The Intermediary –- June 2026 - Flipbook - Page 85
MEET THE BDM
provide prompt, reliable assistance.
That combination of technology and
human expertise builds trust.
What are the challenges
facing BDMs right now?
One of the day-to-day challenges
in a telephone-based BDM role is
simply reaching advisers. A large
part of my role involves outbound
calls, and there are days where those
calls result in a string of voicemails.
It can feel unproductive at times,
but resilience is key. I’ve learned
to stay motivated, knowing that
engagement often comes in wavessome days are quieter, while others
are extremely productive.
Beyond that, the pace of change in
the equity release market presents
its own challenges. Interest rates and
product offerings can shift rapidlysometimes multiple times within a
single week. Staying up to date with
these developments is essential, as
advisers rely on us for accurate and
timely information.
Fortunately, we have a strong
team that continuously monitors the
market, ensuring both the platform
and our users are kept fully informed
of any changes.
What are the
opportunities for BDMs?
At its core, it is about driving growth
– both for the business and for the
advisers we support.
By building strong, long-term
relationships, and developing a
deep understanding of advisers’
needs, a BDM provides them with
support for their daily queries while
helping them get the most out
of the platform and its features.
This enables us to support their
businesses effectively and guide
them towards achieving the best
possible outcomes for their clients.
Additionally, while we work
closely with highly skilled teams
such as developers and marketing
specialists, the BDM role remains
distinctly adviser-facing. This
positions us as a vital bridge between
platform users and internal teams.
By gathering and sharing adviser
feedback, we directly influence the
development of new features and
improvements.
How do you work with
brokers to ensure the best
outcomes for borrowers?
My role involves working closely
with advisers to support them
at every stage – whether that’s
delivering an online demo during
their onboarding to show them how
the platform works and how it can
help them with their client cases,
answering lender criteria queries,
common questions that are specific
to clients or helping them navigate
more complex client cases.
I ensure advisers have the
information they need to progress
their cases efficiently, typically
within the same day. I recently
supported an adviser with a complex
case where a client needed a large
release – they required funds for
home improvements but also
required funds to support in-home
care costs. The adviser needed
confidence that they were exploring
every suitable option available. I
worked closely with the adviser
helping them refine the search
using the platform product filters to
identify the most suitable products
for the client’s circumstances and
highlight lenders offering greater
flexibility on LTV caps based on
client age, property type and specific
underwriting criteria.
I showed the adviser how to source
a lump sum plan, but for this case
I suggested that they explored the
drawdown option, as the client didn’t
require all of the funds immediately,
giving the adviser a clearer view
of the market and ensuring they
could present alternative routes
to the client. The adviser left the
conversation with stronger product
knowledge, greater confidence in
their recommendation and better
information for a more informed
client discussion.
What advice would you
give potential borrowers?
The equity release market has
evolved significantly. Products today
are far more flexible and feature-rich
than they were in the past, offering
a wider range of options tailored to
individual needs. Importantly, equity
release should no longer be viewed
solely as a last resort. For many, it
can form part of a well-considered
financial planning strategy.
The key message is to explore
options carefully and rely on
powerful tech tools like our platform
that can help you provide tailored
guidance to clients based on their
personal circumstances.
What would you like
people to know about you
outside of work?
Family life is incredibly important
to me. I’m a father to two amazing
daughters, aged 18 and 12, and they
are at the centre of everything I
do. I also enjoy spending time with
my partner and her children, and
we tend to keep things simple and
relaxed. Weekends are often spent
outdoors – whether that’s walking
in the local area around Haworth,
exploring Brontë Country, or heading
into the Yorkshire Dales when the
weather allows.
Advise Wise
Established in 2019
Products
Equity release sourcing, including
product comparison, calculators,
KFI generation, case tracking and
adviser support
Contact details
tim.feather@advisewise.com
07397906410, 0333 050 9984
June 2026 | The Intermediary
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