Which locations and how many advisers and broker firms do you cover in your role at Glenhawk?
I cover Surrey, Sussex, Kent, South London and a little bit of Hampshire – the PO and GU postcodes. In total, that works out at around 180 broker firms.
What personal talent/skill is most valuable in doing your job?
Adaptability is really important. I cover a large area, and a lot of broker firms, all of which operate in different ways, and so need slightly different support from their BDM. Taking the time to not only understand those nuances but to use them to inform how I work with each firm, is incredibly valuable.
What personal talent/skill would you most like to improve on?
The bridging market is a fast-moving, competitive space – we’ve seen lots of new lenders entering the space in recent years, all with their own product sets and preferred niches. Keeping on top of that isn’t easy for brokers, and it’s something I am putting extra work into myself.
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What’s the hardest part of your job?
There is never enough time in the day. There’s a lot involved in being a BDM – from supporting brokers with new and existing cases to establishing new relationships, industry events and everything in between. Finding that balance is always a challenge, but one I really enjoy as it means life is never boring.
What do you love most about your job?
I really enjoy the personal side of the job. I like to see brokers, and their clients, face-to-face so I can get a better understanding of what they are looking to achieve and what they need from me as a BDM. This is an industry built on relationships, after all, and establishing those relationships is a really enjoyable aspect of my role.
Are there any (popular) misconceptions about your job/ role?
Some have the impression that BDMs essentially live off coffee, but I am obviously the exception, as I don’t actually drink it.
What’s the best bit of career-related advice you’ve ever been given? Who gave it to you?
I can’t honestly remember who said it first, but it was to give a confident yes or a quick no, nothing in between. It’s spot on for this industry – if you can’t take on a case, it’s always better to inform the broker and borrower quickly, so they can look elsewhere. Dragging it out helps no one.
What has been the biggest lesson you’ve learned in your career?
It’s ok if you can’t do every deal – no lender can say yes to everything. The important thing is to be able to explain why it’s a no, and to deliver that decision quickly. In my experience, brokers value that transparency.
How do you keep up to date with developments in the market?
It’s not easy to do, given the sheer volume of lenders and products that are out there. Thankfully, we have a really active trade press, and I try to make time to keep an eye on their coverage so I can keep up to date with what’s going on.
What is the most quirky/unique property deal you’ve been involved in?
Thankfully, I’ve been involved with a number of quirky deals over the years. One that springs to mind was a commercial term deal, cross-collateralised against multiple C2 properties with a mixture of corporate leases in place. The shareholders of the borrowing entity were a combination of foreign nationals and holding companies, all domiciled overseas. There were a lot of moving parts involved, but through great collaboration and communication, we were able to deliver a positive result.
What was your motivation for choosing this career?
To be honest, I ‘fell’ into B2B financial services a number of years ago, while I was figuring out what I wanted to do as a career. But after getting a sense of what the role of a BDM entailed, I knew it was for me – I’ve loved being able to work with brokers to overcome challenges, whether that’s on a bridging, residential, commercial or buy-to-let (BTL) case.
If you could do any other job in the property sector, what would it be and why?
I’d probably train to be a quantity surveyor. My brother is a quantity surveyor, and gets to work on some really unique projects, so I think I’d really enjoy it.
What did you want to be growing up?
I had no idea. I nearly pursued a career in biochemistry, though.
Where do you see yourself in five years or How do you think your job will change in five years?
I would like to be the go-to BDM in the South East for all my brokers’ bridging needs.
If you could have one superpower, what would it be?
Teleportation, without a doubt. I would still drive a fair bit, as I like driving, but I would use it to remove the need to fly.
What do you do to unwind?
I play golf, badly, which unfortunately often doesn’t actually help me unwind…
And finally, what’s the strangest question you’ve ever been asked?
I once got asked what school I went to when I was in sixth form, while in a lesson at my school.
