What Actually Makes a Great Mortgage Broker?

What can 22 years in hairdressing teach you about sales, finance and building strong business relationships? In this episode of the TAB Universities Podcast, Duncan Kreeger sits down with Gary to discuss his career journey from hairdressing and barbering into recruitment, sales and specialist finance, as well as the lessons he has learned about understanding people, adding value and building trust. They explore: • Gary’s journey from 22 years in hairdressing to a career in finance • Why understanding how people want to be spoken to is essential in sales • How being a “social chameleon” can help build stronger relationships • Why saying “I don’t know” can actually build trust with clients • How Gary approaches new broker enquiries and assesses a deal • The importance of understanding the borrower as well as the property • Why adding value means understanding why a borrower needs finance • How communication can make or break a property finance deal • Why doubt can stop a broker from progressing with a lender • The role of personal relationships in specialist property finance • How Gary balances office-based sales with face-to-face broker relationships across Wales • How communication between brokers, lenders and underwriters can help maintain momentum • The process behind a commercial property finance deal from enquiry to completion • Why clear and relevant questions can make the underwriting process easier • Gary’s experience of public speaking and presenting to large audiences • How creativity and personality can play a role in business and finance • The story behind TAB’s quirky creative videos and why taking creative risks can be worthwhile Gary also shares what he enjoys about working at TAB, how his creative background continues to influence his approach to business, and why genuinely caring about the work you do can change the way you approach client relationships. If you’re interested in sales, finance, property finance, commercial lending, mortgage brokers, business development, relationship management, customer service or building stronger client relationships, this episode is well worth a watch. 👍 Like the episode if you enjoyed it 💬 Let us know your biggest takeaway in the comments 🔔 Subscribe to the TAB Universities Podcast for more conversations with entrepreneurs, property experts and business leaders. #TABUniversities #TABPodcast #DuncanKreeger #Gary #Sales #Finance #PropertyFinance #CommercialFinance #BusinessDevelopment #BDM #MortgageBrokers #SpecialistLending #PropertyInvestment #Business #SalesTips #ClientRelationships #CustomerService