'There is no silver bullet for success'
In this regular series, we interview some of Australia’s leading relationship professionals to shine a light on this integral part of the mortgage finance world.
This time around, MPA caught up with Laura Leckie (pictured above), state manager for third party (Victoria and Tasmania) at lender Bankwest.
Having joined Bankwest in December, Leckie’s role is entirely focused on supporting brokers so they can have the best possible experience when working with the bank.
She also supports Bankwest’s business development managers (BDMs) to allow them more time to focus on working with brokers, “so that we can continue the fantastic broker experience that Bankwest is renowned for”.
Name: Laura Leckie
Job title: State manager for third party (Victoria and Tasmania)
Years in the industry: 10
Company: Bankwest
Location: Melbourne, Victoria
What’s your favourite part of the job?
The people! Nothing beats the energy taken away from spending time with brokers who are at the top of their game, loving what they are doing and striving to get the best result for their customer.
What’s one goal that you aim to achieve in your role?
Coming from an aggregation background, I want to share my insights with the team at Bankwest to continue to increase our understanding of the broker role and strive to continue to grow Bankwest’s already excellent reputation.
What sets successful brokers apart?
If I had a dollar for every time I have been asked this question I would currently be living on the private island I’d have purchased with them!
Having worked in a major aggregator for almost a decade in roles from recruitment to sales to senior leadership, I’ve had the opportunity to see many brokers start on their journey.
While there is no silver bullet for success, there are a few themes that shine through in the success stories I’ve had the pleasure of witnessing.
Being a people person (this is a relationship business after all), being prepared to put the hard yards in early, not being afraid to ask for help (we’re here if you need any Bankwest info) and chasing down every lead – because you never know which one will be your next top customer.
What should brokers expect from their state manager or BDM?
Someone who understands the day-to-day challenges of being a broker. But on a more personal level, I like to think I’m pretty down to earth and pragmatic – so someone you can communicate with openly and authentically.
Are there any industry-wide changes that you think would benefit brokers?
Technology is definitely a large part of the future of the industry but more than that, it’s about how we implement and adopt technology. Being open minded to change, being prepared to lean into the uncomfortable, and being prepared to take the time to learn is what will make all the difference.
What do you provide to brokers that makes you valuable to them?
A true understanding of where they are coming from. I’ve sat on the other side of the fence and will always have that in mind as I go about my role.
Describe your ideal weekend:
This is definitely a case of a bit of yin and yang! It would involve a low-key start – maybe some yoga or a run, and some time just chilling out with my husband and my dog Terrence.
But then it’s time for adventure, maybe go rock climbing, jet skiing or something similar.
Follow that with a heavy metal concert and then wind up with a nice glass of wine or whisky on the deck (I’ve just relocated from Queensland so this may have to be brought indoors a little more often).
