ANZ BDM Lee Hams from Western Australia started in the broker channel in 2003.
ANZ BDM for Western Australia, Lee Hams has been in the industry for nearly 13 years.
BDM in the spotlight asks a different BDM the same seven questions – giving you a weekly insight into the lives of some of the top BDM’s in the country.
How often do you see brokers in a week?
Structuring my week in advance allows me to be on the road for a large portion of each day. I design my appointments to keep driving time to a minimum and ensure I see more brokers in a similar location. It also helps you to get a feel for what is happening in that area, so you can discuss scenarios or policy that provides more value to them. Seeing clients face to face provides dedicated time for education and development on a 1 on 1 basis. The time you spend with a broker must be of value add for them, so being structured and prepared ensures they leave the meeting better equipped than when they arrived.
What do brokers want most from you?
Many brokers are seeking reaffirmation of policy or process. Taking time to learn about their business and what drives them, helps me present a unique proposition for them. This helps me add value to their business and makes our relationship much stronger.
But I find the most important part of being a BDM is one of the simple things – returning calls and emails in a timely manner.
What is your favourite part of the job?
I’ve always had a strong customer focus, which allows me to always keep in mind that there is a customer at the end of each transaction. I know that my actions will impact their experience. So assisting brokers to better help their customers, knowing you have helped make a difference, provides a feeling of accomplishment and job satisfaction. Brokers are a fun bunch to work with, always up for a laugh, so working with them makes this a great job!
What distinguished the best brokers you deal with?
Those who see their customers as a long term relationship, rather than a transactional relationship. These real relationships see value far past a commission and help customers work towards their personal goals.
How a broker responds in adverse circumstances also set them apart. They don’t waste time laying blame, they step up and move into solution mode and work collaboratively, to achieve a successful resolution.
Describe your ideal weekend.
My ideal weekend would be a good balance of time with friends, family, something outdoors, great food and even better - wine!
Summer is my favourite season, so having people over with the BBQ fired up with a cold beer is unbeatable!
What’s the strangest lending scenario you’ve ever encountered?
I think I have had a fair number over the years but I believe working out how to overcome obstacles and find a workable solution is the best part of the job. The simple deals tend to go straight through so I am usually only exposed to those that are left of centre. So seeing strange lending scenarios has become the norm. They definitely keep you on your toes and test how flexible we can be with our credit policy.
How do you like your steak done?
Definitely medium rare with a good red! If I’m cooking, it means 3 minutes each side with a good resting period.
Lee's contact details:
[email protected]
Mob: 0402 969 128
Ph: 08 6298 3870
BDM in the spotlight asks a different BDM the same seven questions – giving you a weekly insight into the lives of some of the top BDM’s in the country.
How often do you see brokers in a week?
Structuring my week in advance allows me to be on the road for a large portion of each day. I design my appointments to keep driving time to a minimum and ensure I see more brokers in a similar location. It also helps you to get a feel for what is happening in that area, so you can discuss scenarios or policy that provides more value to them. Seeing clients face to face provides dedicated time for education and development on a 1 on 1 basis. The time you spend with a broker must be of value add for them, so being structured and prepared ensures they leave the meeting better equipped than when they arrived.
What do brokers want most from you?
Many brokers are seeking reaffirmation of policy or process. Taking time to learn about their business and what drives them, helps me present a unique proposition for them. This helps me add value to their business and makes our relationship much stronger.
But I find the most important part of being a BDM is one of the simple things – returning calls and emails in a timely manner.
What is your favourite part of the job?
I’ve always had a strong customer focus, which allows me to always keep in mind that there is a customer at the end of each transaction. I know that my actions will impact their experience. So assisting brokers to better help their customers, knowing you have helped make a difference, provides a feeling of accomplishment and job satisfaction. Brokers are a fun bunch to work with, always up for a laugh, so working with them makes this a great job!
What distinguished the best brokers you deal with?
Those who see their customers as a long term relationship, rather than a transactional relationship. These real relationships see value far past a commission and help customers work towards their personal goals.
How a broker responds in adverse circumstances also set them apart. They don’t waste time laying blame, they step up and move into solution mode and work collaboratively, to achieve a successful resolution.
Describe your ideal weekend.
My ideal weekend would be a good balance of time with friends, family, something outdoors, great food and even better - wine!
Summer is my favourite season, so having people over with the BBQ fired up with a cold beer is unbeatable!
What’s the strangest lending scenario you’ve ever encountered?
I think I have had a fair number over the years but I believe working out how to overcome obstacles and find a workable solution is the best part of the job. The simple deals tend to go straight through so I am usually only exposed to those that are left of centre. So seeing strange lending scenarios has become the norm. They definitely keep you on your toes and test how flexible we can be with our credit policy.
How do you like your steak done?
Definitely medium rare with a good red! If I’m cooking, it means 3 minutes each side with a good resting period.
Lee's contact details:
[email protected]
Mob: 0402 969 128
Ph: 08 6298 3870
Every Wednesday we’ll feature a different BDM from across Australia. If you’d like to be included, please email the editor.
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BDM in the spotlight: Robyn Lindemann
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BDM in the spotlight: Liam Paitson
Related articles:
BDM in the spotlight: Robyn Lindemann
BDM in the spotlight: Tracey Crevatin (Kittson)
BDM in the spotlight: Liam Paitson
