Speaking on a Mortgage Solutions video debate in association with HSBC UK, when asked how brokers were adapting to the new ways of communicating with lenders, HSBC’s Pearson said: “I think it’s time to reimagine [the BDM] role. What things can a lender do centrally to devolve some of the areas into the role of a BDM.”
He added: “For example, could a BDM – rather than have a bland target area to over – have a surgery like a politician would and invite colleagues from all over the industry.
“Brokers from different networks, different brokerages across the postcode… to land messages that way. I think that may be more efficient.”
Happy to give up their time
Speaking of the webinars lenders offered, Jo Carrasco from Stonebridge said brokers were “really happy” to give up 20 or 30 minutes of their time for “good content that’s going to keep them up to date with what is going on in the industry”.
She said they probably did not want to go back to having a BDM sit in their office once a month.
David Baker of Lift Mortgages said that as most client meetings were done using video conferencing, it made sense to engage with lenders in the same way.
He said his HSBC BDM would often call him regarding criteria changes which directly affect his business “because she knows that’s what I want to know”.
Baker added: “A good business development manager knows your business, they know exactly what you’re looking for in terms of the type of client.”
*Filmed on 1 August
Watch the full video [9:01] hosted by Shekina Tuahene, commercial editor at Mortgage Solutions, featuring Chris Pearson, head of intermediary mortgages at HSBC UK, Jo Carrasco, business partnerships director at Stonebridge and David Baker, managing director of Lift Mortgages.
Sponsored content in association with HSBC UK. For Intermediary Use Only