This week, Specialist Lending Solutions is speaking to Leanna King, business development manager (BDM) at Saffron for Intermediaries, the intermediary arm of Saffron Building Society.
What does your role entail and how long have you been doing it?
Last month, I stepped into the role of a field-based BDM for the South East for Saffron for Intermediaries. Before that, I spent nearly three years in the intermediary support team. That experience gave me a strong foundation in criteria and proposition, which has made the transition into the field smoother from a technical perspective.
My role now focuses on building relationships with brokers, understanding both their business and client needs, and identifying how these align with our lending proposition. The goal is to support those looking to expand their knowledge and opportunities within specialist lending, while helping them better serve their customers. As it’s still early days, I’m in the process of identifying the firms and brokers we can best support – where our proposition meets their needs, supports their clients, or helps them develop expertise in specialist lending.
The biggest shift has been moving from broad telephone-based support to a more targeted, regional approach. I’m working strategically with firms and brokers in my region to deliver tailored, relevant communications that truly meet their needs.
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What attracted you to working in the mortgage/property/finance sector?
Like many people, I stumbled into the mortgage and finance world. My brother’s partner worked at Saffron Building Society years ago and kindly helped me get my foot in the door.
What really drew me in was how interesting and varied the cases can be. I’m naturally quite curious so I love hearing about quirky properties or unusual income situations. I enjoy problem-solving, especially when it comes to complex cases where you must think creatively, but still responsibly, to find a solution that works for both the client and the lender.
Another thing that really appealed to me is the dynamic between brokers and lenders. There’s a real sense of collaboration in this industry and there’s a genuine willingness to help one another. It’s a supportive, fast-moving, wonderful industry to work in.
What were you doing in the five years before starting here?
I was primarily focused on raising my family. I have two children, one who’s now eight and one who’s three, so a big part of that time was dedicated to being present for them during those important early years.
Alongside that, I was working in the intermediary support team as a business development assistant. That role gave me a strong foundation in mortgage criteria, product knowledge, and broker relationships, all while balancing the demands of family life. It was an important period for both personal growth and professional development, and it’s set me up well for this next stage as a field-based BDM.
What personal talent/skill is most valuable in doing your job?
Being naturally personable and genuinely caring about your client’s needs. I enjoy helping, whether it’s a broker, a colleague, or a client and that genuine interest helps build strong, trusting relationships.
Confidence is also a key part of the role. Being knowledgeable helps with that, but it’s not just about having the right answers, it’s about knowing what to do when you don’t know the answer. If I don’t have the answer straight away, I take responsibility, go and find it, and make sure I follow up properly. That goes a long way in this job. Working for a lender that embraces difference also means being flexible, whether that’s going off-policy when appropriate or holding calls with underwriters.
What personal talent/skill would you most like to improve on?
One area I’d really like to keep developing is my presentation style. I really admire colleagues who can deliver with clarity and presence, leaving their audience both informed and reassured. I’m getting better with experience, but I’d like to continue building that skill so I can present with more impact and confidence every time.
What is the most interesting/memorable property deal/case you’ve been involved in?
One of the most interesting cases I’ve worked on recently was a self-build project. This case stood out because the broker involved had never handled a self-build before. He was very open and honest about that and asked for guidance throughout, which I really appreciated.
The case had some complexity around the client’s income, which had jumped due to a significant pay rise, so we needed to determine how much of that could be considered for affordability. That, combined with the intricacies of the construction side, made it a bit challenging.
The key to finding a solution was attending a morning underwriting clinic that we have every morning. I presented the case to them, and we worked collaboratively to understand how we could proceed. The loan to value (LTV) was solid, and the rationale made sense, so we got the green light.
What made this deal memorable was supporting the broker’s learning and watching their confidence grow. After we got approval, he was able to clearly explain everything to the client, which was fantastic to witness. Supporting him through the process and seeing it all come together successfully was incredibly rewarding.
Where do you see yourself in five years’ time?
In five years’ time, I see myself still working as a field-based BDM and really excelling in the role. I want to be at the top of my game, with strong relationships in place and a solid reputation within the industry. Ideally, I want to be the go-to person for my brokers and be someone they trust and rely on. Ultimately, I want to make a name for myself and be recognised as a top performer in the field.
If you could go back in time and tell yourself something five years ago, what would it be?
Five years ago, we were right in the middle of the Covid-19 pandemic, and at the time, I remember thinking: when will I be able to leave the house or see someone outside of my immediate family? But looking back, I would tell myself that tough times won’t last forever. When you’re in a difficult situation, it can feel endless, but things do work themselves out. Just keep going, stay focused, and trust that there’s light at the end of the tunnel.
That mindset has carried over into my work. In this role, there are always challenges, whether it’s a complex case, a tough month, or learning something completely new. But I’ve learned that it’s in those tough moments where real personal growth happens. Keeping that perspective helps me stay resilient and continue moving forward with confidence.
What’s the biggest challenge you’ve tackled so far in your career?
Balancing a young family, a husband, and responsibilities at home, while not losing sight of myself in the process, has been a big challenge. It’s about finding that space where I’m not just a mum, but also someone who’s building a career.
When I was in a telephone-based role working from home, it had its perks, especially during that stage of life. But what’s really helped make the transition into my new role is being part of a workplace that understands the importance of flexibility. Being able to do things like the school run or attend sports day without feeling guilty made a huge difference. Ultimately, the key has been learning how to manage my diary effectively and to be present for my family without compromising on the quality of work I deliver. It’s a continuous challenge, but one I’ve grown much more confident in handling over time.
If you could have one superpower, what would it be?
I would choose the ability to let people see themselves the way I see them. I’m naturally a very positive person, and I truly believe there’s beauty in everyone. I often meet people who are so hard on themselves, and I think the world would be a better place if more people recognised their own worth.
Whether I’m supporting brokers or working with colleagues, I always aim to bring out the best in people in my workplace. When people feel seen, understood, and empowered, they do their best work and that benefits everyone.
And finally, what’s the strangest question you’ve ever been asked?
My daughter asked me recently: “Mummy, why can’t I see my own eyes?” It really caught me off-guard and reminded me how wonderfully curious children can be. And funnily enough, that kind of curiosity and out-of-the-box thinking is something I’ve come to appreciate in my work as well. Sometimes brokers or clients ask questions that really make you pause and it’s in those moments that you grow, because you’re pushed to think differently, explain clearly, or dig deeper to find the right solution. So even the strangest questions can lead to the most valuable insights.
