Six months of change: Why relationships have mattered more than ever in 2026

If the first half of 2026 has taught us anything, it is that predicting what will happen in any sort of market, let alone the buy-to-let one, has become an increasingly difficult exercise.

We started the year with growing confidence that falling inflation would help deliver lower interest rates which, coupled with improving landlord sentiment, would provide a relatively settled backdrop. While some of those factors have remained supportive, the market has still had to contend with periods of significant volatility, driven by wider geopolitical events rather than anything directly linked to housing.

Swap rates have moved sharply at times, product pricing has changed quickly and lenders like ourselves have been required to act, often at pace. Advisers have once again found themselves interpreting rapidly-changing conditions for landlord borrower clients who quite understandably wanted reassurance before making important borrowing decisions.

Yet through all of this, the fundamentals of the buy-to-let sector have remained remarkably consistent. Tenant demand continues to exceed supply in many parts of the country. Rental yields remain attractive by historical standards. Professional landlords continue to look for opportunities to grow their portfolios, while an increasing number are reviewing existing client borrowing to ensure it remains suitable for today’s market.

That resilience is why we have continued to believe there is every reason for advisers to remain positive about buy-to-let during the second half of the year and into 2027.

Relationships have made the difference

Periods of uncertainty, like we have witnessed during 2026, have a habit of reminding everyone what really matters. Technology is increasingly important and product sourcing has never been easier, but there is still no substitute for being able to pick up the telephone to somebody who understands your business, understands the case in front of them and can help find a solution. That, we hope, has been the experience of advisers during the last six months.

Our BDMs have spent a significant amount of time helping advisers work through changing market conditions, discussing criteria, exploring different approaches to structuring cases and helping brokers give landlord clients confidence when markets have appeared incredibly unsettled.

Equally important has been getting out to meet advisers. During the first six months of this year we have attended more than 80 industry events across England and Wales, ranging from club and network conferences, exhibitions, roadshows and educational events.

Face-to-face conversations remain invaluable because they allow us to hear directly what advisers are seeing in their area, while giving us the opportunity to explain our thinking and receive immediate feedback on where we can improve. Many of the changes we’ve made this year have come directly from those conversations.

Responding to advisers and landlords

A changing market requires lenders to keep evolving, and that has certainly been our focus throughout 2026. Earlier this year we introduced a series of criteria enhancements designed to remove unnecessary barriers for landlord borrowers while maintaining responsible lending standards.

These included removing our minimum income requirement, reducing trading history requirements for self-employed applicants and contractors, extending our maximum mortgage term to 35 years and broadening our property appetite.

We have also continued to develop our product range. The launch of our two-year tracker products has given advisers another option for landlord borrowers who want greater flexibility while markets continue to evolve. Without ERCs, these products have proved particularly useful for landlords who want to retain the ability to review their options as market conditions change.

Alongside this, we have continued to support the significant remortgage opportunity that exists across the market, recognising many landlords are reaching the end of previous fixed rates and require advice that reflects today’s lending environment.

Our commitment to supporting more sustainable property investment has also continued to develop. We have recently achieved alignment between our EPC A-C products and Green Cashback initiative with the Green Home Finance Principles, providing advisers with additional confidence that these products meet an established industry framework designed to encourage energy-efficient housing improvements.

Investing in the business

Supporting advisers is not simply about products and criteria. It also means investing in the people who seek to deliver for Fleet every day. One of the biggest changes during the first half of the year for us has been the appointment of Nicola Richardson as our new Managing Director. Having been with Fleet since the business launched in 2014, Nicola combines an in-depth understanding of our business with a clear vision for where we want to go next.

We have also strengthened our Executive Committee through the appointments of Andy Parkes as Operations Director and Toni Coulson as Risk & Data Insights Director, adding further experience in operational delivery, technology, data and business transformation.

Looking ahead

If the first six months of 2026 have shown us anything, it is that market conditions can change very quickly. That makes it even more important we remain accessible, responsive and willing to listen to advisers.

No one knows exactly what the second half of the year will bring, whether that is further changes in interest rates, economic conditions or landlord behaviour.

However, we do know that advisers will continue to play a vital role in helping landlords make informed decisions, and lenders have an equally important responsibility to provide the products, criteria, people and service that allow advisers to do exactly that. For Fleet, that remains our focus for the rest of 2026 and well into the future.

Fleet Mortgages: Specialists in buy-to-let lending

At Fleet, we offer a range of product options tailored to meet the needs of professional and portfolio landlords. Our expertise can help advisers navigate the complexities of the market so you can continue to provide exceptional advice to your landlord clients.

Everything starts with a good conversation. Get in touch with our team today to discuss how we can support your business.

Call us 01252 916 800

Email us sales@fleetmortgages.co.uk

Visit our website www.fleetmortgages.co.uk

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