What locations and how many advisers and broker firms do you cover in your role?
I manage the Midlands and the South East of England, just outside the M25. This area is known for its diversity of brokers and firms, each handling a wide range of transactions. It’s a region that provides ample opportunity to work on a variety of deals, making it both challenging and rewarding.
What personal talent or skill is most valuable in doing your job?
As the go-to person for our area, communication is vital. Property transactions are naturally complex, with lots of moving parts and professionals involved. In bridging, the timelines can be incredibly tight, so keeping everyone on the same page right from the first enquiry is crucial. It’s about making sure that everyone stays in sync, especially when decisions need to be made quickly.
Mind over mortgages: why we need to look after intermediaries’ mental health
Sponsored by Halifax Intermediaries
What personal talent or skill would you most like to improve on?
My golf game. I used to be pretty decent in my 20s, but these days, I can’t help but eye anyone with a sharp golf game with a bit of envy – where do they find the time?
What is the hardest part of your job?
Introducing myself. The name “Barry Ireland” often makes people think of Barry Island from Gavin and Stacey or that I’m from Ireland. Sometimes, I’ll be a few minutes into a conversation before I realise they’re still stuck on my name, wondering, “Did I hear that right?” Feel free to crack the jokes early when we meet.
What do you love most about your job?
It’s got to be the community in specialist finance. Bridging is a close-knit world, and we all tend to know each other on some level. The nights out, industry events, and even the daily calls and broker visits are brilliant. The personalities involved make it a fantastic industry to be part of.
I also love the challenge of getting tricky cases over the line. Bridging cases are always unique, and at Hampshire Trust Bank, we’ve built a reputation for finding creative solutions, even for the most unusual cases. There’s nothing quite like the satisfaction of finding a way through when others might not see one.
What’s the best piece of career-related advice you’ve ever been given? Who gave it to you?
“If you can’t explain it in a way that someone on the street would understand, then you don’t fully understand it yourself.” That came from my first boss, and it’s stuck with me ever since. It’s all about cutting out the jargon and explaining things in simple, clear terms. Behind every enquiry and every decision, there are always clear fundamentals at play. The better you understand these, the more effectively you can communicate—and the better you can handle those tricky deals that fall into the grey areas.
How do you keep up to date with developments in the market?
As BDMs, we’re in constant contact with brokers who are on the front line of the market. They’re the first to know what’s happening, and they’re not shy about telling you why you’re winning or losing deals. Plus, we’re lucky to have some excellent specialist finance press that keeps a close eye on this fast-paced industry.
What was your motivation for choosing this career?
I’ve had a soft spot for bridging ever since I was involved in my first bridging loan back in 2005. It was a time when mainstream banks would occasionally consider bridging as an option for the right deal. I was part of a team that turned down a large long-term loan but agreed to do it as a bridge. Suddenly, the usual ‘tick box’ requirements were out the window, and we were making decisions based on common sense and how quickly we could push the deal through. It was like discovering a whole new world within lending.
If you could do any other job in the property sector, what would it be and why?
I’ve always admired property developers – the real visionaries who take on projects and see them through to the end. It takes serious skill, resilience, and drive to transform a dilapidated building or a bare plot of land into something extraordinary. Anyone can imagine what could be, but it takes a lot of hard work, experience, and effort to make it happen.
