How many brokers and broker firms do you cover in your role?
In my role, I mainly look after brokers who are based in central London and greater London. This consists of over 100 individual brokers across 75 plus firms.
How do you successfully organise and manage business on a daily basis?
No two days are the same for me, but I try to ensure that I am organised by regularly keeping in contact with my team. I am lucky that we have an awesome back office who play an integral part in getting the job done.
What do you wish brokers understood about your job?
I think that for the most part, brokers do understand what I do. However, I don’t think they realise the amount of work I sometimes do to structure what may initially look like an impossible deal. That’s why it’s important for me to keep in constant communication with my brokers as things can and do change daily.
What do you think is the most important attribute in a good BDM?
I think communication and listening skills are equally important, but these go hand in hand with experience, professionalism and getting on with people. Building relationships is a key part of the role, and these attributes all contribute to this.
When you’re unavailable to contact via telephone, what’s the second-best way for brokers to get in touch?
Text message, WhatsApp, email, smoke signals…I’m always available to talk to brokers. Should I be temporarily on the moon or in a submarine, our internal BDM Laurel will stand in and get a message to me.
If you were head of the FCA for the day, what would you change about regulation in the mortgage industry?
If I were head of FCA for the day I would make renewal possible on expiry and so avoid unnecessary litigation and hardship for the borrower.
What was your motivation for choosing business development as a career?
I enjoy working with people, and building long lasting relationships and in my job, I get to meet all kinds of different people from different walks of life with different circumstances. No two deals are the same and I love the challenge of being able to structure a complex deal that satisfies the client.
How do you establish and maintain a good relationship with brokers?
Being personable, getting to know them and being in regular contact – even when I don’t have a deal going through with them. And delivering on what I say I am going to deliver on.
And how do you establish and maintain good relationships internally?
We are a small tight-knit office and enjoy good banter. That said we have a great team of support staff who work hard to complete the loans, and directors who know and understand the property finance world. We meet regularly and keep the lines of communication open – essentially working in partnership to complete a deal.
What’s the strangest question you’ve ever been asked?
Do you want to be rich?
And finally, what did you want to be growing up?