BDMs in the spotlight

We celebrate some of the best BDMs in the business and look at how brokers and BDMs can get the most out of these crucial partnerships

BDMs in the spotlight

We celebrate some of the best BDMs in the business and look at how brokers and BDMs can get the most out of these crucial partnerships

When a broker likes their BDM, you’ll never hear the end of it. As a BDM, that’s exactly where you most want to be: mentioned in conversation as someone brokers want to boast about.

That’s because brokers recognise that having a successful BDM relationship is one of the most valuable tools they can have in their arsenal.

In a number of MPA’s surveys, brokers have dropped the name of their BDM or mentioned that that’s one of the main reasons they’ve stayed with a certain aggregator or worked with a particular bank – the person they call when the going gets tough is often their BDM.

In broking, relationships matter on all sides: between the broker and the customer; the BDM and the broker; and between the BDMs representing the aggregator and lender. This business may involve a lot of number crunching, but it’s really all about people.

The people you’ll hear about on the following pages are some of the best BDMs in the business. They stand out because of their passion and dedication to making a difference in the lives of their brokers and their customers.

These BDMs are masters of the basics – they’re responsive, timely and informed – but they also go above and beyond the bare minimum. They’re consistently seeking new ways to increase their knowledge of the industry and of other products and policies so they can pass that on to their broker partners, to help them expand their businesses and better meet the needs of their clients.

They do what it takes to help their brokers find solutions, even if that means recommending they go elsewhere, or to the competition.

Just like any relationship, however, the responsibility of maintaining trust and transparency doesn’t fall only on the BDM. If brokers want to get the most out of this support structure, they need to treat BDMs and their sta[1] with respect, even when they say no. You’d expect that would be common sense in a professional setting, but you’ll occasionally hear some shocking stories about brokers’ poor behaviour and treatment of BDMs. (And vice versa.)

In this report, we’re celebrating the BDMs who show exemplary behaviour in dealing with brokers. We talk to them about the skills and techniques they bring to the job, and what they need from brokers to ensure these partnerships prove fruitful for everyone.

The expertise and experience these BDMs bring to the job will see brokers through the changes and challenges to come. Just wait and see.

To view full report, click here.