“The biggest challenge will be making deals stack up”

By Tony Sanchez 14th May 2026

In our latest Five Minute Interview, Tony Sanchez speaks with Joseph Lane, Founder and CEO of Mortgage Lane, about structure, lender relationships, specialist finance and why making deals stack up is becoming increasingly important in today’s market.

What is the best thing about being in the bridging and development finance business?

The best thing is that it is real-world finance. You are not just arranging a product on paper; you are helping fund properties, developments, refurbishments and projects that physically change places and create value.

I enjoy the problem-solving side of it. Every case is different, and there is usually a challenge to work through, whether it’s timing, valuation, exit strategy, planning, structure or lender appetite. Being able to take a complicated situation, find a practical route forward and help a client make something happen is the part I enjoy most.

What keeps you focused?

Building something long-term. I am very driven by growth, but not just for the sake of it. I want Mortgage Lane to become one of the strongest specialist finance brands in the UK and, over time, internationally.

I also have a young family, a business and people relying on me, so that gives me a very clear reason to stay focused. I know that if I am disciplined, consistent and make good decisions, a lot of people benefit from that.

What qualities do you look for in your employees or colleagues?

Accountability, initiative and honesty. In a specialist finance business, details matter, and clients need to know that the people handling their case genuinely care about getting it right.

I value people who take ownership, communicate clearly and want to keep improving. Experience is important, but attitude is just as important. I would rather work with someone who is eager to learn, reliable and commercially minded than someone who has years of experience but does not take responsibility.

Are you an optimist or a pessimist?

An optimist, but a realistic one. I usually believe there is a way through most problems, but I do not believe in ignoring risk. In finance, blind optimism is dangerous. You need to be positive enough to find solutions, but disciplined enough to spot where things can go wrong.

What did you want to be as a child?

I always wanted to be involved in property, designing, creating infrastructure and solving real-world problems. I liked the idea of building things that had a lasting impact, whether that was homes, developments or businesses.

Looking back, that has always been the common thread for me. I have been drawn to property, practical problem-solving and creating something tangible rather than just talking about ideas.

What will be the greatest challenge facing the bridging and development finance industry in the coming months?

The biggest challenge will be making deals stack up.

There is still strong demand, but higher funding costs, build costs, cautious valuations and tighter lender scrutiny mean there is less room for error. For brokers and developers, it is no longer just about getting a loan agreed; it is about proving the exit, stress-testing the numbers properly, and making sure the scheme is genuinely viable.

The firms that do well will be the ones that combine speed with proper underwriting and strong lender relationships.

Who or what makes you laugh?

Usually the completely unexpected things that happen in business, the moments that are completely out of your control and somehow arrive at the worst possible time.

When you run businesses, you quickly realise that not everything can be planned for. Sometimes the only thing you can do is solve the problem, keep perspective and laugh at the madness of it afterwards.

Do you dread Monday mornings?

No, I actually love Monday mornings. I see them as a chance to reset, get organised and set the tone for the week ahead.

I like to prepare properly for the week, review priorities and make sure the business is moving in the right direction from the start. A strong Monday normally creates a much stronger week.

If you could change one thing about yourself, what would it be?

I would probably make myself better at switching off. I am very driven and I can become completely absorbed in work, ideas and problems that need solving. That has helped me build businesses, but it can also make it harder to rest properly.

With whom would you most like to have dinner?

Peter Jones. I have always admired people who can build, invest and think strategically across different businesses, and he has done that consistently over a long period of time.

I think it would be fascinating to talk to him about entrepreneurship, scaling companies, spotting opportunities and staying disciplined while building something substantial.