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Know Your BDM: Owen Bentley, Precise Mortgages

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  • 04/12/2017
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Know Your BDM: Owen Bentley, Precise Mortgages
This week, Mortgage Solutions is talking to Owen Bentley, business development manager at Precise Mortgages.

 

How many advisers and broker firms do you cover in your role?

It’s difficult to put a total number to it as I cover such a large area in the South West of England. In total, I manage brokers and firms spanning 20 postcode areas in 15 counties.

 

How do you successfully organise and deal with business on a daily basis?

I try to start each day reviewing previous day’s sales to see how my brokers are doing, particularly those I’m seeing in the next few days. The day then consists of balancing appointments and incoming enquiries, as well as trying to grab some food. Fortunately we’re well connected, so we can deal with most things while we’re out and about. It’s not unusual to find us in a coffee shop or parked at a supermarket making sure cases are progressing and keeping our diaries booked for the coming weeks.

 

What issues come up time and time again?

Bridging cases are all about speed and, to help with this, Precise Mortgages offers joint legals. However, customers still choose to take separate legal representation and then struggle to understand why timeframes aren’t being met.

 

What do you wish brokers understood about your job?

I wish brokers would remember that we’re on their side and want to help them write as much business as we can. We’ll always try to fix problems and expedite cases, but sometimes even our hands are tied.

 

What do you think is the most important attribute of a good BDM?

BDMs need to be good communicators, trustworthy, knowledgeable, driven, energetic and reliable, but I think the most important thing is the ability to add value. What may be of value to one firm may not be to another. The skill is being able to identify what each firm needs and then delivering it.

 

When you’re unavailable to be contacted by telephone, what’s the second-best way for brokers to get in touch?

If I can’t be reached straight away, I’ll respond to voicemail messages as soon as possible. If a broker has an urgent query, our team of underwriters are always on-hand to discuss a case.

 

What was your motivation for choosing business development as a career?

I’m a people person and love the challenge of building relationships and trying to influence decisions. I used to work as a broker so I know what works well from a broker’s perspective and have the skill set to be able to make a difference.

 

How do you establish and maintain a good relationship with brokers?

Regular face time is key. Having been a broker myself, I feel that I’m able to easily relate to the challenges and stresses of the role, which is always useful when discussing different deals and offering ideas.

 

How do you establish and maintain good relationships internally?

We receive incredible support from our colleagues at head office which gives us the freedom to do our job effectively. We’re fortunate that we work for a company which was ranked 3rd in this year’s Sunday Times 100 Best Companies to Work For list, so everyone is motivated to help, whatever the issue.

 

And finally, what did you want to be growing up?

I wanted to be a vet and spent some time working with one for experience. I realised it wasn’t for me when I had to help with an operation and realised my stomach wasn’t quite as strong as I thought.

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