B&C spoke with Justin about making that lender-broker switch, as well as his views of the current specialist finance market.

“I think it's quite a big jump because you've got to have the confidence that you've got the deal flow, the clients, the knowhow, and also the contacts with lenders,” he said.

“Also, it's just a jump from being employed to being an entrepreneur, frankly. You've got to have certainty that you've got the cash to back yourself.”

Justin is currently seeing a tough and unusual market: highly liquid with low transaction volumes and planning approvals alongside softening prices, with refinancing and restructures becoming more prominent. Despite this, he maintained that his previous tenures in the industry had left him well equipped for the challenges ahead.

“If you've got some really good experience and you've sat on both sides of the table, I think that will allow you to stand out versus your peers,” he explained.

“At the moment, in this environment especially, it's going to be the ones that can excel and adapt that will survive, while others will find it very difficult.”

Part of Justin’s experience comes from his role as head of bridging at Allica. After the firm’s acquisition and subsequent integration of Tuscan Capital, Justin was tasked with steering the ship as the firm set its sights on the commercial bridge-to-let market.

Despite Allica’s new ventures, Justin felt that the time was right to move on: “Timing wise, it was pretty good because we had successfully acquired and integrated Tuscan Capital into Allica Bank.

“We launched the bridging product and also expanded sub products as well. So, it was kind of ‘job done' there.”

Despite his extensive experience, making the transition to the broker side wasn’t a simple process. Justin explained that being in a senior position at a lender previously meant deals would arrive at his desk pre-vetted and with prior work invested. Now, his new role has seen him jump back 15 years to his junior days, flicking through contacts, drumming up business, and crafting compelling pitches to create opportunities.

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“I've had to get back to hustling. It's all about the hustle,” said Justin.

But with the hustle also comes variety. In contrast to sometimes-limited product sets, credit appetites, and criteria in lending, brokers have multiple options, including going to family offices and pitching for equity, debt or mezzanine finance, both in the UK and internationally.

Justin also noted that liquidity in the market had created a strong thirst for originations, with some deals even creating “Dutch auction” type environments through aspects such as increased price flexibility and LTC, meaning developers are putting in less than they would have in the past.

This combination of insight as a lender and management knowledge, alongside his diverse experience in structured, bridging, and development finance, meant that Justin was able to bring something unique to Mortimer Street.

The debt advisory firm also presented its share of attractions for Justin, including the opportunity to have equity, and therefore a say in the direction of the business, while also having the opportunity to work with the firm’s managing director, Hiten Ganatra.

“I worked with Hiten probably for the past eight years or so, and I’ve always liked his reputation, demeanour, the way he goes about business,” remarked Justin.

“I've transacted with him as well, and so when he came to me with a genuine need to grow the business, I trusted him and I understood what he wanted — and fundamentally I could deliver it.”

Now fully on board, Justin is clear on his targets: growing the team while keeping it small and agile, and improving customer experience through releasing a new website and onboarding more tech, such as the introduction of a new portal.

“We want to get a brand out there that's recognised as being a go-to for complex and large projects.

“I think with all this work in the background — in terms of a new rebrand, new website, some senior strategic hires — that will put us in good stead.”

While Justin remains allusive in terms of monetary targets over the next five years, the sentiment is clear: “They’re going to be aggressive.”