BDMs must be good communicators
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 Victoria Graves (pictured above) Dynamoney’s Western Australia-based business development manager about how she supports brokers, what sets successful brokers apart and what brokers should expect from a BDM and lender relationship.
Graves, who previously worked as a lawyer, believes her key role is relationship management and says she works hard to strengthen relationships with the brokers she works with.
A great believer in ongoing training, Graves is on a mission to increase broker accreditations and ensure brokers have access to regular in-person and online training.
Graves told MPA she’d like to see more females in leadership positions and in the male-dominated broker profession.
Name: Victoria Graves
Title: Partner
Time in industry: Two years
Company: Dynamoney
Location: Western Australia, and also takes care of South Australia
What did you do before you entered the industry: Lawyer.
Give a brief description of your role and how you support brokers?
My role is predominately about relationship management. I’ve worked hard to ensure the brokers in WA and SA know I am a reliable person who can assist them in framing deals and in getting expeditious, excellent results for their clients. The team and I pride ourselves on this and we’re constantly pivoting and amending procedures to cater to industry changes and feedback from our brokers.
What was a goal you aimed to achieve this year?
My goal was to expand our network, increase broker accreditations and to ensure each and every one of those brokers had face-to face training in product guides and our online portal. We’ve achieved more this year than I ever anticipated, and that’s thanks to a great group of brokers in WA and SA who have been both welcoming and enthusiastic about our place in the market.
What’s your favourite part of the job?
I see all the deals through on an end-to-end basis. I love seeing those particularly prickly ones finally settle and giving the broker a call or email to congratulate them. It’s really rewarding to know we worked with our brokers and got the job done.
What sets successful brokers apart?
I would say due diligence. Prior to submitting applications or quoting clients, I always ask the broker to give me a call or email me so we can run through everything and make sure it’s all in order. I think the brokers that take those extra steps not only have the reassurance that what they’re submitting is in the clients’ bests interest, but also end up with a very happy client which ultimately results in repeat deals for them.
What should brokers be demanding from a BDM and lender relationship?
Good communication is key. Also, education about the lenders’ products and processes.
Are there any industry-wide changes that you think would benefit brokers?
More female brokers – it would be wonderful to see more females in leadership roles.
What do you provide to brokers that makes you valuable to them?
Timely and accurate responses, extensive training and updates about our products, systems, and processes and most importantly, a sounding board for any questions they have.
Describe your ideal weekend.
Mornings have to start with a pain au chocolat and a strong coffee followed by some exercise in nature. I think afternoons are best spent with loved ones (preferably with excellent food and maybe a few vinos!).
BDM in the Spotlight features a range of relationship managers and BDMs within the mortgage and finance industry. Among those recently featured: 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
