This article was first published in September 2025, and has been updated to reflect the latest NACFB Intermediary Market Outlook, published February 2026.

Rob Lister, Director of R&BS, was invited to write for the National Association of Commercial Finance Brokers (NACFB) on why specialist finance brokers are essential in the agricultural industry. Here, he explores that perspective looking through the lens of today’s farming challenges.

A shifting lending landscape

The way UK businesses access finance has fundamentally changed. According to the latest NACFB Market Outlook 2025/26, the role of the specialist has never been more prominent:

• A growing market reach:£33bn of SME lending was arranged via brokers in 2025. That’s up 25% year-on-year.
• Giving second chances: 1 in 4 businesses declined by a lender go on to secure funding through a broker.
• Depth of choice: brokers typically review up to 6 lenders per deal to find the right fit.

The research also shows that business owners value the wider access to funding, a simpler process, and greater confidence in the outcomes with professional guidance.

Jim Higginbotham, CEO of the NACFB, summed it up:

“In a world of algorithms, brokers prove that relationships matter. They’re not just navigating change – they’re redefining the role of the trusted advisor, becoming the modern-day bank manager who blends human insight with market expertise to help drive UK plc forward.”

The challenges of farming finance

Those roles are even more important in the agricultural sector. Today’s farms face unprecedented complexity – from fluctuating commodity prices and unpredictable weather to environmental pressures, evolving Government support and recent inheritance tax changes.

Many farms are also diversifying into ventures like holiday lets and commercial storage which adds layers of financial complexity that traditional banking models often struggle to evaluate.

As farms evolve, long-standing banking relationships can struggle to keep pace. What was once seen as low-risk and straightforward is now subject to increasingly rigid credit assessments that often overlook the unique realities of farming. This is where specialist agricultural mortgage consultants become invaluable.

Why specialist consultants make the difference

Farmers don’t just need loans; you need finance partners who understand your business. A specialist mortgage consultant brings deep sector knowledge and stays attuned to market shifts through regular conversations with farmers, land agents, and rural professionals.

They act as your interpreter, knowing how to position your business as a credible borrower from day one. By understanding how different lenders assess risk, they ensure your farm’s story is told in the right way for credit appraisals.

Expertise and risk appetite vary significantly between individual bank managers. A less experienced manager may reject a proposal due to unfamiliarity with the sector. Indeed, many lenders now actively prefer tailored, consultant-prepared lending proposals that reflect the complexities of rural businesses.

From ‘No’ to ‘Yes’ success stories

At R&BS, we’ve seen first-hand how the right expertise can turn a ‘no’ into a ‘yes’:

• Diversification support: a mixed farm was declined diversification finance. The bank didn’t understand how the non-traditional income streams integrated with the core farming operation. R&BS bridged that gap and secured approval.
• Complex income structures:a farm with agricultural, equestrian, and personal income was rejected until R&BS worked with a lender to properly structure a solution that appropriately incorporated the personal income to demonstrate serviceability.
• Strategic problem solving: in a case involving complex debentures and guarantees, our knowledge of lenders and strong relationships with specialist agricultural solicitors allowed us to find a compromise and secure funding.

R&BS as partners in growth

In a world of increasing financial complexity, a specialist agricultural mortgage consultant is becoming essential. We don’t just find mortgages. We build strategic funding cases, identify the right lenders, and structure solutions that suit your farm’s long-term goals.

If you’re facing decisions about investment or refinancing, the real question isn’t “Should I use a consultant?” it’s “Can I afford not to?”

Rob’s article for the NACFB can be found here (p64).