'I love the relationships I've built in this industry'
In this regular series, MPA gets to know more about Australia’s leading business development and relationship managers. This time around, Umit Kose, relationship manager for New South Wales and South Australia at outsource Financial, discusses her love of building strong relationships in the broking industry.
Job title: Relationship manager, NSW and SA
Years in the industry: 21
Company: outsource Financial
Location: Sydney, NSW
When and how did you join the finance industry?
I stumbled into finance in 2004 and never looked back! I started as an office manager at a well-known franchise and soon started packaging loans for all their lending managers. I was always a number person. Transforming numbers into action and helping clients achieve their goals naturally led me to get my own accreditations, writing loans, and the rest is history.
What does your current role involve?
I work with brokers every day, helping them navigate challenges, grow their businesses, and make the most of the opportunities available to them. Whether it's providing strategic advice, connecting them with the right people, or ensuring they have access to the best education and tools, my job is all about making their lives easier and their businesses stronger.
How do you assist brokers to grow their business?
Every broker is different, so my approach is tailored to their specific needs. Some need help with business planning and setting goals, some need help with diversification, others with lender relationships, and some just need someone in their corner who genuinely understands what they’re going through. I provide guidance, share insights, and make sure they have the support they need to focus on what they do best - helping their clients.
What do you enjoy most about your role?
I love the relationships I’ve built in this industry. Seeing brokers succeed and knowing I played a small part in that is incredibly rewarding. I also love that no two days are the same - there’s always something new to learn and new ways to add value.
What’s the most important advice you can offer to a new-to-industry broker?
Take your time to build genuine relationships – with clients, lenders, and mentors. Don’t try to do everything at once, and don’t be afraid to ask questions. The most successful brokers are the ones who keep learning and evolving.
How important is broker feedback in ensuring you provide the best service?
It’s everything! The only way to truly support brokers is to listen to what they need. I want to know what’s working, what’s not, and how I can be a better resource for them. Their feedback helps me tailor my approach and make sure I’m always providing real value.
What makes a great BDM or state manager?
It’s all about being approachable, proactive, and genuinely invested in brokers' success. A great BDM (or in our case, “relationship manager”) isn’t just there to tick boxes – they’re there to listen, provide solutions, and be a trusted partner in the broker’s journey.
If there’s one thing you could change about the industry, what would it be?
There are quite a few things I would like to see change about the industry. Fairer clawback policies and an increase in female representation would be on top of my list.
Describe your ideal weekend.
My ideal weekend involves spending quality time with my family and friends, exploring new beaches, and enjoying the outdoors. I love unwinding with a good book and a cup of coffee or taking a scenic walk to recharge for the week ahead.
