‘There is a genuine need for advice in the development and bridging space’

In our latest five minute interview, Tony Sanchez speaks to Tom Berry, Director at Arc & Co.

Tom joined Arc & Co. after previously directing a successful business in the north of England and working in recruitment with a focus on the property and construction sectors.

Tom specialises in structured finance for development, investment, equity, and bridging.

What is the best thing about being in the bridging and development finance business?

There is a genuine need for advice in the development and bridging space.

With the number of lenders and funds that are available today, it’s rather easy to get lost in the options that are available and to know which partners are fit for purpose.

Therefore, it is enjoyable to be useful and provide solutions for my clients in what is a complicated arena.

What keeps you focused?

I like to think that I’m very organised; the majority of my cases and enquiries demand constant attention.

I have a systematic approach to progressing my cases day to day.

This could mean a big or small movement, but it all amounts to getting the funding over the line for my clients as efficiently as possible.

What qualities do you look for in your employees or colleagues?

Resilience and drive. Arranging finance for property can be quite tricky and full of potential pitfalls.

It’s important to have the ability to overcome challenges and improvise where necessary.

Are you an optimist or a pessimist?

Neither, I believe it’s good to keep a balanced view.

What did you want to be as a child?

F1 driver!

What will be the greatest challenge facing the bridging and finance industry in the coming months?

Development finance:

The cost of land and its effect on meeting profit on cost minimum requirements for lenders.

Build costs are stabilising, however the cost of land is still inflated.

With higher land prices, this reduces the overall profit within a scheme and is making it difficult for developers and lenders.

Bridging finance:

Exit strategies.

More than ever, bridging lenders are having to ensure the exit strategies presented to them are secure.

This has always been important, however the reliability of the exit strategies are becoming questioned.

This could be a bridging loan that has an exit strategy of a refinance from another lender.

Previously there would have been confidence that a lender would always be able to refinance, now most bridging lenders need to see terms from the intended refinance lender in advance.

Do you dread Monday mornings?

Not at all – I work in a vibrant environment which is great to be a part of any day of the week!

If you could change one thing about yourself, what would it be?

I would try to worry less and live more in the present.

With whom would you most like to have dinner?

My wife, friends and family!

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