"I still get a thrill from that initial moment of silence when you tell a broker what you can do for them and you can see its truly resonated."
In our new series exploring the life of BDMs, we spoke to Mark Wilkinson, regional development manager at Pepper Money, about how simple specialist lending can be and his ‘questionable’ music taste.
FR: What area do you cover?
I cover the North-East of England and Yorkshire. I’m located in Northumberland, so for all you Game of Thrones fans, I travel from Winterfell every day.
FR: If you had one ‘top tip’ for life as a BDM, what would it be?
Always have at least two golden nuggets of information in your presentation that will add genuine value to your audience. A broker’s time is not free, so make sure that you always leave the appointment by adding something to their day.
At the moment we are seeing real appetite from brokers for our Pepper 6 to Pepper 24 products, which are available for customers who have had CCJs or defaults registered as recently as six months ago. I still get a thrill from that initial moment of silence when you tell a broker what you can do for them and you can see its truly resonated.
FR: How do you pass the time on the road - books, podcasts, audiobooks?
I tend to use the time on the way to and from appointments by calling my brokers to book in further appointments or give updates on the great things we are doing. I’ll then flick between listening to some ‘questionable’ music through an app or tuning in to Radio One (they have upped their game). Sometimes I’ll even hold my own game of X-Factor by singing along, great fun, even though it attracts some interesting looks from fellow drivers.
FR: What’s one thing you wish all brokers knew?
How simple specialist lending can be. And, dare I say, it’s becoming the norm for their clients! A common objection I have from brokers is that our rules are too ‘strict and quirky’. This might have been the case three years ago, but not now! We cover a whole spectrum of circumstances, from adverse to zero-hour contracts and deal with everything in between.
FR: A quick email on Monday or a phone call in the afternoons - how can brokers contact you?
I pride myself on responding to every email and call I receive. I love to talk to my brokers, so always call me in the first instance and that way we can shape the cases together. I’m also on LinkedIn so feel free to connect.
FR: And lastly - what’s your favourite place to stop for a coffee when you’re between meetings?
I love a good coffee! My favourite would have to be the Stew & Oyster in Boston Spa. It’s on my way home two-times per week and a perfect place for a 4pm coffee after catching up on emails and call-backs. Failing that, Costa! Mine is always a ‘skinny, extra hot flat white’ if you’re ever in a charitable mood...