A faster regional service…
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a back seat and let the next generation take control of the reins. “It’s a different world from when I came into the industry,” he says. “In fact, it’s a different world compared to 10 years ago. We have to move it in the younger bucks’ generation.” That generation begins with Dale Jannels - Vic and Sheila’s eldest son. Dale has been sales and marketing director with AToM for 12 years but this year – the company’s twentieth anniversary year - he is taking over as managing director. “I’ve always been brought up surrounded by mortgages,” says Dale. “I mean I was kicked out of my playroom for mortgages! But seriously, when I left college I went to work for Legal & General in their accountancy practice and latterly their broker division. I got up the ladder fairly quickly to a point where I couldn’t see my career progressing at the same rate because I was still too young.
“The old man always said to me ‘when you’re ready come and work with us on mortgages’. I was sure that wasn’t what I was going to do and I didn’t think I was interested in mortgages. But after a great time learning at L&G I did start to think about it. “I didn’t want my dad to ask me but his number two at the time did ask and I was interviewed by him. I started right at the bottom of AToM, making tea, learning what a mortgage was. Then I learned underwriting, learned sales and then was made a board director in 2003, four years after I started.” Vic says this learning curve was fundamental. “We could have brought Dale in and given him a job straight
away,” says Vic. “We didn’t do that. It would have been unfair to everyone else who worked for us if he’d come in at the top and didn’t deserve to be there on merit. So even though he had a good job at L&G he worked his way up. “Dale’s younger brother Neal also works here but equally, he did his own thing fi rst. He did a few jobs after college and then stepped in temporarily to help do back-up administration when we were short on hands.
We’re pulling out all the stops to make your life easier.
Our new regional teams are dedicated to delivering a quicker, more efficient service for your area. Every time you need to deal with us you’ll speak to the same experienced and knowledgeable staff, who are empowered to take ownership of your case. This means you have the benefit of knowing exactly who’s looking after your business.
“He then went to university and got a degree in IT and business management, including a sandwich year working at GMAC, and then came back to AToM. He’s had to earn his spurs in the same way as Dale.”
Neal also runs another company incorporated within the
AToM group (Horsham Business Services) which designs and manages company websites. “We’re keen for Neal to take that expertise to broaden our
own relationships with intermediaries on the IT side as well,” explains Vic.
“Bringing it back to today, the family aspect of the business has been important over the past couple of years,” says Dale. “We’ve all supported each other and it’s been tough. The downside is that we’ve probably taken work home and it’s not uncommon to see us sitting round at Mum’s for Sunday lunch talking shop.
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32 mortgage introducer MAY 2011 “But as a team we all rub along well together. We all have
different views and ideas and we’re all prepared to listen to each other. That’s where it works well.”
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