BDM in the spotlight asks a different BDM the same questions – giving you regular insights into the lives of some of the top BDMs in the country.
Name: Stephane Feuillye
Years in the industry: 20 years
Company: Adelaide Bank
What did you do before entering the industry?
I did lots of different roles before I found my calling. Looking back at the roles I worked in before the finance industry though, most roles related to sales in one way or another. I’ve worked in advertising and car sales, as well as a long stint as a department and store manager. Anything that challenged me and had interaction with people, were roles that I enjoyed the most.
How often do you see mortgage brokers in a week?
Pre COVID-19, I was doing lots of interstate travel and speaking to brokers mainly at PD days and in between that, tried to see brokers as often as possible. I was working remotely for the most part so did interact over the phone more so than in person. Obviously, that’s mandated now, but utilising technology has actually enabled me to spend my whole day speaking and assisting my group of brokers. I run weekly scheduled webinars as well as ad hoc webinars to my various brokers. The rest of the time I’m still interacting with my brokers, but via phone and email.
What do mortgage brokers want most from you?
I think it’s the 1% stuff like being responsive to phone calls and emails as well as following through on promises. Having worked on the road in my past life as a mobile lender, I totally appreciate needing to speak to staff re a deal and needing responsiveness. Utilising my credit background definitely assists in the workshopping conversations that I love to have.
What is your favourite part of the job?
Pretty much everything from putting on my work clothes in the morning to laying down my phone at the end of the day. I love interacting with my brokers and using the knowledge and experience gleaned from the various roles over many years working within the industry to help. Helping and working together to have a positive impact on people’s hopes and dreams is something I find incredibly rewarding. The fact that every day is so different to the previous (and the next) means there’s never a dull moment, which is just a bonus.
What distinguishes the best brokers you deal with?
Passion is definitely something that resonates with me. Working in finance, we have roles that materially impacts people’s lives, which is a big responsibility. Knowledge and experience is something we can work on. Passion, however, I think differentiates the good from the best. The brokers that take the time to understand the customer and what they are wanting to achieve and then who can then articulate that in a commercial sense, I believe set themselves apart.
What’s your ideal weekend?
Anything that involves my beautiful wife and little girl. I love getting away to the country with our dog and exploring regional Victoria, and I love the diversity of the different cuisines you can find wherever you go. During lockdown though, my daughter and I have really gotten quite good at the Lego PS4 games and as a family spent a bit of time exploring our neighbourhood whilst walking our dog together.
What’s the strangest lending scenario you’ve ever encountered?
I don’t know about the strangest as every scenario is different to the next. The opportunity to brainstorm and see how to make a deal work is what I love to do. I’ve definitely seen some interesting loan purposes over the years though, from many designer motorbikes to boat moorings.
What's your top time-saving tip and how much time does it save you?
Definitely the usage of my calendar. I check it last thing at night and then again first thing after having checked my emails. I use my calendar to plan my days/weeks/months, but also to prioritise my workload. It’s hard to say how much it saves me but I can definitely say that it helps control it all.
What’s your favourite meal?
That would have to be grouper over a charcoal fire that’s smothered in chilies and garlic followed by a cheese board full of soft melty cheese and of course, a nice glass of Tassie pinot.