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Know Your BDM: Sarah Rose, Dudley Building Society

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  • 24/01/2024
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Know Your BDM: Sarah Rose, Dudley Building Society
This week Mortgage Solutions is talking to Sarah Rose from Dudley Building Society.

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

I cover the North of England as well as the top 50 key accounts, from Scotland down to Birmingham.

 

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

For me, it’s communication – it’s all about listening as well as speaking! I need to communicate effectively, not only with mortgage brokers but with internal teams such as underwriting, products, etc.

I see my job as being the face of the Dudley BS, responsible for communicating what the company is and what we stand for to external clients. I can then feedback into the team to help us improve as a lender.

 

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

I need to try and not do everything myself. We could all be better at this. Delegate tasks, people like it and it helps everyone, go on try it.

 

What is the hardest part of your job? 

Frustration when brokers cancel appointments that they have organised.

 

What do you love most about your job? 

Meeting people and building a relationship. Helping brokers place cases is key for me, whilst managing existing relationships. Also getting to know a broker on a personal level, I am a people person.

 

What is the best piece of career-related advice you’ve ever been given? Who gave it to you?

I have two, both from my mam (northern speak for Mum): Venture outside your comfort zone – push past your limits, you will learn new things and try new experiences.

Improve, don’t perfect – Strive for constant improvement, not perfection as perfection doesn’t exist.

 

How do you keep up to date with developments in the market? 

LinkedIn, Mortgage Strategy, Mortgage Solutions and The Intermediary newsletters, but also regular contact with other BDMs and KAMs in the field. Also, we all know brokers like to talk. They tell me what is going on too.

 

What is the most quirky/unique property deal you’ve been involved in? 

A detached property with 20 acres, outbuildings and an annexe. The income wasn’t an issue, but the customers wanted to convert the outbuildings to personal storage and an area for their children. The annexe was going to be used for the family to stay in. The clients also had horses so wanted a property with large acreage for their horses. Yes, I did get it agreed and it completed.

 

Tell us about your trickiest case – what happened and how did you resolve the problem(s)? 

My trickiest case was a foreign income joint application with a joint borrower sole proprietor. The father, who lived abroad, was going onto the mortgage to help the son get on the property ladder and it was paid in a foreign currency. The father was also providing the deposit.

As well as being paid in Swiss Francs, the father was paid on a day rate and had changed employer within last year. The son was on bursary income and studying at university.

The underwriters weren’t comfortable proceeding due to the change of employer in the last 12 months, so they declined the case. However, I spoke with the broker to gain an understanding of the employment history for the father. He had been in the same industry for a number of years and just received an external promotion and a pay rise. I asked the broker to provide the current contract and previous contracts to demonstrate income and then put a case forward to the underwriters with reasons why. Consequently, the decision was overturned.

 

What was your motivation for choosing this career? 

I get to play a crucial role in the growth of Dudley BS. Being able to implement change and helping brokers and customers achieve their goals. It’s a people business and that’s the big motivation for me.

 

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

Mortgage adviser – dealing with people and giving advice. Helping clients achieve their home ownership goals. There are some great firms out there and I would like to work in a busy office dealing with all types of customers.

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