What locations and how many advisers and broker firms do you cover in your role?
I cover the north of the UK for Interbay Commerical, which means working with any adviser or firm able to access us via a mortgage club, the networks we have agreements with, commercial brokers and specialist packagers.
How do you establish and maintain a good relationship with brokers?
I was a broker in the past and that has really helped me to see situations from both sides. When I was a broker, the best BDMs I came across genuinely cared, they could put themselves in my shoes and were able to add value and share best practices. Never lie, always be honest if you cannot provide something and manage expectations.
What personal skill is most valuable in doing your job?
The BDM role is consultative and therefore it’s so important we understand a broker’s background and their business before doing anything else.
What personal skill would you most like to improve on?
Since joining One Savings Bank I’ve developed a particular interest in property taxation and complex portfolio incorporations which I’m always trying to learn more about.
What’s the best bit of career-related advice you’ve ever been given?
Don’t try to be anyone other than yourself, otherwise you’re guaranteed to fail.
What is the most memorable property deal you’ve been involved in?
Over the last 12 months we’ve seen a substantial increase in the amount of developer exit deals we’ve completed – each and every one has been interesting. The profit in a development is always in the last couple of units to sell, that’s why not having to rush the sales to repay the development finance is crucial.
If you were head of the FCA for the day, what would you change about regulation in the mortgage industry?
That’s a tough question, but my first priority would be to call for a period of stability and I would invite feedback from brokers and lenders which could be implemented to help drive positive and consistent customer outcomes
What was your motivation for choosing business development as a career?
My father-in-law was a successful BDM for a protection provider, and so from my early twenties I was immersed in his stories about his role which eventually had a huge influence in my choice of career – although I have the distinct impression that there was a lot more time on the golf course then compared to now.
If you could do any other job in the property sector, what would it be and why?
My wife will tell you that I’m obsessive about property development and we’re currently in the middle of our third refurbishment. Although with a young family and two busy full time jobs we may have bitten off a little more than we can chew on this latest one!
What did you want to be growing up?
My father was a mechanical engineer and I grew up helping him rebuild Land Rovers and our family home, it was something I loved doing. There was never any doubt that I’d end up in a role which involved technical knowledge and property – I find it hard to go a weekend without picking up some sort of power tool.
If you could have one super-power, what would it be?
Now that really is a difficult question. I’ve seen a number of people close to me struggle with serious illness and the ability to remove suffering would be a wonderful thing.
And finally, what’s the strangest question you’ve ever been asked?
My children are a great source of fantastic questions. My five-year-old keeps asking for a pet dolphin, but despite being a lovely idea, I’m really not sure where we’d keep it.