Know Your BDM: Paul Delmonte, United Trust Bank

What locations and how many advisers and broker firms do you cover in your role?

I cover mortgages and bridging for the Northwest and Midlands and I currently work with around 230 broker firms.

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

What was ingrained in me from the age of 18 was to make sure I understood the people I dealt with and their businesses. Prior to meetings I do my homework and gather as much information about their business as possible. Going the extra mile is extremely important and as a BDM it’s key to be proactive. If I can make the process from application to completion smoother for everyone then that’s what I’ll do.

What personal talent or skill is most valuable in doing your job?

In my opinion there are three most valuable skills for being successful in this role. You need to be approachable, knowledgeable and reliable.

What personal talent or skill would you most like to improve on?

I would like to further my understanding of this industry by studying for and achieving relevant mortgage qualifications. UTB supports us with achieving a Chartered Banking qualification, which I’m studying for now.

What’s the best bit of career-related advice you’ve ever been given?

‘Never forget the last conversation you had with someone’. This is extremely important with my role as building and maintaining relationships is key.

What is the most interesting or memorable property deal you’ve been involved in?

This was a regulated bridge completed in the first week of January. We instructed a firm of solicitors in the week before Christmas but they were unable to meet the client’s required deadline because of the holidays. We instructed another panel firm that was working through and therefore could meet the deadline. With their help and our determination, the client completed the purchase of their new house on 9 January as planned.

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

Since I started working in the financial services industry, I’ve mostly had customer facing roles. I’m more drawn to them as they provide a great challenge and I find meeting new people every day exciting.

If you could do any other job in the property sector, what would it be and why?

I would be a property developer dealing with residential property.

What did you want to be growing up?

I always wanted to be a chef. I got my NVQ in hospitality and catering and worked at the Savoy Hotel in London. However, all my friends were getting a job at Royal Bank of Scotland so I decided to change professions, which was not the best reason to give up my job in catering.

If you could have one super power, what would it be?

It’s obviously the ability to fly – imagine being able to avoid all the traffic, no brainer.

And finally, what’s the strangest question you’ve ever been asked?

Well the most obvious one is related to my surname ‘as I get asked if I own a white suit and a Panama hat as ‘The Man From Delmonte’, but that’s only for special occasions. I also get asked a lot if I say yes to everything. This was extremely frustrating while I was a commercial underwriter, as you can imagine.