Insight and events

In an industry where relationships are key, upfront conversations have the potential to make all the difference.

We sat down with office BDM, Zoe Bradin, to discuss how her role operates within the Kent Reliance for Intermediaries’ sales team and to cover the things you may not know about the enhanced support our office BDMs can offer.

Zoe, what’s a typical day like for you?

It’s definitely busy - I’m sure that’s the same for everyone in this industry!

The first thing I do is check my inbox and prioritise my work. Every day, we receive various reports detailing things like new applications, DIP declines and new broker registrations. For each of these examples, I’d work with the broker to ensure they can move through the process as quickly and painlessly as possible. For example, if an application was stuck in pending due to an extra document being needed, I’d call to flag this and explain what was needed.

I’m buddied with one of our field BDMs, Claire Aston; we’ll keep in touch throughout the day to speak about any queries that’ve come in. As our field BDMs are usually out on the road between face-to-face meetings and events, I’m available as an additional touch point to answer brokers’ questions and provide a helping hand when they need it.

A big part of my role is proactivity. I’ll have telephone meetings with brokers or hold meetings over video chat, where multiple people from a firm can attend, to explain how Kent Reliance for Intermediaries can help. I also cover our sister brand Precise, so there’s plenty to talk about.

What’s your favourite part of your role?

My favourite part is that we’re able to provide a personal touch. My role centres around meaningful conversations and through this I can build really strong relationships with brokers. I want to be first to mind when a case has got them stumped. And I love that there’s an element of investigation or problem solving to my role as it means I can really make a difference to an application.

Are there any misconceptions about your role?

Well, I don’t spend my day doing cold calls! The role is multi-faceted and just like a field BDM, I’m empowered to help with cases that are more complex. I have close relationships with underwriting and the broker liaison team, and as I’m office based I can always go over to their desks to have a chat about a case we’re working on.

How is your role different from our broker liaison team?

The broker liaison team is just another element of broker support we’re able to provide. They’re available over the phone or via Live Chat to answer quick criteria queries and help with troubleshooting, navigation and guidance on how to submit an application.

I see office BDMs, much like field BDMs, as case consultants. We’re there to investigate the details, bounce ideas around and work closely with other teams to see if a case could fit. 

We have an open line of communication with our underwriters which means we can have upfront conversations to see whether we’d consider an application or not. And where we work with them on a case by case basis, you start to get a feel for the types of things they’d be happy to take a look at. Especially with the more complex cases, this can give a steer on whether it’s worth the time spent for the client.

How could a conversation make a difference to a case?

At Kent Reliance for Intermediaries, our criteria is just the start. We certainly have standard criteria that’s referenced in our online criteria guide, but we do have flexibility in certain circumstances to look outside of this. And that’s why it’s always worth having those conversations to see if we could support brokers with their cases, potentially turning a ‘no’ into a ‘yes’!

And finally, is there anything people might not already know about you?

Something people may not know about me is that I’m a keen equestrian! I’ve ridden since I was five and my two horses Mabel and Arthur are my pride and joy.

If a case has got you scratching your head because it’s complex, falls outside of standard criteria, or you’re unsure of your client’s options, we could help you. So, let’s talk.