‘When a client or introducer instructs me, they’re trusting me to deliver’

By Tony Sanchez 3rd December 2024

In our latest Five Minute Interview, Tony Sanchez speaks to Laurence Mills, Senior Strategic Partnerships Manager at Sedulo Funding Solutions.

Sedulo FS is the commercial brokering subsidiary of Sedulo Group, one of the fastest growing mid-tier business advisory firms specialising in financial services for SMEs, corporate entities, not-for-profits & private clients.

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

I like working with enthusiastic people who are not averse to taking calculated risks.

Short-term financing takes some guts, but when used the right way, it can be really effective and profitable.

Development finance has its challenges, but it can be incredibly rewarding when different professionals come together to work on projects that not only make profit but also help revitalise neighborhoods and communities.

What keeps you focused?

Keeping to my word.

When a client or introducer instructs me, they’re trusting me to deliver.

It’s up to me to honor that trust by staying focused on the job in hand.

I’ve been described before as a “dog with a bone” when it comes to business development, however it’s important to remember not to over-promise and under-deliver.

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

Commitment.

I find it uncomfortable working alongside passengers in the work process; this industry is demanding, and there’s no room for slack.

I expect that everyone, employees and colleagues alike, will stay engaged, keep learning, and work together to make sure we deliver top-quality service.

Are you an optimist or a pessimist?

Pessimist.

As a Spurs fan, I’ve always kind of expected the worst, so I’m rarely let down!

What did you want to be as a child?

Fireman Sam.

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

I can see exit strategies being scrutinised and unfortunately the legal process for borrowers to get longer and longer.

Properties are taking longer to sell, and while the base rate is dropping, it’s important to let borrowers know that doesn’t mean mortgage rates will drop too.

The changes in the swap market are forcing lenders to adjust their pricing more often, which makes a refinance Decision in Principle (DIP) less reliable.

Who or what makes you laugh?

Family Guy.

I’m a big believer in growing old, rather than growing up.

Do you dread Monday mornings?

Not anymore.

I’m happy to say that my days of telemarketing and cold calling are behind me.

However, my current role is a direct result of all the years experience I gained from making 100 calls a day, building relationships, and chasing opportunities.