Being available for brokers is a priority
BDM in the Spotlight and State Manager in the Spotlight are a regular series, giving brokers insight into the lives of some of the country’s leading relationship managers.
In 2022, non-bank lender RedZed appointed business development managers Cassandra Vella (pictured above left), Trent Homann (pictured above centre) and Tamara Rozova (pictured above right).
Based in Sydney, the three BDMs are committed to working with brokers to help their self-employed clients to achieve their goals.
Upon finishing school, Trent Homann started out as a teller at CBA Randwick, while Cassandra Vella embarked on a law degree before receiving an offer to work for a non-bank lender. Tamara Rozova completed a Bachelor of Finance in New Zealand, providing a foundation for a career within the industry.
Each BDM shares how they help brokers, what they enjoy most about their role and the markings of a successful broker. Their answers include suggestions around what brokers should be demanding from a lender and BDM relationship, and industry-wide changes that would benefit brokers.
Name: Cassandra Vella
Title: Business Development Manager NSW/ACT (Connective brokers)
Years in the industry: 8 years
Company: RedZed
Location: Sydney
- Briefly describe your role and how you support brokers
My role as a BDM is to help brokers navigate lending policies and educate them on the alternative solutions available to their clients.
As a BDM, I understand that time is of the essence and I commit to being responsive and approachable to the network I represent.
I support my brokers with their scenarios and if I am unable to provide a solution, I will always do my best to guide them on which lender may be able to assist their client.
- A goal you aim to achieve in your role over the next year?
My goal this year is to support my brokers to diversify their businesses.
I aim to achieve this through educating brokers on the alternative solutions available for their self-employed clients and support them in how they can market themselves as experts in this field to their referral partners.
- What is your favourite part of the job?
It is the end outcome.
There is a customer at the end of every transaction. Just knowing that we were able to work with a broker to find solutions for clients in situations that didn’t meet mainstream lending criteria is the most rewarding part of the job.
- What should brokers be demanding from a BDM and lender relationship?
If you speak to any broker, they will generally say that they want a BDM who picks up the phone.
Brokers should expect that their calls and emails are returned within a few hours or at the most, within the same day.
Brokers should also expect that a BDM has the knowledge and expertise to help them to workshop complex scenarios and understands the credit appetite of their lender (including any grey areas, where boundaries may be pushed a little).
From a lender relationship point of view, brokers should expect a high level of service both pre-settlement and post-settlement.
- What do you provide to brokers that makes you valuable?
I provide value by being flexible and adaptable to a broker’s needs.
No broker operates their business in the same way, therefore I understand the importance of being flexible and being able to adapt to the evolving needs of each of them.
That might require hosting regular training sessions for broker support teams (including those who are offshore) or educating brokers on how to package their deals to ensure a seamless assessment. It might even mean going out to meet brokers with their referral partners to help them drive more business.
Name: Trent Homann
Title: Business Development Manager NSW/ACT
Years in the industry: 28 years
Company: RedZed
Location: Sydney
- Briefly describe your role and how you support brokers
As a BDM for NSW and ACT, I make myself available for brokers’ questions and scenarios and work together to understand how RedZed can help them to achieve their clients’ goals.
- A goal you aim to achieve in your role over the next year?
My goal for 2023 is to get out and see more of our broker partners.
- What is your favourite part of the job?
Having the ability to assist brokers to meet their goals (and helping their clients along the way).
- What sets successful brokers apart?
Understanding what a client’s needs and objectives are. Additionally, having solid relationships with business development managers gives brokers an understanding of who to reach out to with particular scenarios.
- What do you provide to brokers that makes you valuable?
I am available: I answer the phone and return brokers’ calls and emails.
- Describe your ideal weekend
Spending time with family.
Name: Tamara Rozova
Title: Business Development Manager NSW/ACT
Years in the industry: 10 years
Company: RedZed
Location: Sydney
- Briefly describe your role and how you support brokers
I assist in the development of ongoing strong relationships with our broker and aggregator partners.
- A goal you aim to achieve in your role over the next year?
To drive the RedZed brand in the third party channel in NSW and provide great service to brokers and their customers.
- What is your favourite part of the job?
Meeting my brokers and learning more about their businesses.
- Are there any industry-wide changes that would benefit brokers?
Timely and accurate responses are critical for developing a good working relationship between brokers and lenders.
For lender BDMs, industry knowledge is also very important.
BDM in the Spotlight features a range of BDMs within the industry. MPA most recently featured Irene Wang, relationship manager – third party banking at CBA, Gabrielle Aoun, senior business development manager at ORDE Financial and Marcell Midolo, business development manager at Resimac.
