Why old-school BDMs pull out all the stops for brokers, customers
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 Zach Metaxotos (pictured above) Suncorp Bank’s Victoria-based business development manager about how he supports brokers, what sets successful brokers apart and what brokers should expect from a BDM and lender relationship.
Metaxotos has always worked in the finance industry and in the home lending space since 1995.
He said there was nothing more rewarding than helping someone purchase a home or expand their wealth through home lending.
However, one of the best parts of the job for Metaxotos is hitting the road and being able to have great conversations with brokers.
Name: Zach Metaxotos
Title: Business development manager
Years in the industry: 36 years.
Location: Melbourne
A brief description of your role and how you support brokers.
My role is to support brokers in all aspects of their client’s journey either purchasing or refinancing. I help brokers grow their business by helping them understand where Suncorp Bank operates in the market and how this can support their business model.
A goal that you aim to achieve in your role this year (2023)
This year my goal has been to strengthen and deepen the partnerships with our AFG brokers in Victoria and Tasmania. This means creating opportunities for good-quality conversations about how Suncorp Bank can play a role in their client’s financial journey.
What’s your favourite part of the job?
I’m a people-person and my favourite part of the job is being on the road and having great conversations with brokers. With so many different and diverse businesses, it’s a pleasure to understand and learn more about my brokers businesses.
What sets successful brokers apart?
A successful broker has a vision of where they want to be backed by a solid business plan. They have a disciplined approach to how they execute their plan and adjust it as and when the conditions require it. A successful broker is also not afraid to seek help when needed, which could include support from a BDM or peer.
What should brokers be demanding from a BDM and lender relationship?
Brokers need to find BDMs and lenders that recognise the customer in every transaction. My approach is ‘old school’ – I can’t disappoint the end customer and I’ll do everything I can to deliver a positive experience for my brokers and their customers.
What do you provide to brokers that makes you valuable to them?
I’ve always prided myself on being an honest and trustworthy support for brokers.
Being in the industry for such a long time means I’m comfortable with change and can adapt quickly as the lending environment requires it.
Describe your ideal weekend.
I’m a family-orientated person so my ideal weekend would involve having the family around for a BBQ, perhaps squeezing in a round of golf and planning my next overseas vacation.
BDM in the Spotlight features a range of relationship managers and BDMs within the mortgage and finance industry. Among those recently featured : AMP Bank’s Laura Downer, RedZed business development manager Joel Reid, Aquamore business development manager 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
