Know Your BDM: Mark Newman, Hampshire Trust Bank

Which locations do you cover in your role at HTB?

I’ve recently been promoted from lending manager to the new BDM for East Anglia, focusing on HTB’s specialist mortgages. I cover from Essex to Buckinghamshire, up to Northamptonshire, across to Norfolk and back down to Essex again. I’m chomping at the bit to get out on these roads and build relationships with brokers across the region.

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

Without a doubt, you need to be a people person and listen to brokers – they’re our eyes and ears on the ground. While face-to-face meetings are still invaluable, the pandemic has also brought a fundamental shift in the way we communicate. While one firm may prefer face-to-face meetings, another broker might be more comfortable talking online or over the phone. Adapting to different people’s communication styles is a BDM skill for sure.

It’s important to be transparent and not shy away from difficult conversations. While it’s important to work with the broker to find a solution for the client, there are also times when, as a BDM, a quick ‘no’ is best if the deal really doesn’t fit, which is why keeping an open dialogue with the broker is essential.

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

I think there are always ways in which you can grow and develop. For me, the transition from moving from lending manager to BDM meant I had to dig deep and really push myself, with a focus on developing my soft skills. For 2024, one of the areas I am going to work on is public speaking – specifically my presentation skills, making sure I’m confident in my ability while also leaving my own mark. With my head office experience, I can speak with confidence about what a good deal package looks like, so I’ll be starting with that.

What is the hardest part of your job?

I love it now, but the hardest part of the job for me was getting used to being out on the road. Shifting from an office-based environment required a huge mindset change; knowing the right time to beat the traffic on the M25, mainly. Thankfully after a few weeks, my favourite days are the ones when I get on the road. Understanding how I can best support brokers and their clients drives me. Now, I’m not sure if I could go back to a full-time role in the office.

What do you love most about your job?

I love overcoming barriers, breaking down a deal and working with brokers to provide options for their clients. There is nearly always a solution to be found if we can structure the deal in the right way.

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

It may not be career advice, but the three things I live by were given to me by my mentor and life coach Maria:

1.  ‘Venture outside your comfort zone.’ I honestly believe this is where you grow within your career and life.
2. ‘Be kind.’ Things may not go your way, but being kind will always lead to better conversations.
3. ‘Never stop asking questions.’ There are always opportunities to learn in life, and asking the right questions will guide you well.

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

I personally use LinkedIn and follow brokers, the key publications (including Mortgage Solutions and Specialist Lending Solutions), and I enjoy my subscription to the Financial Times. I check these at the start of each day to stay updated on the latest opinions, challenges and changes. It all improves my BDM instinct, helping me channel my inner Mystic Meg; spotting trends that might repeat themselves in the future. In the world of mortgages, this is no easy feat.

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

I was the lead for a purpose-built student accommodation (PBSA) deal, with a commercial unit below. This was a complex property and ownership structure, so aligning the case with our own principles was a learning curve for everyone. I formed a great working relationship with the broker as we navigated the situation to deliver for the client.

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

Recently, there was a deadline to complete a multi-unit freehold block (MUFB) consisting of three properties that had 13 units in total, and the client would have been hit with substantial fees if the loan was not repaid on time. Then, one of the conditions of the mortgage couldn’t be satisfied due to a conveyancing issue.

I worked closely with the broker and internal team to find a solution that addressed the concerns and met the client’s deadline for the remortgage. In the end, the remortgage went through on the deadline day, leaving both a happy broker and a relieved applicant. Phew.

What was your motivation for choosing this career?

I love people and property (not to mention the industry itself). It’s a forever changing market with something different each day. I’m planning a property investment myself, as I’m sure that having skin in the game will make me a better BDM and help me understand clients better.

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

In the future, once I have fully established my personal brand as a BDM, I would like to see myself grow into a more senior role to support other young professionals on their journey within the industry. Eventually, I would like to develop properties and a wider portfolio. I currently have my Level 2 in electrics, and I would look to further my training.

The property sector is vast and exciting, and constantly changing, which means there are always new opportunities to discover.