Behind the Scenes in Buy-to-Let Mortgages with Steve Cox

Success in buy-to-let mortgages requires an understanding of the industry, decisive leadership, and strong relationship skills.

This week, in my NRG Insights Newsletter, Steve Cox , Chief Commercial Officer at Fleet Mortgages , shares over 30 years of insights in this week’s NRG Insights.

Coming up, I talk to Steve about his journey from estate agent to a leader in the buy-to-let mortgage market, the challenges facing the market today, and how leadership and relationship-building have been crucial to his success.

This episode is full of insights for those who are involved in the mortgage industry, want to understand the buy-to-let market better, or are keen to discover what it takes to lead a growing team.

Here's what's coming up...

?? The full NRG Insights episode on YouTube and Spotify

?? The impact of recent tax changes and legislative reforms in buy-to-let

?? The growth of Fleet Mortgages following its acquisition by Starling Bank

?? Strategies for engaging brokers

But first...

Who is Steve Cox?

Steve Cox is the Chief Commercial Officer at Fleet Mortgages, bringing over three decades of experience in financial services.

His career began as an estate agent in the 80s, and today, he's a leader in buy-to-let lending.

Known for his hands-on leadership and deep industry knowledge, Steve’s approach continues to shape Fleet Mortgages' success.

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Behind the Scenes in Buy-to-Let Mortgages with Steve Cox

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5 Lessons From Steve Cox’s Leadership

1. Trust and transparency build strong teams. Steve believes that great leadership is rooted in being open and honest, especially during challenging times. He highlights that when leaders trust their team, it creates ownership and motivation, which leads to better results and long-term loyalty.
2. The buy-to-let market is resilient. Despite recent tax changes and tighter regulations, Steve explains that professional landlords are committed because they see property investment as a long-term game. The demand for private rentals, especially with the UK’s ongoing housing shortage, means that the buy-to-let market continues to offer opportunities for those who understand it.
3. Technology is useful, but personal relationships still drive business. While advancements in technology are making processes more efficient, Steve emphasises that relationships are still key. He argues that brokers and clients value the human touch, whether it’s building trust with a broker or negotiating a deal, making personal connection irreplaceable.
4. Team retention is about development and recognition. Steve’s approach to keeping his team motivated revolves around providing opportunities for growth and ensuring that each person feels valued. He encourages regular feedback and one-on-one conversations.
5. Broker engagement requires both scale and personal touch. Steve explains that while large industry events are great for exposure, the real connection with brokers happens in smaller, more personal settings. He balances Fleet Mortgages’ presence at trade shows with face-to-face meetings, where meaningful conversations can happen and trust can be built.

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