How many brokers and broker firms do you cover in your role?
This is constantly growing so it’s not possible to give an exact number, but I cover a stretch of the South Coast – from Poole in Dorset to Brighton in Sussex (a lovely area, especially in summer).
How do you successfully organise and deal with business on a daily basis?
I diarise my contacts to keep in touch with them all on a regular basis, especially the ones that send a lot of enquiries my way. I do two to three appointments a day, but one needs to be flexible as no two days are ever the same and you never know what is going to crop up.
What do you wish brokers understood about your job?
I think BDMs and brokers already understand each other’s jobs well. Having said that, telling brokers about the Family Building Society, our range of products and the cases that we can help with, is really rewarding. I think a broker who understands what we can do for their clients has a real advantage over others.
What do you think is the most important attribute in a good BDM?
Being contactable, having a good understanding of lending criteria, an in-depth knowledge of products – all wrapped up in a winning personality! Above all, it’s about believing in what you do and not taking no for an answer.
When you’re unavailable to contact via telephone, what’s the second-best way for brokers to get in touch?
That’s easy, email. If I’m tied up and unable to take a broker’s call, I respond to emails as soon as I am free. Also, brokers do call our experienced and helpful staff on our mortgage desk who do deal with a wide range of their queries.
If you were head of the FCA for the day, what would you change about regulation in the mortgage industry?
I think the recent buy-to-let changes have caused a lot of confusion and difficulties so I would just leave it as it is now – no more changes.
What was your motivation for choosing business development as a career?
I’ve worked with brokers for 10 years at our head office. In my last role, I headed up the mortgage desk. I love talking to brokers; this motivated me to get out there and meet them face-to-face. I love that every day is different.
How do you establish and maintain a good relationship with brokers?
Building a good rapport is key. I enjoy listening to them to find out what’s important to them individually. It’s essential to get to know them so I can do a good job as their BDM.
And how do you establish and maintain good relationships internally?
Having worked in our head office, I have established relationships with our underwriting and new business teams, so if I don’t know the answer to a broker’s question I know somebody who will.
What’s the strangest question you’ve ever been asked?
I can’t think of one, but I can think of a strange answer… see below!
And finally, what did you want to be growing up?
A train driver. I love trains. I am a secret train spotter. Shhhhhh!
