In this episode of The Leadership Sessions from NRG Insights, Marcus Nanson sits down with Jamie Pritchard, Managing Director at MS Lending Group, to explore what it really takes to move from a high-performing sales role into effective leadership.
Drawing on over 25 years of experience in financial services, mortgage lending, and sales management, Jamie opens up about the realities of leadership in the lending industry. From managing egos to building trust, from making tough calls to letting go of personal performance metrics, this episode is a deep dive into the skills, mindset, and maturity required to lead successfully in today's financial landscape.
Whether you're a Business Development Manager (BDM) thinking about your next move, a sales team leader learning how to manage people, or a broker curious about what good leadership looks like behind the scenes, this episode will give you grounded, practical insight from someone who's done it.
In this episode:
The difference between great salespeople and great leaders
Why not all BDMs are cut out for management
How ego impacts leadership in lending and broking
The importance of coaching, not controlling, your team
How Jamie built his leadership style through real-world experience
The role of mentorship and self-awareness in leadership development
The gap in leadership training across mortgage and specialist finance
Practical advice for anyone considering the leap into management
Why delegation, empathy, and long-term thinking matter more than targets
Plus: how to stay people-focused in a performance-driven industry
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