This week on NRG Insights, Marcus sits down with Danny Kiely, the new Head of Sales at Hampshire Trust Bank (HTB).

Danny didn’t follow the usual route. No degree. No big break. He started in 2014 delivering post at Shawbrook Bank and worked his way through operations, underwriting, BDM roles and into leadership. Step by step. One job at a time.

This episode is a proper look at what progression in financial services actually looks like when you build it from the ground up — the learning curve, the setbacks, the mentors, and the moments that push you forward.

If you're early in your career, developing a team, or looking at that next step yourself, you’ll take plenty from this one.

In this episode:

• How Danny moved from admin work to senior roles
• The skills that helped him at each stage
• Why taking your time early on pays off later
• The role of ambition, visibility and consistency
• Dealing with imposter syndrome as you move up
• How mentors shaped his approach to leadership
• What he’s focusing on now as HTB’s Head of Sales

About Danny Kiely

Danny is Head of Sales at Hampshire Trust Bank, with almost a decade across specialist lending. He started his career in entry-level operations at Shawbrook before moving into underwriting and BDM roles at MT Finance and HTB. His progression into leadership has been built on learning every part of the process and proving himself at each stage.

If you like this episode, don’t forget to share and tag NRG in your post and let us know what you liked so we can record more fantastic content for you.

In this episode of NRG Insights, Marcus is joined by Chris Gardner, CEO and Co-Founder of Atelier, to unpack what it really takes for a lending business to stay ahead.

Chris has built one of the UK’s most innovative specialist lenders, and in this conversation, he breaks down the patterns he’s seen across multiple financial cycles, the opportunities most lenders overlook, and what developers and brokers should understand about today’s environment.

Whether you’re in lending, broking, development, or leading a business through uncertainty, this episode gives you practical insight from someone who’s built, scaled, and rebuilt multiple times over.

• How Chris went from car finance innovator to mortgage broker to specialist lender

• Why the best lenders focus on behaviour, not just assets

• What’s changed in development & bridging finance — and what hasn’t

• Why COVID accelerated Atelier’s growth

• How to survive inflation, rising build costs & shifting economic cycles

• The real role of government policy in the housing market

• What developers should understand before taking on their next deal

If you like this episode, don’t forget to share and tag NRG in your post and let us know what you liked so we can record more fantastic content for you.

In this episode of NRG Insights, Marcus sits down with Joe Eden and Chris Britto, Co-Founders of Bridgemore Capital, to talk about what makes business partnerships work in finance and beyond.

With backgrounds spanning mortgages, property investment, and specialist lending, Joe and Chris have built a brokerage that’s defined by communication, trust, and mutual respect.

In this episode...

• How to build a partnership based on complementary strengths
• Why clear communication beats hierarchy every time
• The importance of educating clients, not just selling to them
• How values like respect and transparency shape long-term success
• The lessons Joe and Chris have learned building Bridgemore Capital

If you’re running a brokerage, working in specialist finance, or thinking about starting something of your own, this conversation is a masterclass in what it takes to build something that lasts.

If you like this episode, don’t forget to share and tag NRG in your post and let us know what you liked so we can record more fantastic content for you.

In this episode of NRG Insights, Marcus sits down with Ashley Ilsen, CEO and Co-Founder of Magnet Capital, to unpack what developers, brokers, and even lenders often get wrong about development finance.

Ashley shares how Magnet Capital carved out a strong position in a crowded field of over 240 short-term lenders by focusing on relationships, service, and real understanding of developers’ needs, not just speed and pricing.

Whether you’re a broker, developer, or lender, this conversation is packed with lessons on standing out, surviving tough markets, and building trust in a sector where reputation matters most.

In this episode

The biggest misconceptions about development finance
How to stand out in a saturated lending market
Lessons from launching Magnet Capital and leading through uncertainty
Why “fast and flexible” isn’t enough anymore
How culture and recruitment shape long-term success
The future of tech and collaboration in development finance

About Ashley Ilsen

Ashley Ilsen is the CEO and Co-Founder of Magnet Capital, a specialist lender providing development finance for new-build residential projects. Since launching in 2018, Magnet Capital has become known for its straightforward lending approach and relationship-driven service, supporting developers across the UK through changing market conditions.

Subscribe to NRG Insights for weekly conversations with leaders in specialist finance, mortgages, and property lending.

If you like this episode, don’t forget to share and tag NRG in your post and let us know what you liked so we can record more fantastic content for you.

In this episode of NRG Insights, Marcus is joined by Gregory Tarn, Managing Director at Avamore Capital, for a candid look behind the scenes of today’s specialist lending market.

From investment banking in Switzerland and London, to heading a small, agile team in mezzanine and second-charge lending, Gregory shares what it really takes to build, lead and adapt in a lending business that’s built for today, not yesterday.

What You’ll Learn

How moving from large-corporates into small teams gave Gregory a full view of how a lending business works, end-to-end

Why agility, tech investment and relationships now go hand-in-hand in specialist lending

The market shifts from mezzanine to first-charge lending and how strategy must evolve accordingly

Why leadership in smaller finance firms means wearing many hats — and why that’s an advantage

What defines a modern lender in 2025: culture, tech-savvy operations and trusted broker partnerships

If you like this episode, don’t forget to share and tag NRG in your post and let us know what you liked so we can record more fantastic content for you.

In this episode of NRG Insights, we’re joined by Charlie Gregory, Business Development Manager at Glenhawk, to explore what really drives success in financial services, authenticity, adaptability, and genuine human connection.

Charlie’s career has been anything but ordinary. From growing up between Paris and Japan, to starting in estate agency, and eventually finding his stride in bridging finance, his journey shows that great salespeople aren’t just closers, they’re connectors.

This episode dives into what makes a great BDM in today’s market, why being yourself can be your biggest advantage, and how social media can amplify authenticity instead of faking it.

What You’ll Learn...

• Why personality matters more than pitch — and how to build real, lasting relationships in financial services
• How to adapt to every client without losing authenticity
• The role of humour and honesty in winning trust and business
• Social media as a networking tool — how to stay visible and genuine
• How resilience and mentorship have shaped Charlie’s approach to leadership and growth

In a competitive market, it’s not the loudest that win, it’s the most human. Building trust, showing personality, and staying consistent will take you further than any sales script ever could.

If you like this episode, don’t forget to share and tag NRG in your post and let us know what you liked so we can record more fantastic content for you.

Sometimes taking a step back is the only way to move forward.

In this episode of NRG Insights, Marcus Nanson sits down with David Weir, National Account Manager at Hope Capital, to talk about what it really takes to change careers, grow fast, and find your place in financial services.

David shares his journey from the construction industry to the world of bridging and specialist lending, including the bold decision to take a pay cut and start again as a financial services apprentice.

It’s a story about resilience, attitude, and how focusing on people (not just targets) can completely change your career trajectory.

In this episode:

• Why taking a pay cut was the best move of David’s career
• The habits that separate good BDMs from great ones
• How to build genuine relationships with brokers and clients
• Turning the tension between sales and underwriting into a strength
• The lessons that helped David move from apprentice to National Account Manager

If you’re a BDM, broker, or looking to build a long-term career in financial services, this one’s full of honest insight and practical takeaways from someone who’s been there.

If you like this episode, don’t forget to share and tag NRG in your post and let us know what you liked so we can record more fantastic content for you.

In this episode of NRG Insights, Marcus Nanson sits down with Stephen Baldwin, Managing Director of Credicus, to uncover what it really takes to grow a successful brokerage in today’s market.

With over two decades in financial services, Stephen’s story is one of resilience, reinvention, and lessons learned the hard way — from building a client base and taking the leap into self-employment, to scaling a business and avoiding the common mistakes that hold brokers back.

💡 In this episode:

• The biggest mistakes brokers make when building their business
• Why recruitment and structure are key to long-term success
• How to generate your own business and stop just taking orders
• Lessons learned from hiring, planning, and scaling Credicus
• The mindset every broker needs to survive in a tough market

Whether you’re a broker, team leader, or aspiring business owner in financial services, this episode will give you practical insights to help you grow smarter, build better teams, and navigate the ups and downs of running your own firm.

If you like this episode, don’t forget to share and tag NRG in your post and let us know what you liked so we can record more fantastic content for you.