One to One: David Coleman, head of sales, Positive Lending

Please give an overview of your career to date, including what brought you into the industry

My career in financial services began in 2004 when a friend enticed me into a sales role at a large finance brokerage in my hometown of Watford.

After a few years of gaining experience, I moved to a smaller brokerage for progression as a team leader. However, in 2008 I found myself facing redundancy due to the financial crash.

Brokers should all have an understanding of how specialist lending products can support their clients, especially in more challenging times

Another friend offered me the chance to visit Ibiza and progress my then-hobby and passion, DJ-ing, so I spent the summer distracted from the crisis back home.

In late 2009 I returned to the UK and back to financial services but in the direction of advice and debt assistance; until 2014, when I was made redundant again. After taking a year out I had a stint in retail finance until Positive Lending opened the door back into the industry I had always loved. I will celebrate six years in July.

What does your day-to-day role entail?

My almost two-year-old son likes to start the day at around 5am, so I multi-task between dad duties, CBeebies and prepping for the day ahead.

Once I’ve had my coffee, day-to-day responsibilities include managing and supervising our field-based Rams (regional account managers), providing assistance and guidance to ensure they have everything needed to support our intermediary and network partners.

Find a firm willing to invest in you and your development, ask questions, ask more questions, network and surround yourself with the right people

Offering a multi-product range of solutions and servicing the lion’s share in the network space means no days are ever the same.

You’ll find me hosting educational and training webinars, representing the company at events, supporting my team on the road, and working closely with our chief executive on new projects and innovations — with one common goal of ensuring we consistently provide a service brokers can rely on.

What has been your biggest career challenge, and the biggest highlight?

March 2020, when lockdown began. We had just been added to a new network panel but, with all roadshow events being cancelled and communication disrupted due to the pandemic, it was left to me to introduce myself on what felt like hundreds of cold calls to new brokers.

Our industry is filled with fantastic individuals who can act as mentors and are fonts of knowledge

This, coupled with getting to grips with working remotely, new technology challenges, lenders withdrawing from the market overnight and daily criteria changes, meant the days were long — but no day was ever boring!

Off the back of lockdown, I upped my LinkedIn game, using the platform to promote myself and the business during a period when we were all confined to our homes. Building my presence on the platform now organically drives business into both me and Positive Lending.

I am very proud to have been part of the team that helped keep the boat afloat during Covid and brought it back to a place where we are still known as a market leader.

Offering a multi-product range of solutions and servicing the lion’s share in the network space means no days are ever the same

Do you have any hidden talents?

Not such a secret but I was once a regular DJ in London and Ibiza. My weekends would be filled with record shopping followed by spinning discs in some of the best-named clubs.

I am also handy with DIY and always have a list of jobs to do around the house.

Is there anything you would change about the mortgage industry?

The stigma that still surrounds specialist finance.

Positive Lending opened the door back into the industry I had always loved

It sometimes feels like second charge mortgages and bridging finance are dirty words. But the market has changed and brokers, in my opinion, should all have an understanding of how specialist lending products can support their clients, especially in more challenging times.

What advice would you offer to those coming into the market?

Find a firm willing to invest in you and your development, ask questions, ask more questions, network and surround yourself with the right people. Our industry is filled with fantastic individuals who can act as mentors and are fonts of knowledge.

If you could pursue any other career, what would it be?

Other than being a famous Ibiza DJ (that ship has sailed), I would be a Lego designer. My inner child and love for Lego continue, and to design a sellout set would be amazing.

I am very proud to have been part of the team that helped keep the boat afloat during Covid

This article featured in the June 2023 edition of MS.

If you would like to subscribe to the monthly print or digital magazine, please click here.