Business development managers (BDMs) should act as business partners to brokers rather than discuss product pricing, Accord Mortgages’ Jeremy Duncombe has said.
Speaking on Mortgage Solutions TV in association with Accord Mortgages, the lender’s director of intermediaries said the BDM role “should never have been going and talking about price and saying ‘we’ve got these, would you like one?’.”
Duncombe said the focus should be on how BDMs can help brokers and support their business by adding value to a lender’s service.
With businesses returning from remote working, Duncombe said Accord’s broker support team would still be able to discuss cases over video calls or the telephone, but they would also make use of in-person visits.
“That’s what our guys get so much credibility for, being able to have those conversations. We won’t lose that. We will continue to be able to be business partners, help brokers develop and grow their business,” he added.
Watch the video below [9:00] hosted by Paula John, editor in chief at Mortgage Solutions joined by Jeremy Duncombe, director of intermediaries at Accord Mortgages, Kevin Roberts, director of Legal and General Mortgage Club and Andrew Montlake, managing director of Coreco.
Shekina is the deputy editor at Mortgage Solutions and commercial editor at Mortgage Solutions and Specialist Lending Solutions. She has nearly eight years of experience in the B2B publishing market, having previously covered the hospitality, retail, pet, accounting and jewellery sectors.
Shekina has worked for Mortgage Solutions and Specialist Lending Solutions for almost five years. Here, she covers the market’s breaking news stories, engages with professionals in the sector, and oversees any commercially agreed content in partnership with mortgage-related companies.
This includes presenting webinars and hosting roundtable discussions on developing themes in the mortgage sector.
She is an NCTJ-trained journalist and was nominated for the Headline Money Awards Mortgage Journalist of the Year in 2021.
In her spare time, Shekina likes to read, travel, listen to music and socialise with friends.
She currently reports on current events in the mortgage market and liaises with financial clients to produce sponsored content.
Follow her on Twitter at @ShekinaMS