Know Your BDM: Ian Scarrott, Precise Mortgages

Know Your BDM: Ian Scarrott, Precise Mortgages

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

I have around 490 active broker firms on my patch with about 900 active individuals.


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

I’ve certainly had to learn how to multi-task. I’ve become very good at typing while eating lunch, making calls while driving and sending emails while on the bike at the gym.


What issues come up time and time again?

The most common issue is usually timescales and things needing to be completed quickly. By the time something gets to us it’s usually very urgent as it’s often been rejected by high street lenders.


What do you wish brokers understood about your job?

I wish I could move everyone’s case to the top of the pile, but sadly I can’t. We have to work cases in a strict date and time order. I know it’s frustrating when it’s an urgent case, but it’s the only fair way of doing it.


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

The ability to listen and empathise is very important. I’ve been on the other side of the fence, so I think I understand and am able to offer brokers the help and support they need.


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

Text. I’m usually racing around between appointments, so it’s easier to call back from voicemail or texts as I can do that while I’m driving (on a hands-free kit of course).


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

I genuinely enjoy being able to help my brokers. Seeing something spark when you’re talking through scenarios with them and helping place a case…that’s a great feeling.


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

It is difficult having so many brokers to see on a regular basis, but my phone is pretty much surgically attached to my arm and I encourage everyone to use me like a mortgage desk. I’ve got a good knowledge of the whole specialist lending market, so if Precise can’t help I’ll happily tell them if I know of someone else who could help. I think that goes down well.


How do you establish and maintain good relationships internally?

Biscuits and wine tends to help. That and trying to understand how busy they are and the pressures they are under.


What’s the strangest question you’ve ever been asked?

Someone once asked if I’d like to see their alpacas. It wasn’t a euphemism; the broker genuinely had alpacas.


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

A chef. I did some training when I was younger and still love cooking, but it was far too anti-social to do as a full-time career. I prefer to be the one doing the eating and drinking now.