG: First, make access easy. If brokers can speak to someone who understands bridging and term, they are far more likely to explore how both can be used together.
Second, give them confidence that the funding is reliable and the deal is deliverable. That means asking the right questions early, being transparent on requirements, and shaping the case with the exit in mind.
And finally, show them they do not have to do it alone. Brokers are busy. They do not need a lender to tell them how to do their job. They need a lender who will walk the deal with them and keep them informed at every step.
That is what we aim to deliver. Not just access, but support that adds real value.
