Working together is the route to success

DAVID FINLAY, INTERMEDIARY BUSINESS DIRECTOR, BARCLAYS
DAVID FINLAY, INTERMEDIARY BUSINESS DIRECTOR, BARCLAYS

Maintaining good relationships in business as well as in our personal lives is important to our well-being.

This is especially apparent in the intermediary market, which is a relationship-based arena.

Lender and broker relationships remain critical, while intermediary relationships with estate agents, solicitors, networks, clubs and other service providers have also become important.

Some say it’s easy to sustain such relationships in the good times but they should also underpin the partnership approach needed in the bad.
We’re all aware of the changing face of the broker market but one constant amid the fluctuations in products, regulation and funding is that brokers need support from lenders.

I speak to brokers all the time to try to understand their businesses and concerns. As a result of feedback from this we have restructured our intermediary sales team to provide named points of contact for brokers.

Such change helps to underline our commitment to the adviser market.

The partnership approach takes work and constant evaluation on both sides. Support is available though trade bodies but it’s also vital that we, as an industry, make constant efforts ensure brokers get support from those who are best qualified to give it.

Working together is the only way to ensure the industry remains vibrant and successful.