The mortgage industry is undergoing a profound shift as women take center stage, using technology to create more accessible and transparent processes for homebuyers, especially first-time buyers and underrepresented communities. These trailblazing female professionals are proving their necessity in making the industry more equitable and innovative for everyone.
With a strong culture of mentorship and advocacy, women empower the next generation to rise and thrive, proving they are necessary to the industry’s evolution and making it more equitable and innovative for everyone.
Andrea Glasgow, Sales Director at Hampshire Trust Bank (HTB), is at the forefront of this transformation. With a strong culture of mentorship and advocacy, she empowers the next generation to rise and thrive in this traditionally male-dominated field.
Glasgow’s approach reflects a broader culture at HTB that prioritizes mentorship and advocacy, empowering the next generation of female professionals. By fostering strong relationships with brokers, she helps them manage the complexities of the mortgage market, providing bespoke propositions that address the unique challenges faced by clients.
As women continue to break down barriers in the mortgage industry, companies like HTB are proving that diversity not only enhances innovation but also creates a more equitable landscape for all. By championing female leadership, HTB is not just participating in the industry’s evolution; it is leading the charge towards a more inclusive future.
Below are the interview highlights:
Can you please introduce yourself and share your career journey?
I started out as a Cashier at Chelsea Building Society at 20 years old. It was a great learning ground, I got to know the basics of finance and, more importantly, how to connect with customers. After that, I was headhunted by Barclays to be a Personal Banker, which was a step up and gave me a good taste of what a career in banking could offer.
I then became a Premier Banking Manager, where I really learned the importance of managing relationships and thinking strategically. But the real turning point for me was when I joined Castle Trust, and that’s when my journey in Specialist Mortgages really began. I was fortunate to work alongside Alex Upton, my biggest cheerleader and mentor.
She saw something in me that I hadn’t even seen in myself, and that’s when things really started to take off. It wasn’t just about understanding specialist lending; it was about building a team that supports each other and always delivers for our clients.
Could you please briefly introduce your company and its inception story?
We’re a specialist BTL lender that relaunched in 2018, and since then, we’ve grown our balance sheet from £160 million to £2.2 billion. That kind of growth doesn’t just happen overnight. It’s down to the hard work, commitment, and smart thinking from our whole team.
What sets us apart is that we’re not just about the products; we’re about the service too. We’ve put a lot into building a team that genuinely cares about delivering the best for our brokers and clients, and that’s made all the difference in a competitive market.
Can you share a pivotal moment in your career that significantly shaped your path in the mortgage industry?
One of the biggest turning points for me was leaving the corporate world and jumping into the Specialist Mortgages Market. I remember it all started with a simple Google search. I found a recruiter who specialized in BDM roles, picked up the phone for a bit of advice, and the next thing I knew, I was placed with Castle Trust.
That move changed everything for me. It showed me that sometimes, you’ve just got to trust your gut and take a leap, even when you’re not quite sure where you’ll land.
What motivated you to pursue a leadership role within the mortgage sector, and how has your journey been as a woman in this industry?
I’ve always been driven by the idea of making a difference. That’s what pushed me to take on a leadership role. I wanted to build a team where everyone felt they could bring their best to the table.
My team doesn’t work for me; we work together, side by side. There’s nothing I would ask them to do that I wouldn’t do myself. Being a woman in this industry has its challenges, but I’ve never let that hold me back.
For me, it’s about creating an environment where every salesperson feels they can grow—both professionally and personally. It’s about showing that leadership isn’t about a title; it’s about how you lift others up.
Who have been your role models or mentors throughout your career, and how have they influenced your leadership style?
That’s an easy one, Alex Upton. She’s an absolute powerhouse in specialist mortgages. Her management style is something I’ve always looked up to; she’s always there, no matter what. Alex believed in me when no one else did, and that’s something I’ll never forget.
She taught me that being a leader isn’t about having all the answers; it’s about being there to guide, support, and trust your team. That’s a lesson I carry with me every day.
As a leader, what core values do you prioritize in your organization, and how do they reflect in your team’s culture?
For me, it comes down to fairness, reward, recognition, being approachable, and staying personable. It’s not just about saying it; it’s about showing it every day. Fairness means giving everyone a fair shot, no favourites, just opportunities for those who put in the work.
Reward and recognition are key because when someone does a great job, you need to let them know. Being approachable and personable means that no one is off-limits; everyone should feel comfortable coming to me with anything. These values help create a culture where people feel valued and motivated.
What strategies have you implemented to empower other women in your organization and the broader mortgage industry?
I’ve made it a point to mentor women in the company and be a role model for others in the mortgage market. Empowerment isn’t about big gestures; it’s in the small, everyday actions. I’m involved in women’s finance events and networking opportunities because it’s about being visible and showing what’s possible. If we want more women to step up, they need to see others doing it.
Can you discuss a challenge you faced as a leader and how you overcame it? What lessons did you learn from that experience?
Every leader faces challenges, especially when managing a team. One of the biggest lessons I’ve learned is knowing when to step back and take a breath. Sometimes, when things get intense, the best thing you can do is get some fresh air, maybe sleep on it, and come back with a clearer head. It’s about not reacting in the moment but taking the time to make the right call for everyone involved.
What trends do you foresee shaping the mortgage industry in the coming years, particularly regarding women’s roles?
I’m excited to see a new generation of sales leaders coming up, many of whom I’ve worked with or mentored over the years. There’s definitely more support and recognition for women now, but we’ve still got a way to go.
We need to find ways to help women balance having a career and a family without having to choose between them. It’s not about gender; it’s about talent and self-belief. Companies that get this will see more women leading the way.
How do you believe the mortgage industry can better support and promote female leadership?
It’s all about the culture of the company. Leaders need to set the right example and make sure there’s room for everyone to grow and succeed. It’s not just about giving women a seat at the table; it’s about making sure they’ve got a voice there too.
What do you consider your most significant achievement in your career to date, and why does it hold such importance for you?
Being appointed as Sales Director, getting onto the B&C Power List, and being named an Elite Woman, all in 12 months, are all great achievements. But for me, my biggest achievement is my team. Seeing them navigate a tough UK mortgage market and come out stronger on the other side is what I’m most proud of. It’s great to have personal success, but there’s nothing like seeing your team thrive.
How do you balance your professional responsibilities with your personal life, and what advice would you give to others striving for that balance?
I make sure to keep a healthy lifestyle, exercise every morning at 5 am, walk my dog, and focus on my spiritual wellbeing. I love my job and the business I work for, but I also believe in doing what makes you feel good, even if that means checking in outside of office hours. My advice? Find what keeps you centred and don’t worry about what others think. It’s not about a perfect balance; it’s about finding what works for you.
What are your aspirations for the future, both personally and for your organization, in terms of advancing women in the mortgage industry?
I want to see more women stepping into this industry and thriving. I want to be a part of that, whether it’s through recruitment, mentoring, or just being the kind of leader that people want to work for. It’s about building a future where more women feel empowered to lead and know they belong at the top.
