BDMs must offer transparency and a quick response time
BDM in the Spotlight and State Manager in the Spotlight is a regular series, giving brokers insight into the lives of some of the country’s leading relationship managers.
MPA spoke to Harry Stewart (pictured above) Pepper Money’s NSW-based business development manager about how he supports brokers, what sets successful brokers apart and what brokers should expect from a BDM and lender relationship.
Stewart, who previously worked as a successful builder, now enjoys the flexibility that being a BDM offers.
He likes nothing more than being on the road visiting and supporting brokers to grow their business to new heights.
Name: Harry Stewart
Title: Business development manager
Time in industry: Eight years
Company: Pepper Money
Location: Sydney, NSW
Give a brief description of your role and how you support brokers?
I am one of the NSW BDMs and I look after three high-performing aggregator partners. My role is to support brokers in all aspects from initial enquiry, through to submission all the way to settlement. This includes running through scenarios with brokers and workshopping them. My focus is on supporting brokers to package the deal in the correct way for an effortless experience. From my experience, sometimes brokers just need someone to bounce ideas off and we can solve the problem together.
Please briefly mention a goal that you achieved this year
In addition to being nominated for [Mortgage Awards’ Mortgage Choice] best non-bank BDM for 2023, I proudly helped over 1,000 brokers and their clients to succeed, receiving feedback from my brokers about the difference a responsive and present BDM makes to their day to day is huge.
What’s your favourite part of the job?
The best part about what I do every day is finding suitable options for brokers and their clients that has a real life and lasting impact. I don’t see my role as simply a BDM, rather I take on the responsibility of being a trusted partner and advocate for my brokers. I also enjoy the flexibility of being on the road visiting and supporting brokers to grow their business to new heights.
What sets successful brokers apart?
Successful brokers never stand still. These are the brokers that are often doing the 1% that others don’t; spending the time to workshop deals to go over and above to provide a lifechanging outcome for the customer. They evolve as an individual and with their business, setting new standards of excellence such as providing more options, more products and evolving their technology, and streamlining processes.
What should brokers be demanding from a BDM and lender relationship?
Transparency and a quick response time, this makes a huge difference for the broker’s experience and is a direct reflection of their dedication to their clients. Building a trusted relationship brokers can rely on to get the correct information required.
Are there any industry-wide changes that you think would benefit brokers?
Industry-wide changes that could benefit brokers include the implementation of advanced technology for streamlined processes, increased transparency in transactions, and ongoing education about non-bank lending.
What do you provide to brokers that makes you valuable to them?
A service that is approachable and present. We are invested in the success of their business, working to make the experience of working with us as seamless, efficient, and as transparent as possible.
Describe your ideal weekend
Spending time with my wife and family at the beach or playing a round of golf and finishing it off with a beer at the club house.
BDM in the Spotlight features a range of relationship managers and BDMs within the mortgage and finance industry. Among those recently featured: Dynamoney’s Victoria Graves, Aquamore’s Richard Planca, Resimac’s Stefanie O’Connell, Bendigo and Adelaide Bank’s Julie Saliba, AFG’s Scott Chandler, Suncorp Bank’s Zach Metaxotos, AMP Bank’s Laura Downer, RedZed business development manager Joel Reid, Aquamore’s Brett Winzer, Commonwealth Bank relationship manager third party banking Jessica Matthews and Suncorp Bank business development manager, small business and commercial Ash Fernando
What sort of attributes do you think a good BDM should have? Share your thoughts below
