What is the biggest challenge you have faced in establishing your brokerage and how did you overcome it?
It’s the classic chicken and egg. How do you get people to trust that you know what you are doing when you don’t have a track record? I was lucky that I had spent a long time in lending – whilst that was in a different sphere I held a number of relationships with senior executives at the same banks and funds I deal with now. For me there is no substitute for knowing the subject matter inside out so you can answer any question thrown at you. This gives people the confidence to start working with you. Speak to as many lenders as you can, read all their policy documents, have meetings, look at their case studies and so on. You need to be a subject expert.
Which product area do you focus on/has it evolved over time?
We focus solely on servicing property developers and all the products they are likely to need – so bridging, property development finance, exit finance and so on. For me – either being focused on a client type or product type makes sense. In the early days of learning the market – I quickly realised that I couldn’t spread myself too thin and still know the detail I wanted.