How many brokers and broker firms do you cover in your role?
As the main BDM contact in the Midlands for Hodge Lifetime, the number of brokers and firms I look after is always increasing, especially since mid-2016 when Hodge entered the mainstream residential market with our 55+ interest only mortgage.
Combined with the growth we see in the equity release market, and more and more brokers looking at later life lending opportunities, I’ve become a very busy boy.
How do you successfully organise and deal with business on a daily basis?
I think the key is prioritising. I make sure any urgent enquiries and tasks are dealt with at the earliest opportunity, and never put off till later what can be done now – even the mundane stuff.
An old boss of mine once said: ‘Your desk should be like Teflon, nothing should stick to it’. I’ve tried to follow his advice to this day.
What do you wish brokers understood about your job?
I think most brokers understand my job very well. I’ve had great advice and feedback from brokers too, as to how I and Hodge can support them even better.
What do you think is the most important attribute in a good BDM?
A truly good BDM will always need a combination of certain attributes, but the ability to listen to and understand your brokers ranks very highly. It doesn’t matter how knowledgeable and efficient you are if you haven’t quite grasped your broker’s needs or query in the first place.
When you’re unavailable to contact via telephone, what’s the second-best way for brokers to get in touch?
Feel free to leave me a voicemail and I will call you back, or you can email me direct on firstname.lastname@example.org. You can also reach Hodge Lifetime’s broker support team on 0800 731 4076 or email@example.com.
If you were head of the FCA for the day, what would you change about regulation in the mortgage industry?
I think product innovation within later life lending is coming thick and fast, with hybrid equity release products now available (which have features from both the equity release and mainstream mortgage product sets). If I were head of the FCA for the day I would review the rules and regulations in this area, with a common sense approach, especially around the client affordability assessment for such products.
What was your motivation for choosing business development as a career?
I have twelve years’ experience in the financial sector in a variety of roles and I enjoy travelling to new places, meeting new people and building relationships. My role at Hodge Lifetime is perfect for me and ticks all of my boxes.
How do you establish and maintain a good relationship with brokers?
No different to how you establish and maintain a good relationship with anyone. Be yourself, be honest, and always put 100% effort into making the relationship work in good times and bad.
And how do you establish and maintain good relationships internally?
What’s the strangest question you’ve ever been asked?
“From what age can someone apply for your 55’s and over mortgage, Wes?”
And finally, what did you want to be growing up?
After watching Tom Cruise in Top Gun at the age of six, I wanted to be a fighter pilot.
I even saved up and paid for 11 hours of private flying lessons at the age of 16 – and got through to the latter stages of the selection process for an RAF A-Level bursary when I was 17 – but it wasn’t to be … and now I’m too old!