‘If you don’t know you can’t grow’

By Tony Sanchez 24th August 2022

In our latest Women in Finance Interview, Tony Sanchez speaks to Andrea Glasgow, Head of New Business at Hampshire Trust Bank.

Andrea has spent the last 17 years in financial services, starting within retail banking as a cashier and worked her way up to being a premier banking manager.

Eight years ago she headed into specialist mortgages as a youthful BDM, followed by her current role as head of new business.

What brought you into financial services?

I would love to say I had always dreamed of a career in financial services but that would be a lie!

I started in travel after leaving college and longed to be an air stewardess, but soon realised that I needed to be able to swim and more to the point that the pay would not quite fit my lifestyle.

My love for sales landed me a job at Chelsea Building Society as a sales consultant and that is where it all started.

What do you think makes a successful leader? And in particular women leaders?

I am still, shall we say, ‘wet behind the ears on leadership’.

What I can say is that I lead by taking into consideration previous managers: the good and the bad.

The basics are to be fair; be one of the team; reward and acknowledgment.

Gender does not necessarily change your success as a leader; if you want to be successful you will strive to do so regardless of being male or female.

I have been managed by both, and they were as equally as good as one another.

What are the biggest barriers you have faced in your career in financial services?

When I made the initial step into the specialist market as a BDM, I had no experience, no broker contact, a lack of knowledge and had to win that trust.

If you could tell your younger self one thing you know about business now, what would it be?

Educate yourself, become an expert, be patient, and if unsure always ask.

What’s your own personal mantra?

‘If you don’t know you can’t grow.’ Constructive feedback is crucial in personal growth.

You cannot be the best version of yourself without knowing how to get there.

Do not be afraid to ask for feedback – if it is delivered in the right way then it will help you grow.

What do you think is key for finding a successful work-life balance?

That is a tough one – I am still learning. It is difficult because I have built my success around always being accessible, but I choose my career over having a family and only have Joey (my French Bulldog) to answer to.

I will soon take my first holiday since becoming a leader which will also be the first time I leave work behind – so let us revisit this question later this year!

What’s one key leadership lesson you’ve learned along the way?

It is about your team: their progression and success are paramount.

What advice do you have for women aiming for leadership positions?

Do not allow yourself to be held back because of gender. I am surrounded by many great female leaders at HTB; gender is not a reason you cannot be a good leader.

Look around your business and if you are surrounded by male leaders within your business then maybe it is not the industry and more who you work for.

What do you think is holding women back?

Self-doubt, lack of confidence and lack of support for career progression within their business.

How do we encourage more women into financial services?

Start with schools: work experience and apprenticeships, graduate schemes and careers events. There is so much we can do to work with schools on money management but that’s another topic for another day.