Assisting brokers to get tricky deals over the line
State Manager in the Spotlight and BDM in the Spotlight is a regular series, giving brokers insight into the lives of some of the country’s leading relationship managers.
In the spotlight this week is Tommy Lee, state manager NSW, ACT and South Australia at Bluestone Home Loans.
Lee is a highly experienced operator with 16 years of experience working in financial services, including major bank and non-bank lenders. He leads a team of eight Bluestone BDMs working across NSW, ACT and SA.
He says his goal is to work with more brokers and help them understand how Bluestone can provide a solution for their clients, especially those who present a difficult scenario where mainstream lenders have turned them down.
“You’d be amazed how often a Bluestone BDM can turn a deal around,” says Lee.
Full name: Tommy Lee
Job title: State manager NSW, ACT and SA
Company: Bluestone Home Loans
Number of years in the industry:16
Location: Sydney, NSW
What did you do before entering the industry?
I went straight from university to financial services and haven't regretted a minute.
A brief description of your role and how you support brokers
I lead a team of eight business development managers (BDMs) across NSW, ACT, and SA. We take a hands-on approach, partnering with brokers from the initial stages of deal structuring all the way through to settlement.
Our goal is to ensure the entire process is as seamless as possible, supporting brokers with their clients' funding needs every step of the way.
A goal that you aim to achieve in your role this year?
This year, my team and I are focused on helping more brokers discover how Bluestone Home Loans can be the solution for their clients. Many potential clients don't fit the mainstream lender profile, and brokers often overlook these opportunities.
Our goal is to bridge that gap by offering solutions to help clients get back on track sooner.
What’s your favourite part of the job?
I love joining my BDMs for broker visits and hearing firsthand how Bluestone has helped their clients achieve their financial goals.
More importantly, what excites me the most is when a BDM and broker present a challenging or unique scenario, and we work together to find a solution. You’d be amazed how often a Bluestone BDM can turn a deal around.
What sets successful brokers apart?
The most successful brokers excel in customer engagement and business management. They have well-defined processes and are knowledgeable about various lending options, allowing them to find the best solutions for their clients. Plus, they’re not afraid to pick up the phone and proactively work with their BDM.
What should brokers be demanding from a BDM and lender relationship?
Availability and responsiveness are key. At Bluestone, we see the broker as our customer. It’s the responsibility of the lender's BDM and state manager to provide a level of service that enables brokers to deliver the quality their clients expect and deserve.
What do you provide to brokers that makes you valuable to them?
Having worked with both major and non-bank lenders, I bring a wealth of experience to my role. This allows me to support my BDMs and brokers in finding solutions for a wide range of clients.
Additionally, my background in aggregation gives me a unique understanding of brokers’ expectations, enabling me to relate to and address their challenges.
Describe your ideal weekend
My weekends can be quite varied. I enjoy catching up with friends for brunch, going to gigs or shows, but most of the time, you'll find me at the SCG, cheering on the Swans!
BDM in the Spotlight and State Manager in the Spotlight features a range of relationship managers and BDMs within the mortgage and finance industry.
Among the state managers recently featured include: AFG’s Jia Jia Wong, La Trobe Financial’s Brendan Grenfell, Liberty’s Belinda Ng, Mortgage Choice’s Matt Bocking and Ben Livera, Assetline Capital’s Jason Lucas, BOQ’s Samantha Robinson and SFG’s Amy Thorburn.
If you know a great BDM or state manager that you would like featured in this series, please email [email protected]
