A great deal of the trade press nowadays is occupied by columns heralding the power of technology in helping brokers to excel in their roles.
This is certainly right – technology is a vital tool for taking the strain and facilitating easier product research and slicker communication.
However, it’s important not to forget that we work in a people industry and often the most powerful tool you have available to you are the people in your network.
Having a network around you is particularly important when it comes to specialist finance, working with complex deals and developments. So, I’d like to give you an example of how I benefit from maintaining a network in my role.
An important part of my network is a hybrid estate agency that has relationships with property developers, typically in the Midlands and the North of England. These developers often give them a bundle of new build plots to sell on their behalf to their network.
One of the main developers they work with is Wavensmere Homes, and at Sirius, we have a particularly good relationship with their sales director, Donna Smith.
We are currently working on their Nightingale site in Derby which is a £175m development that claims to be the region’s new landmark neighbourhood.
As a result of the relationship, I receive all of the buy to let mortgage referrals from the development and have completed well over 100 already.
The relationship has worked so well that we are also working on their next site, which is called Belgrave Village in Birmingham and is due for build completion in 2025.
Here’s what Donna Smith had to say about working with us: “The customer journey is such an important part of Wavensmere Homes’ sales process. We only work with trusted advisers who we can count on to provide the best advice and service to our buyers.
“Kelly’s knowledge of our development portfolio – and her intel and experience in the mortgage market – has been crucial to enabling us to achieve over 1,000 home completions during 2023/4.”
Another important part of the network is the legal element and we work also work closely with solicitor firms, with regular communication that helps us to head off any potential pitfalls on a transaction before they become a problem.
Networks such as these have been a driving force behind the success I have had in my career and our ability to surpass client expectations at Sirius.
Technology is crucial for brokers, but don’t forget about your human relationships. It’s one of the reasons I am choosing to attend the MIPIM property summit in France this year.
If you want to invest in your career as a broker, make sure you invest in your networks.
Kelly Rule is senior associate at Sirius Finance
