BDMs bring honesty and optimism to brokers
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.
MPA spoke to two business development managers at Moula, an Australian fintech dedicated to backing small business. Steven Grasion (pictured above left) is the BDM for Sydney and Sam Brant (pictured above right) is the BDM for Queensland.
Having worked in the financial services industry for nine years, Grasion enjoys fostering and maintaining relationships with brokers. He believes that transparency between a broker and BDM is highly important.
With six years’ experience in the industry, Brant enjoys the social side of working with broker partners and is focused on establishing strong relationships with the broking network.
Each BDM shares how they help brokers, what they enjoy most about their role and what sets successful brokers apart. Their answers include suggestions around what brokers should be demanding from a lender and BDM relationship, and industry-wide changes that they think would benefit brokers.
Name: Steven Grasion
Title: Business development manager
Years in the industry: Nine years
Company: Moula
Location: Sydney
Briefly describe your role and how you support brokers
I consistently engage with our broker partners as a key part of my role.
As brokers need to stay informed, I educate them on our products and advancements and provide assistance with escalations, so I'm always available to them.
What’s your favourite part of the job?
The relationships are the best part!
I have developed great friendships with many brokers. I enjoy travelling around my territory, visiting new places and getting to know an area from the locals.
A goal that you aim to achieve in your role over the next year?
I would love to be the highest-performing BDM at Moula.
Our group is naturally competitive – I love a challenge and friendly competition.
What sets successful brokers apart?
A successful broker must have excellent communication skills, the ability to manage relationships with customers, a solid understanding of lender policy, and the ability to analyse deals quickly and thoroughly.
What should brokers demand from a BDM and lender relationship?
Transparency. Having a good understanding of what deals are going to be approved and declined upfront makes things so much easier.
At Moula, we facilitate this with clear policies and procedures and provide brokers with access to decision-makers.
Assistance with marketing and collateral also makes a big difference. Having the ability to promote products to clients provides an excellent way for brokers to grow their business.
What industry-wide changes do you think would benefit brokers?
Brokers could benefit from better access to credit managers.
This would provide a wider understanding of how deals are written, enabling brokers to understand lender criteria and know where there is room to move.
What do you provide to brokers that makes you valuable?
I believe that the level of service and accessibility I provide to my brokers sets me apart.
Brokers know that I have their best interests at heart and that I will always be honest. It’s something I’ve prided myself on since the start of my career.
Describe your ideal weekend
A hike through the bush. I walk until sunset, set up a camp, light a fire and enjoy a glass of wine in nature.
Name: Sam Brant
Title: Business development manager
Years in the industry: Six years
Company: Moula
Location: Queensland
Briefly describe your role and how you support brokers
I consider myself a conduit between the broker and Moula. I am dedicated to offering ongoing support and attention to brokers to assist them to get their deals done.
I would sum up my personal style as responsive, accountable and present.
What’s your favourite part of the job?
The social side of my job is great. I value the opportunity to get to know our partners better: it helps me to better understand their needs.
I enjoy being on the road – driving around beautiful Queensland is a great perk!
A goal that you aim to achieve in your role over the next year?
I am focused on establishing strong relationships and building a network of finance professionals.
What sets successful brokers apart?
Successful brokers possess a high level of knowledge of lenders and their products.
They take the time to understand their clients well, fostering positives relationships. In my experience, solid foundational relationships make every part of the process easier.
What should brokers demand from a BDM and lender relationship?
Brokers should expect attentiveness and reliability from their BDM.
At Moula, we are committed to speed to service and responsiveness as the baseline for all of our partnerships.
What industry-wide changes do you think would benefit brokers?
Ensuring that the professional standards required for brokers remain high so that the level of service and accountability are maintained.
Additionally, increased transparency from lenders to ensure that brokers and customers are well informed.
What do you provide to brokers that makes you valuable?
I pride myself on my optimism and energy levels. I like to bring positive energy into all of my interactions.
I have excellent commercial acumen from my experience in the industry and this allows me to think outside the box and come up with great solutions for my clients.
Describe your ideal weekend
I like to start my day with an early spin on my bike or a workout at the gym.
Then spend the rest of the day near the water, in the sun with friends.
BDM in the Spotlight features a range of BDMs and relationship managers within the industry. Among those most recently featured were outsource Financial relationship manager NSW/ACT Donn Tariga and Suncorp business development manager Natalie McCullough.
