How many brokers and broker firms do you cover in your role?
My role is really to manage the sales team and develop our offering to brokers rather than manage brokers myself. In addition, as our brokers have direct access to our underwriting team, I spend most of my time flying the Mint flag.
How do you successfully organise and deal with business on a daily basis?
I don’t use to-do lists: I have outcome lists, as in what do I want to achieve and time frames. I prioritise what’s urgent and take it from there.
What do you wish brokers understood about your job?
That it is not all about rate. Many brokers are fixated about what appears to be the cheapest cost for the client and often aren’t comparing two similar products.
For example, on our development and heavy refurbishment projects, we don’t value the property throughout the build period so our borrowers can’t breach a loan-to-value (LTV) covenant during the build period. Instead we monitor the works spent against budget.
We have lost business as brokers didn’t appreciate the difference on our approach. So on several occasions, ended up re-bridging loans we lost in the first instance, as the first lender wouldn’t advance funds to complete the project due to the LTV covenant.
What do you think is the most important attribute in a good BDM?
To listen and understand the broker’s needs, and be able to offer them a hand-crafted solution.
When you’re unavailable to contact via telephone, what’s the second-best way for brokers to get in touch?
We are always available. If I’m not, Mint’s managing director Andrew is. We work 24/7 and I was amazed since I joined how hard the team work.
If you were head of the FCA for the day, what would you change about regulation in the mortgage industry?
One day would not be enough.
What was your motivation for choosing business development as a career?
I naturally think commercially: I like working to develop, improve and grow a business. It was a natural progression.
How do you establish and maintain a good relationship with brokers?
This is done by understanding your brokers. What are they wanting to achieve in their business, what are their goals and where Mint fits into this.
And how do you establish and maintain good relationships internally?
Again, this is by asking the right questions and an individual motivation. By understanding this, I can help them with their goals.
What’s the strangest question you’ve ever been asked?
Business wise – this one.
And finally, what did you want to be growing up?
I wanted to be a doctor when I grew up!