Know Your BDM: Mark Todd, Bluestone Mortgages

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

I’m the key account manager for the South, overseeing our major supporters from the Midlands down.

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

I believe that empathy is crucial in the job, given the nature of the cases we handle. Conversation skills are key, especially in dealing with sensitive situations internally and externally with brokers. It’s important to remind yourself that every situation we’re dealing with is someone’s reality.

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

For me, patience is an area for improvement. Like my brokers, I am eager to deliver quick results. Perhaps a byproduct of my dwindling patience, I’d also like to improve on my spelling to avoid frequent email rewrites!

What’s the hardest part of your job?

Being on the move a lot, having to deal with technology failures – whether it’s a lack of signal in a certain area or location, or a system malfunction – it makes communicating and the day-to-day job somewhat challenging.

What do you love most about your job?

It has to be the people. The industry is filled with great, like-minded individuals, who are all working towards the common goal of helping their customers reach their homeownership goals. I also enjoy travelling and participating in events, though (and linking back to Q3) travelling around the M25 isn’t my favourite place to spend a good chunk of my job!

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

There are two bits of advice my Dad has given to me that really resonate: “Give everyone the benefit of the doubt once but hold them to account if there’s a continuing theme” and “Always work to the best of your ability, no matter the circumstances.”

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

Speaking to brokers and reading trade press are essential for staying informed and on top of the industry news. Keeping an ear to the ground often gives a feel for upcoming trends too.

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

Confidentiality always applies, but I’ve been involved in a few deals with footballers’ houses. They certainly hit the quirky brief!

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

I must admit, I tend to forget the very difficult cases. I’d also say that at Bluestone, we’re very lucky in that we often manage to find a solution to difficult cases given the nature of the work we do.

What was your motivation for choosing this career?

I slightly fell into my career, to be honest. I was out of work and signed up to a recruitment agency to see what jobs were out there. I was put onto a temporary role as a mortgage lender, and absolutely loved it. The rest is history.

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

If I had my time again, I’d have loved to be an architect. Being on the other side of the property world, I see a lot of amazing houses and it intrigues me. Of course, being the CEO of Bluestone Mortgages would also be nice….

What did you want to be growing up?

I always wanted to work in a museum, more of an Indiana Jones style, rather than dusting old suits of armour. Also, a Ship’s Captain for reasons unknown. Glad I didn’t choose that career route, in hindsight!

If you could have one superpower, what would it be?

Talking to animals would be helpful; I hope my cats would actually listen to me.

What is your strategy for tackling challenges?

Have a clear goal, use all available help, and ensure a full understanding of the challenge. Communication and not taking anything for granted are vital.