How many advisers and broker firms do you cover in your role?
The number isn’t precise (pardon the pun) as I cover a geographical area based in East Anglia. I offer all the brokers in my region my support and guidance.
How do you successfully organise and deal with business on a daily basis?
Time management is important in most jobs, but more so for a BDM. A large part of my day is spent diary planning and travelling, as well as prioritising brokers who need to talk their cases through with me. Starting early and finishing late ensures I get most things done.
What issues come up time and time again?
The A47. Apart from that, help and guidance on criteria and mortgage scenarios seem to form a lot of brokers’ questions.
What do you wish brokers understood about your job?
I genuinely feel the brokers who I have worked with over the years know what I do and how I can add value to their business.
What do you think is the most important attribute of a good BDM?
Doing what you say and saying what you do.
When you’re unavailable to be contacted by telephone, what’s the second-best way for brokers to get in touch?
Email, or carrier pigeon in the more remote parts of Norfolk.
What was your motivation for choosing business development as a career?
As with most BDMs, I sort of fell into it. I’ve worked for three lenders now and have enjoyed every position. It’s a challenging role that requires flexibility and a passion for what you do.
How do you establish and maintain a good relationship with brokers?
Making sure I’m in regular contact, as well as being honest and helpful. Biscuits and pens seem to work well too.
How do you establish and maintain good relationships internally?
By providing feedback, guidance and support. Working together with my internal colleagues is incredibly important to help build trust and share knowledge.
What’s the strangest question you’ve ever been asked?
I was once asked if I could give someone a lift to the pub after a meeting. I obliged of course, but declined to carry the meeting on in the pub.