The Intermediary – April 2025 - Flipbook - Page 18
RESIDENTIAL
Opinion
The evolving role of
BDMs in a changing
mortgage market
F
or as long as I have
worked in the industry, it
has been clear to me that
business development
managers (BDMs)
play a crucial role in
placing mortgage cases, helping to
achieve the right outcome and puing
homeownership within reach of
more people.
BDMs are oen cast in the role of
coach and coordinator to mortgage
advisers, on top of their core role of
educating brokers on the range of
products offered by the lender, the
processes they should follow, and the
myriad changes happening across
the industry.
In fact, the role of BDMs is probably
more crucial now than it has ever
been. A good BDM doesn’t just find
the quickest solution, they can add
value and shape cases. The unique
challenges we face today demand
an even more strategic approach.
Something I am proud to say I witness
every day among my colleagues.
Over recent years, the dream of
homeownership has moved even
further out of reach for would-be
first-time buyers, as earnings are
being outstripped by house prices and
the cost of living impacts the ability to
save a large deposit.
This is something that is proven
in our report looking into the many
barriers facing first-time buyers, and
the impact that current economic
conditions could have on the housing
market. The findings show that
everyone working in the mortgage
industry has a part to play in helping
to address these hurdles.
First-time buyers are earning
incomes above the historical
average, and yet they face challenges
incomparable to previous generations
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The Intermediary | April 2025
– a triple combination of historically
high house prices, high deposit values,
and high mortgage repayments.
As a lender, we continue to work on
solutions to increase affordable routes
to homeownership, and support
people to save for their deposit.
Through extensive training and
an ongoing programme of learning,
including the same training and
quarterly knowledge checks as our
underwriters, our 31 BDMs – both
field and head office – are equipped
with the knowledge and skills to find
solutions for those stepping onto and
up the property ladder.
Ensuring support
According to a recent broker survey,
clear and concise criteria, and
being available and responding to
communications, were among the
most important factor for brokers in
choosing a mortgage lender. We’re
also hearing from our intermediary
partners that they are busier than
ever, and that the uncertainty in the
mortgage market is making it more
difficult to get cases over the line.
So, as well as investing in our
relationship management teams,
we’ve also invested heavily in our
technology to ensure that we are
constantly improving systems to
beer support our brokers, ensuring
MARTESE CARTON
is director of mortgage
distribution at Leeds
Building Society
that we can give a quicker answer on
the solutions available and say yes
more oen. To conclude, it’s vitally
important for lenders to be there
to support brokers throughout the
mortgage journey, and being available
at the end of the phone, email or
webchat to give a quick and honest
answer is crucial.
We have a range of contact options
all staffed by experts. These include
dedicated contact telephone numbers
for new or existing applications, a
live broker webchat service, and a
dedicated and local BDM for every
broker. Our teams are commied to
providing timely updates, sharing
product knowledge, and to helping
brokers navigate complex cases.
This relationship isn’t just about
answering queries, it’s about working
closely together to ensure the best
outcomes for brokers and their clients.
I am proud to work as part of the
growing team at Leeds Building
Society, which was founded 150 years
ago to help people get closer to puing
down roots in their community by
buying their own home.
This is exactly what our BDMs are
doing today, helping find solutions
for brokers and their clients to make
homeownership dreams a reality. ●
