The Intermediary – July 2026 - Flipbook - Page 59
MEET THE BDM
own merits rather than a ‘tick box’
exercise. Being able to refer deals to
our credit team prior to application,
and getting credit backed decisions
within one working day, means that
I can have a lot more confidence in
those deals being agreed.
GP: We combine common-sense
lending with quick, direct decisionmaking. Brokers know they can
pick up the phone, have an honest
conversation, and get answers fast.
What are the challenges
facing BDMs right now?
BP: A combination of volatility,
regulation and changing landlord
behaviours. Swap rates have been
moving sharply, driving frequent
lender repricing. Educating
borrowers on new pricing is vital.
HR: One of the biggest challenges as
a BDM is helping brokers navigate
uncertainty while still maintaining
momentum on cases.
Brokers need transparency and
realistic expectations, even when
the answer is not always the one
they want to hear.
What are the
opportunities for BDMs?
NS: There is good opportunity for
BDMs to assist more in the strategy
and structure of a case. We are
seeing more complex borrowing
across different asset types, so
understanding these will continue to
be really helpful for brokers.
BP: Growth within the business.
There’s plenty of opportunity to
become senior BDMs and potential
to branch out to a corporate account
manager role or head of sales roles.
JD: There’s huge opportunity for
BDMs in specialist lending. We’ve
seen a shift toward higher yielding
properties over the past three
years. Working for a lender that is
conscious of this is really exciting.
How do you work
with brokers?
JD: It’s all about communication.
My biggest gripe as a broker was
struggling to get a call back.
My focus is to always come back
to my brokers in a timely manner
and a positive mindset of how we
can make the deal work. We’ve got
a great team of underwriters who
really understand complex BTL.
JP: Manage their expectations. It’s
that simple! Being able to discuss
deals directly and getting a deeper
understanding of deals from
the outset allows me to manage
expectations from day one against
our lending appetite.
It’s about getting as much
information as early in the process
as possible, so that there aren’t any
surprises down the line.
What advice would you
give potential borrowers?
JD: Don’t be put off by the news
and press. We’re still seeing lots of
applications, there’s still plenty of
opportunities whether you’re doing
it for the first time or hundredth.
There’s some really good brokers out
there who’ll help you navigate the
market.
HR: Preparation is key. Borrowers
who are organised and transparent
from the outset tend to achieve
much smoother and quicker
outcomes.
In the current market, it is also
important for borrowers to focus
on long-term affordability rather
than simply chasing the absolute
cheapest rate.
What would you like
people to know about you
outside of work?
BP: For me, spending time with my
partner and children is the most
important thing, especially when
children are at such a young age. I
am also addicted to football, and
I’m an avid fan of the mighty AFCB
Bournemouth – “Up the Cherries”.
JD: I’m a keen sports fan, particularly
cricket and rugby – so I will normally
spend most of the weekend either
watching or playing!
NS: Outside of work, I spend most
of my time bouncing between
Devon, London and Norwich to keep
up with my huge extended family
and friends.
HR: Outside of work I’m a man
of simple pleasures.
If I’m not in the gym, I’ll usually
be out walking my dog (my 14-yearold Schnauzer named Kevin) around
a local reservoir.
JP: Counting down the hours until I
can get back to writing business!
After all, I have a much higher
success rate and less stress with
work than I do following Everton
football club.
GP: I’m a family man, and seeing
as it’s recently grown (again!),
I spend as much of my time as
possible having fun with my
children and wife.
I do also try to get out to the golf
course as much as possible.
Lendco
Established in 2018
Products
◆ BTL
◆ Bridging
◆ HMOs up to 20 bedrooms
◆ Unlimited MUBs
◆ Holiday lets
◆ Foreign nationals and expats
Contact details
sales@lendco.co.uk
0333 414 1495
July 2026 | The Intermediary
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