There was a time in the mortgage market when the value of a business development manager (BDM) was taken as read. They were the problem-solvers, the door-openers, the experts you could lean on when you had a case that didn’t fit the box.
And while that value is still recognised in the lender space, there remains a surprising lack of attention paid to how vital BDMs can be in other parts of the advice chain. For what it’s worth, we put great store in our BDMs, the relationships they cultivate and what they can achieve together with the firms that use us.
In today’s market, where pressure on mortgage volumes, competition, and income streams is only intensifying, true advisory support can still make a real difference. It cements the partnership. It offers guidance. It helps all understand their challenges and can help make the most of every case that comes through the door. That’s where a great BDM earns their stripes. Not just at the lender level, but in the conveyancing distribution space too.
Because good conveyancing isn’t just about getting to exchange and completion. It’s about speed, service, transparency, reliability, and communication. The truth is that the conveyancing experience can make or break the customer journey. A smooth legal process reflects well on the adviser. A delayed or stressful one doesn’t. And in a world where Consumer Duty now mandates a much broader view of client outcomes, that matters.
A strong conveyancing distributor BDM brings something unique to the table. They can help the adviser navigate a wide panel of law firms to find the right match for the client’s needs. They can recommend firms that are experienced in particular types of transactions or client circumstances. They can flag potential delays or pressure points in advance. And they can make sure the adviser knows exactly how to present the conveyancing option to the client, not as an afterthought, but as an integral part of the advice process.
Just as importantly, distributors themselves have a growing responsibility to deliver a consistently high-quality service across their panel. Advisers rely on this consistency to meet their own standards, timelines, and regulatory requirements. If a distributor fails to ensure quality and performance from their panel, it’s the adviser who bears the brunt of client dissatisfaction. A well-run distribution platform, backed by effective relationship management and excellent BDMs, creates a support structure that allows advisers to focus on advice while knowing the post-sale process is in safe hands.
COMMERCIAL IMPACT
Let’s not forget the commercial impact either. Conveyancing remains one of the most under-utilised income streams in the adviser’s toolkit. When done properly, and positioned early in the conversation, it can deliver a healthy revenue stream.
A great BDM and wider support service team helps advisers see that opportunity clearly. They can offer training, insight, data, and support. They’ll challenge the adviser when necessary, making sure they treat conveyancing with the same seriousness they give to rates, criteria, and other ancillary services such as protection or GI.
More than that, they make themselves available when it matters. The best BDMs pick up the phone. They know their firms. They use their influence and their network to get answers, solve issues, and move cases forward. If you’re an adviser trying to build a reputation for excellent service, that kind of backup is priceless.
We tend to accept that conveyancing is often the longest and most fragile part of the property transaction journey. Advisers who don’t engage with that process are effectively handing over control at a critical point. With a proactive BDM and panel manager in their corner, they don’t have to. They remain involved. They remain informed. And they can reassure the client with confidence throughout.
It also comes down to mindset. If advisers want to meet Consumer Duty requirements around good outcomes, they can’t ignore the legal piece. Clients don’t see their mortgage, protection, or legal needs in silos. They want a joined-up experience. They want problems anticipated and solved before they appear. And they want to feel like the professional they’ve hired is in control. When conveyancing works, everything works. The income lands. The service is praised. The referral is earned.
So no-one – and certainly not us – should underestimate the power of a brilliant BDM to elevate your business beyond the basics. Not just at the lending end, but throughout the whole transaction. Including conveyancing. Especially conveyancing.
