How many advisers and broker firms do you cover in your role?
More than I can remember and I am constantly on the look-out for new introducers, especially across the South West.
How do you successfully organise and deal with business on a daily basis?
I am a big believer in getting things done today and one thing at a time, as getting it right first time is where I always aim to be.
What issues come up time and time again?
As a new lender in this growing market across the South West I am working hard to establish Relendex. While we are already seeing people sit up and take notice of what we do it is key to keep spreading the message.
What do you wish brokers understood about your job?
Most brokers know what it takes to bring a proposal together and how long it takes to get through the information provided, so I find the brokers I deal with understand my job and the part I play in the process.
What do you think is the most important attribute of a good BDM?
You need to like people as you spend so much time meeting new and interesting people. Listening is a key component as well as being a proactive, accessible and responsive.
When you’re unavailable to be contacted by telephone, what’s the second-best way for brokers to get in touch?
Email. I always check my voicemails then emails as soon as I’ve finished a meeting or appointment, so I’d get back to anyone who’d contacted me as soon as possible, and I am also on LinkedIn.
If you were head of the FCA for the day, what would you change about regulation in the mortgage industry?
Given I specialise in commercial mortgages I tend not to get involved with regulated FCA issues. However, I would start working closer with the individuals on the front line of the institutions who end up implementing the rules. My experience is that the rules are put together by those who have never walked the floor and as the front line we are not asked our opinions enough before a new policy comes into place, but we are expected to carry it out. Close co-operation is key to all success.
What was your motivation for choosing business development as a career?
Fun. I started off in financial services in the back offices and moved into credit and underwriting before front office, so have experienced most of what commercial lending has to offer. It became obvious that my skill set, positive attitude, and ability to think outside the box are a perfect fit for the BDM role which makes it fun to do my job.
How do you establish and maintain a good relationship with brokers?
Like any other relationship they take time to build. Trust building is key and keeping in constant contact elevates your personal brand with them. Also, the growing reputation and visibility of Relendex across the UK is making it easier to cement these relationships. The occasional coffee or lunch doesn’t hurt either.
And how do you establish and maintain good relationships internally?
I work hard on this as it makes my job far easier if I know the right people to go to when I need help. Any relationship is a two-way street and should benefit both parties so I am always happy to assist where I can as well.
What’s the strangest question you’ve ever been asked?
Have you ever chased a cow? While at a meeting with a potential client on his farm some of his cows got loose and we had to chase them down and I helped herd them back to the correct field.
And finally, what did you want to be growing up?
A professional football player as I’m a lifelong Liverpool fan. Up until I was 13 it was all I was going to do. Then I started playing rugby and that all changed.