The Intermediary – October 2026 - Flipbook - Page 17
MEET THE BDM
varied and often require a specialist
approach. We’ve also invested
heavily in technology and digital
capability, making it easier for
brokers to do business with us. When
you combine strong propositions,
specialist expertise and improved
technology, it creates a proposition
that genuinely helps brokers find
solutions for their clients.
What are the challenges
facing BDMs?
Competition is undoubtedly one of
the biggest challenges. There are
more lenders and BDMs competing
for brokers’ attention than ever
before, while brokers themselves are
increasingly time poor.
With so many lenders offering
competitive products, rates alone
are rarely enough to differentiate
yourself. Brokers need partners
who can offer value beyond product
information, whether that’s
responsiveness, technical support
or help with finding solutions to
complex cases.
For me, success comes
down to consistency, trust and
communication. I pride myself on
responding quickly and making sure
brokers always know where they
stand. Relationships are built long
before the difficult cases arrive, and I
think brokers remember consistency
and reliability long after they’ve
forgotten a particular rate.
What are the current
opportunities for BDMs?
Whether it’s through face-to-face
meetings, virtual discussions or
a quick phone call, BDMs have a
valuable role to play in helping
brokers understand products, criteria
and market developments.
Specialist lending can be complex,
and brokers shouldn’t feel they’re
navigating it alone.
Another opportunity lies in
providing solutions, even when you
can’t help directly. If a case isn’t
right for your own proposition, being
able to point a broker towards an
alternative solution still adds value
and strengthens the relationship.
I believe the best BDMs focus on
building trust by helping brokers
solve problems rather than simply
promoting products.
Education, resourcefulness and
long-term relationship building will
continue to be key differentiators as
the market evolves.
How do you work with
brokers to ensure the best
outcomes for borrowers?
The starting point is always
understanding what the borrower
is trying to achieve. Once you
understand the client’s objectives,
you can work backwards to identify
the most suitable solution.
Every case is different, so it’s
important to understand the bigger
picture rather than focusing solely on
product features.
My underwriting background helps
me look at cases from a technical
perspective, but I also believe in
being proactive throughout the
process. That means working closely
with colleagues across underwriting,
product and specialist teams when
needed, and making sure brokers
receive clear updates throughout the
application journey.
I try to anticipate challenges before
they become issues, helping brokers
prepare for requests and keep cases
moving. Good communication and
collaboration help create a smoother
journey for everyone involved and,
ultimately, lead to better outcomes
for borrowers.
What advice would you
give borrowers in the
current climate?
Don’t be afraid to speak to a broker,
even if you think your circumstances
are complex or that a particular
property may be out of reach. An
experienced broker with access to
the whole market can often identify
options that borrowers may not
realise are available.
I’d also encourage borrowers to
ask questions and stay engaged
throughout the process. The more
information and understanding you
have, the better equipped you’ll be to
make confident decisions.
We’re seeing more professional
landlords build a trusted network
around them, often including a
broker, accountant and solicitor.
Having that team in place can
make a significant difference when
navigating complex property and
lending decisions.
What should people
know about you outside
of work?
I’m passionate about endurance
sports. I’ve completed marathons
and ultra-marathons, and I’ve
started training for triathlons. Next
year I’ll be taking part in the London
Marathon for Demelza before
tackling an Ironman 70.3 event in
Swansea, with a full Ironman on the
cards in the future. Training plays
a big role in my routine, with early
mornings and evenings often spent
running, cycling, swimming or in the
gym. I enjoy setting ambitious goals
and working towards them. The
discipline, resilience and consistency
required in endurance sport translate
well into my professional life too.
OSB Group
Established in 2011
Products
Residential mortgages, buy-to-let
mortgages, specialist residential
lending, bridging finance, commercial
and semi-commercial mortgages,
personal savings accounts
Contact details
07827 820470
nathan.chand@osb.co.uk
October 2026 | The Intermediary
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