How many brokers and broker firms do you cover in your role?
I predominately manage key accounts, such as L&G, TMA, Charles Derby, London and Country, and First Mortgages.
How do you successfully organise and deal with business on a daily basis?
Every good BDM knows that communication and following up on commitments are key.
It’s always a challenge, but it’s something I thrive on. Without a good team behind me, none of the above would be possible. It’s a synchronised swim daily.
What issues come up time and time again?
I wouldn’t say that I manage a regular issue – that would be far too easy to rectify. As part of my job is to educate brokers we work with, a barrier I often come up against is that the broker doesn’t often see when a client is right for equity release. That’s the beauty of Key Partnership, we are here to help you identify these opportunities.
What do you wish brokers understood about your job?
It’s like being a parent you need to wear several hats each and every day.
What do you think is the most important attribute in a good BDM?
Developing trusting relationships.
When you’re unavailable to contact via telephone, what’s the second-best way for brokers to get in touch?
Contact our telephone account team on 0845 1212128
If you were head of the FCA for the day, what would you change about regulation in the mortgage industry?
Not so much regulation but more a push on innovation – equity release is not part of the main mortgage market.
The equity release market is a lot smaller and more niche than the mortgage market, we are just as competitive but with a strong view on education and expansion. I would make it that we all sat down in the same room and discussed the need for specialist later-life products that would benefit the clients and the lender/advisers involved.
There is certainly an area of crossover on products for those aged 55 or older.
What was your motivation for choosing business development as a career?
Having worked for Key, since the launch of Key Partnerships almost 10 years ago, I have worked my way up through the company. It was a natural progression and I feel it is well suited.
How do you establish and maintain a good relationship with brokers?
It’s about listening. How do we fit in with their business? Once we can establish a good working relationship it’s all about growth.
And how do you establish and maintain good relationships internally?
I find cakes work well. We have a weekly sales meeting, which gives us all the opportunity to see and hear each other. It’s very important to stay in touch with your team when you work remotely.
Our director also organises a quarterly out of office get together which is great for team building and morale.
What’s the strangest question you’ve ever been asked?
There have been many, every BDM knows you need a good sense of humor. I would say it’s more the strangest answer I have ever given which stands out.
I was asked whether I would recommend equity release to my family when I interviewed with Key, I said no, surprisingly I was still given the job. Key are a fantastic advocate of education. It still makes me smile to this day.
Of course being more educated now I would say yes!
And finally, what did you want to be growing up?
A mermaid, obviously. On a serious note – I wanted to join the FBI.
