The Intermediary – March 2026 - Flipbook - Page 21
MEET THE BDM
focused on rate and criteria - what’s
the interest rate, does the case fit
the standard boxes. At Ecology, we
look beyond that.
When we lend, it’s not just about
completing a transaction; it’s about
helping bring customers’ dreams and
projects to life in a way that benefits
them and their communities. That
gives the work a more personable,
values-led feel.
What are the
opportunities for BDMs
in the current market?
The opportunities for BDMs are
evolving alongside the broader
changes in the market, particularly
around technology and artificial
intelligence (AI). We’re seeing the
industry become more AI-based and
more digital first, although we’re still
in relatively early days.
The key thing, in my view, is that
the relationship-building side of
being a BDM will always remain
central. Brokers still want to deal
with people and have someone
they can pick up the phone to when
they’ve got a tricky case or a query.
The opportunity lies in how we use
AI and technology to enhance that
experience rather than replace it. At
Ecology, for example, we’ve invested
heavily in our technology platforms
– a new mortgage origination system
and broader digital transformation –
which is already making it easier and
slicker for brokers to track cases and
get decisions more quickly.
For BDMs, that means we
can spend more time on valueadding conversations and less on
administrative friction.
How do you work with
brokers to ensure the best
outcomes for borrowers?
I see my role as becoming an
extension of each broker’s business
rather than just a contact at a lender.
That means working closely with
them over the long-term and looking
at how I can add real, sustained
value – not just on a single case, but
to their business as a whole.
Because a lot of what we do at
Ecology involves unique or nonstandard cases – renovations,
self-builds, and projects with a
strong social or environmental
purpose – there’s often a high level
of emotional investment from
the borrower. They’re not just buying
a property; they’re creating or
transforming something that really
matters to them.
When a broker brings a case to
us, I want to fully understand not
only the facts and figures, but also
the story behind it. By having that
depth of understanding of both the
customer’s journey and the broker’s
needs, it can sometimes be possible
to turn what might initially look like
a ‘no’ into a ‘yes’.
What are the challenges
facing BDMs?
One of the biggest challenges
is the sheer pace of change in
the marketplace. Criteria evolve
quickly, Government policies shift,
and new types of income and
employment patterns emerge, all
of which can affect affordability and
eligibility. Keeping fully abreast of
those changes and understanding
how they interact with a lender’s
criteria is demanding. At Ecology,
we regularly review our criteria for
exactly
that reason.
Another challenge is the changing
way brokers work. Increasingly,
brokers are working remotely, and a
lot of our interactions happen over
Teams calls. For some relationships,
that can actually make engagement
easier. But for others, it can be more
difficult to build and maintain the
same depth of personal connection
you get from face-to-face meetings.
On top of that, as a specialist
lender we’re often looking at
unusual or complex cases, so
there’s a constant need to balance
our appetite for doing something
different with the need to stay
firmly within our credit risk profile.
Knowing where to draw that line is
an ongoing challenge.
What advice would you
give to borrowers in the
current climate?
My advice is to slow down to really
understand the mortgage product
you’re taking, rather than just
chasing the lowest rate on the page.
Working with a good broker is
key here. A broker can look across
the market, explain the nuances
between different products, and
help you identify the one that truly
meets your needs, rather than simply
the one that looks cheapest at
first glance.
What should people
know about you outside
of work?
Outside of work, I’m very familyoriented – I’m married with two
grown-up children – and I’m a
passionate Huddersfield Town
supporter. Football is a big love of
mine, and following Huddersfield
Town is a big part of my life, even
if it’s not always the most relaxing
experience as a fan.
I also really value spending time
outdoors. Getting out into the
fresh air and into the countryside is
something I find really important;
it helps clear my head and gives
me a bit of space away from the
day-to-day. Those are the kinds
of things that keep me grounded
outside the BDM role.
Ecology Building Society
Established in 1981
Products
Self-build; renovation, conversion and
green home improvement; affordable
housing; community-led housing.
Contact details
01535 650770
March 2026 | The Intermediary
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