A memorable lending scenario for this week's BDM was a request for a 91 year old purchasing an owner/occ property, at a 90% LVR.
ING DIRECT BDM for Melbourne, Gerard Vear studied primary school teaching before his 12 years in the industry.
BDM in the spotlight asks a different BDM the same seven questions – giving you a weekly insight into the lives of some of the top BDMs in the country.
How often do you see brokers in a week?
I see my brokers at least 20 times per week, 4 appointments per day.
What do brokers want most from you?
1. Being consistently available, whether via phone or email, is the number one request a broker has of their BDM. I strategically plan each day to ensure I am readily available via phone and email to answer queries.
2. Constantly providing training and feedback, to not only ensure brokers are across ING DIRECT’s offering, but to capitalise on any opportunities.
3. A focus on key messages and outcomes: this ensures every contact ‘means something’ and is relevant to both parties.
4. And lastly adding value: understanding the broker’s business and determining where the most value can be invested for both parties.
What is your favourite part of the job?
People and learning. Building relationships is a major component of what I do each day. I believe the positive energy and importance I place on this is testament to the solid relationships that I have with my brokers. I also enjoy the learning side of my job. The industry is forever changing and gives me endless opportunity to continually learn, hone my skills and expand my reach within the industry.
What distinguishes the best brokers you deal with?
I believe the best brokers understand that rate is not the only factor in obtaining the best deal for clients. These brokers completely understand the customer’s situation and provide a solution that will benefit each individual customer, not only in the short term, but the longer term. I also believe a good broker is represented by someone who is up to speed on a bank’s policy, but also challenges and mitigates situations, when they may not be cut and dry.
Describe your ideal weekend
Switching my phone off and heading down to the country. Lighting a fire and sitting with a beer in hand relaxing under the stars.
What’s the strangest lending scenario you’ve ever encountered?
Like most BDMs, we receive many interesting and unusual scenarios. One that sticks out was a request for a 91 year old purchasing an owner/occ property, at a 90% LVR.
How do you like your steak done?
Medium rare, with a peppercorn sauce
Every Wednesday we’ll feature a different BDM from across Australia. If you’d like to be included, please email the editor.
BDM in the spotlight asks a different BDM the same seven questions – giving you a weekly insight into the lives of some of the top BDMs in the country.
How often do you see brokers in a week?
I see my brokers at least 20 times per week, 4 appointments per day.
What do brokers want most from you?
1. Being consistently available, whether via phone or email, is the number one request a broker has of their BDM. I strategically plan each day to ensure I am readily available via phone and email to answer queries.
2. Constantly providing training and feedback, to not only ensure brokers are across ING DIRECT’s offering, but to capitalise on any opportunities.
3. A focus on key messages and outcomes: this ensures every contact ‘means something’ and is relevant to both parties.
4. And lastly adding value: understanding the broker’s business and determining where the most value can be invested for both parties.
What is your favourite part of the job?
People and learning. Building relationships is a major component of what I do each day. I believe the positive energy and importance I place on this is testament to the solid relationships that I have with my brokers. I also enjoy the learning side of my job. The industry is forever changing and gives me endless opportunity to continually learn, hone my skills and expand my reach within the industry.
What distinguishes the best brokers you deal with?
I believe the best brokers understand that rate is not the only factor in obtaining the best deal for clients. These brokers completely understand the customer’s situation and provide a solution that will benefit each individual customer, not only in the short term, but the longer term. I also believe a good broker is represented by someone who is up to speed on a bank’s policy, but also challenges and mitigates situations, when they may not be cut and dry.
Describe your ideal weekend
Switching my phone off and heading down to the country. Lighting a fire and sitting with a beer in hand relaxing under the stars.
What’s the strangest lending scenario you’ve ever encountered?
Like most BDMs, we receive many interesting and unusual scenarios. One that sticks out was a request for a 91 year old purchasing an owner/occ property, at a 90% LVR.
How do you like your steak done?
Medium rare, with a peppercorn sauce
Every Wednesday we’ll feature a different BDM from across Australia. If you’d like to be included, please email the editor.
