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Know Your BDM: Dawn Trustam, Funding 365

by: Specialist Lending Solutions
  • 18/05/2017
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Know Your BDM: Dawn Trustam, Funding 365
This week Specialist Lending Solutions invites Dawn Trustam, BDM at Funding 365, to share her experiences about the job and how she her earned her nickname through sheer dedication to the role.

How many brokers and broker firms do you cover in your role?
I am a Nationwide BDM (England and Wales), so lots.

How do you successfully organise and deal with business on a daily basis?
With such a large area to cover and no day being the same, time management is crucial. I am very much a “to do list” type of girl, and the top of the list is the priority items. But when my phone goes and I am not in a meeting, taking the call is always priority. I am also very lucky and work with a great team who is always there at the end of the phone should I need anything.

What do you wish brokers understood about your job?
I honestly think that the brokers I work with know what my job entails.

What do you think is the most important attribute in a good BDM?
Communication all day, every day. Bridging is not always the easiest of financing to grasp when it comes to criteria as it really does come down to each deal on its own merits. I am always honest and always work to deliver what is said and never over-promise. This also means admitting when something hasn’t gone right instead of blaming everything around me.

When you’re unavailable to contact via telephone, what’s the second-best way for brokers to get in touch?
I pride myself on the fact that, if you call me and leave a message (sometimes even without a message) you will always get a call back. I may not have the answer, but you will get some form of contact. You can also contact me via email and text.

Another great thing about Funding 365 is that all of our brokers have direct access to our underwriters as well, so if you have an urgent case and need an answer, the 0800 689 0650 – option 1 takes you straight through to them.

We also have a brilliant new sales and marketing executive, Allegra Penny, who I work very closely with and is also always contactable by phone and email.

If you were head of the FCA for the day, what would you change about regulation in the mortgage industry?
I honestly think that they have done a pretty decent job on this, but if I was head for the day I would just want to express the need for a decision. I’ve rung on many an occasion to gain an understanding on something and literally the question is just fired back to me in a different way. It can be quite frustrating when you are trying to gain clarity.

What was your motivation for choosing business development as a career?
When I was young, my father had a market stall where I used to work to earn pocket money. I was told on more than one occasion that I could “sell ice to eskimos” but could also “talk the hind legs off a donkey” so it made sense to go into a role where I can do both and get paid for the privilege. On a serious note though – who wouldn’t be motivated by being able to speak to different people daily, understand what makes them and their business tick and find solutions to actual needs that also help them grow their business. It’s a very rewarding role.

How do you establish and maintain a good relationship with brokers?
Honesty. Everybody thinks there is an element of “blag” with what I do, and that could be the case for some. But I pride myself on the fact that my brokers can trust that what I say or do, will happen. To take the words of one of my brokers, “default Dawn, if we give it to Dawn we know it gets done”.

It’s also about presence. My brokers know that I am available, and if they leave a message I will call them back. A relationship will only grow with what you are prepared to put into it.

And how do you establish and maintain good relationships internally?
Very similar to the above really. We are a small, close knit team and we treat each other with the utmost respect in what we do within the business. Everyone has their own skill set which brings great things to Funding 365. I could never be an underwriter (I would agree every deal!).
Bringing in regular sweet treats helps as well.

What’s the strangest question you’ve ever been asked?
Would I lend on a reptile zoo? Strangely enough we don’t.

And finally, what did you want to be growing up?
I honestly don’t remember, but I’m sure it was the usual ones – ballet dancer, astronaut, princess etc. I do remember when I was slightly older that I thought I would be good as an MMA fighter (Mixed Martial Arts). I did the training, bought the kit and then in my first sparring fight ended up with the biggest black eye which I then had to go into work the next day with. I didn’t think it was such a great idea after that!

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