What does your role at Vida entail?

I am responsible for all of the intermediary-facing relationships; through our corporate sales managers who manage our senior relationships within clubs and networks, our field sales teams who work with the brokers within our regions, our intermediary telephone team and our specialist team supporting packagers and new-build.

Are there any lessons you have learned in your working life this year?

More of a reminder than a lesson, but to always see the positives and be flexible enough to make them happen.

I would create a greater realisation of the whole market and not just the lower-priced, vanilla high street

The pandemic has shown we can never be certain of anything, but the market and the players within it are remarkably resilient and will always find a way.

Are there any positives that you can take away from the past two years, since the coronavirus pandemic hit?

The main positive has been the reinforcement of how great our industry is.

There has been a real sense of solidarity around making sure clients get the best possible journey through very difficult circumstances, and that has been wonderful to see.

There is always a client, and usually a broker, impacted by any decision

The second thing is, as a specialist lender, there has been a realisation from the market that the specialist sector plays an important role; that it can produce solutions for an ever-increasing number of clients underserved by the high street, and that intermediaries can really make a difference to their clients by considering a specialist mortgage lender.

What are some of Vida’s mortgage plans for 2022? Might you move into any new markets?

We are constantly reviewing our mortgage proposition as the market continues to evolve dynamically.

Our main plan is to get closer to our key relationships and work with them to provide solutions to their client needs, rather than produce a proposition that is more generic.

The specialist market must be seen as an ever-present option and not a next resort

This will mean working more closely with the club, network, packager and new-build markets, and helping them to help us to make a difference.

Do you regard the specialist market as a growing sector?

Absolutely. There has been an increase in a number of areas that require specialist lending, including the self-employed, many of whom have experienced turbulent trading periods; the employed, as they deal with furlough; role and employer change and income variance; and those with general credit issues or complex incomes.

The market and the players within it are remarkably resilient and will always find a way

All of these areas are the mainstay of the specialist market and create an environment where it has never been more important for an adviser to understand specialist mortgage lenders.

Do you believe the mortgage market is improving its diversity

I hope and think so. There has definitely been more focus upon it and the forums that I have attended have been really open and forward thinking in the way they are looking to tackle the change that is required.

There has been a real sense of solidarity around making sure clients get the best possible journey

The willingness to make this change across all parts of the industry is palpable and, although it is never quick enough or deep enough in an ideal world, I think it is moving in the right direction and we must keep the focus high and the actions strong.

If there was one thing you could change about the mortgage market, what would it be?

I would create a greater realisation of the whole market and not just the lower-priced, vanilla high street.

Always see the positives and be flexible enough to make them happen

It is changing, as I have mentioned, but price is still the first point in most discussions. As potential and existing borrowers’ needs change, the specialist market must be seen as an ever-present option and not a next resort.

What is the best advice you have received?

Always remember that a transaction has a human face. There is always a client, and usually a broker, impacted by any decision.