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One to One: Dale Jannels, managing director, Impact Specialist Finance

The need for quicker decision making and the determination to be a master of destiny

Your firm recently rebranded from All Types of Mortgages to Impact. What was the motivation behind this?

Most innovative businesses will argue that there is never a bad time to review your proposition and brand. Mostly, while we agree it is a worthy conversation to have, it often stays as just that.

We were prompted to a degree by the confusion of having two businesses with our name – especially as we had been in the market since 1991.

However, once we started to look at the prospect of introducing a new brand, it became a really exciting project and we are delighted at the ‘impact’ the new name has brought us.

Impact stands for Intermediary Mortgage Packaging and Creative Technology. So as well as being a specialist mortgage packager/distributor, we have made considerable investment creating the first free, intermediary friendly, lender API, specialist CRM and compliant sourcing system.

Can you tell us more about this system and any advancements planned?

There are a lot of people working towards the end goal of ensuring that the client and broker enjoy the quickest, most secure and accurate end-to-end system.

This is a labour-intensive task but we are finding that those who have used the system regularly and accessed all of its offerings have found that the advantages and time savings are enormous. It is an exciting position to be in and we are working on some clever bits to launch shortly.

Considering we are without a VC or other funders, we are pleased to be in the mix and ‘walk the walk’ when some are just talking a good game.

What has been the biggest challenge you have faced so far in 2019?

As part of the rebranding process, we made a conscious decision to also become directly authorised, meaning that we had two large projects under way at the same time. This proved to be interesting timing.

In short, we have been busy but, in the long term, we are determined to be masters of our own destiny. The year has started well for us and we are hoping that it continues.

Impact has increasingly been working on its digital offering. Can you tell us about the system and any advancements planned?

There are a lot of people working towards the end goal of ensuring that the client and broker enjoys the quickest, most secure and accurate end-to-end system. This is a labour-intensive task but we are finding that those who have used the system regularly and access all of its offerings have found that the advantages and time saving are enormous.

It is an exciting position to be in and we are working on some clever bits to launch shortly. Considering we are without a VC or other funders, we are pleased to be in the mix and ‘walk the walk’ when some are just talking a good game.

If there was one thing you could change about the industry, what would it be?

Decision making from all sides needs to be quicker and always with the client in mind. A few lenders, underwriters and some solicitors forget that we are working on behalf of a consumer who wants to get a better rate or buy their dream home. Our reputation is always on the line and sometimes people need to take a step back and work out how to help the customer, not just to follow the tick-box rule book. That said, some get it spot on and they will be our big producers in 2019.

As a child, what was your dream job?

I do not think I had one specific career goal. I always wanted to be my own boss and figures always stimulated my mind. But training to become an accountant was not what I wanted, thus I decided to change direction and go into mortgages. Twenty years on, here we are.

Do you have any secret talents?

I have 10-pin bowled in a league for over 25 years and have loved every second of it. I am certainly up for organising a providers-versus-packagers charity bowling night.

What is the best advice you have received?

I have worked with some amazing people over the years, learnt a lot and had some great advice. Every day I try to learn something new, keep organised and aim to get everything I do, where possible, right first time. But also to breathe, relax and think before rushing in to do things.

Who is your all-time hero and why?

I looked up to Stephen Knight (ex-GMAC) for some years. What a leader, entrepreneur and expert he was in our sector. However, the old man (Vic Jannels, in case you were wondering) is a hard act to follow. To keep our business going through two recessions, without external funders, backers or angels, not giving up and coming through the other side stronger, is a hard act to follow. Something you just cannot fail to be impressed with. The other would be Bill Shankly, of course.

If you were chancellor for a day, what would you do?

Get a policy set up to ensure the mortgage market is left alone for a few years to see how it settles.

Company profile

Year established: 1991

Headcount: 30

Address: Impact House, 24 Carfax, Horsham, West Sussex RH12 1EB

Tel: 01403 272625

History: Established in late 1991, Impact Specialist Finance (previously AToM) was one of the first true packager businesses. We are a multi-award-winning business specialising in complex scenarios, buy-to-let, later life lending, and assisting customers who have had a financial credit issue.

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