Matthew Wyles: Intermediaries are king

Ryan Bembridge

May 2, 2018

Matthew Wyles has already briefed all his Hampshire Trust Bank employees about the importance of intermediaries in his second week as chief executive.

Wyles (pictured) joined from Castle Trust last week.

He said: “As far as I’m concerned intermediaries are our customers.

“I did my first staff briefing yesterday and one of the things I said was we need to build an organisation that sees intermediaries are an integral, valued part of what we do.”

The majority of Hampshire Trust Bank’s specialist lending business and asset finance is already introduced by brokers, with development finance seeing more of a mix of direct and intermediated.

Before launching into any new sectors Wyles is focused on making sure everything’s in order with the lender’s processes, systems and credit culture.

He’s also looking to bring in new faces, especially in operations, underwriting and product design.

In particular he wants to strengthen Hampshire Trust Bank’s specialist lending division, which encompasses buy-to-let, commercial lending and bridging. Currently there are 20 employees in the division.

The other two divisions are development and asset finance.

He added: “We will dissect the market and find out the places where we want to play.”

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