Know your BDM: Stuart Jones, Cambridge and Counties Bank
This week, Specialist Lending Solutions speaks with Stuart Jones, Head of Banking Relations at Cambridge and Counties Bank.
What sites and how many advisors and brokerage firms do you cover in your role?
The house for me is Northampton, and I work in Birmingham, in the East of England and in the City of London, with most of my brokerage connections in the South, from Hertfordshire to London.
I have eight to ten major companies, which allows me to ensure that a high and credible level of service is maintained. Working at Cambridge & Counties allows me to work flexibly in my relationships across the country with the main focus being level of service.
How did you change the way you build and maintain a good relationship with brokers during the pandemic?
I have worked with my core relationships for many years, and the pandemic is helping to build that. We have remained open for business throughout the pandemic, which has allowed me to support where others have retreated. Working together in the difficult market built on these solid foundations.
What personal talent / skill is most valuable in your job?
Credibility and deliverability. Throughout my career, I have worn a number of loan hats from origination, structuring, collections and credit risk. This has given the experience to work with brokers to structure credible applications for their clients.
What personal talent / skill would you most like to improve?
My golf handicap. It seems like an uphill struggle.
Where would you rather be stuck, in bumper-to-bumper traffic or back-to-back Zoom calls?
Well it depends on who is in the car with me. But more seriously, 100% Zoom.
What’s the best career advice you’ve ever received?
Maybe not exactly career advice, but my Pap was a seasoned carpenter, his advice was to “measure twice, cut once”, and although I am far from building a staircase, I adopt this when it comes to It’s everything from emails to loan terms: double check and execute.
What was your strategy for adapting to containment?
Lots of fresh air, walks and wine.
If you were the head of the FCA for the day, what would you change in the regulation of the mortgage industry?
I would like to plead the fifth on this one.
What was your motivation for choosing business development as a career?
Two things. The first was that each app is slightly different and from there there is continuous learning. The second was the satisfaction of helping a small business, supporting their business, and providing them with a commercial mortgage that suited them perfectly.
If you could do another job in the real estate industry, which one would it be and why?
This would be the first interaction and brokerage of an app. That said, the most enjoyable part of my current role is reviewing, structuring and mitigating risk.
What did you want to grow up?
I suspect it was a race car driver, but I feel like it was a lifetime ago.
What is your favorite face mask pattern / model to wear?
Traditionalist medical mask, blue and white.
And finally, what’s the strangest question you’ve ever been asked?
“Dad, should he be that color.” . ? “