People always remember the organisations that stand by them in the tough times – those that provide a strong shoulder to lean on and give support when it is needed.
I believe that when the good times return lenders that have either stopped lending or turned their back on the broker market will be remembered for not being there when market conditions were difficult.
After all, why would brokers want to deal with these firms when times are good again?
I’ve always been proud of the fact that through the tough times our firm has continued to lend and fund deals that provide a lifeline for the broker community.
When a BDM comes into your firm do they look at your way of working, try to understand the dynamics of it or even ask how your business is structured?
By doing so they could advise you on how best their product range would suit your needs, come up with ideas for you to diversify, change the way you work and help you look for new business opportunities in trying times.
I have always understood that part of my job is to be an extension of brokers’ businesses – to become a part of their team and help them grow.
In a lot of cases this doesn’t lead to new business for me straight away but in the longer term this philosophy has produced many fruitful and symbiotic business relationships.