In the Spotlight:
The BDMs backing you
Our mission is to help people succeed, and we can only do this with the help of Australia’s best and brightest. To celebrate the people behind the scenes, we’re showcasing some of the dedicated BDMs that back our brokers.
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NSW
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QLD
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SA/NT
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WA
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VIC/TAS
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Commercial
David Tickle, NSW BDM
I think best practice is remembering and respecting that there is a customer within every transaction, and a broker looking to grow their business.
Tell us about yourself…
What do you consider best practice?
Sounds obvious, but clear, concise and accurate communication with brokers and internal stakeholders is crucial. Managing expectations and timeframes with brokers who in turn are trying to manage their clients stress levels is a vital component within this process.
I think best practice is remembering and respecting that there is a customer within every transaction, and a broker looking to grow their business by providing a good experience and gaining referrals from happy clients.
Tell us about a time you made a real-life difference in someone’s life…
I workshopped an application with a broker where the customer had a home loan, along with several maxed-out credit cards and personal loans. These were all spiralling out of control and causing the customer stress and anxiety – to the point that they had to take time off work.
After reviewing the customer’s credit file with the broker and identifying the extent of the situation, we were able to find a solution where the customer could refinance their home loan and consolidate all the credit cards and personal loans over to Pepper Money. It significantly improved their monthly cashflow.
Rory Moloney, QLD BDM
Best practise for me as a BDM is being available as much as possible for my brokers and providing them with the correct solution, first time round.
Tell us about yourself…
I’m Victorian born and Queensland raised. I’ve been with Pepper for just under 5 years after spending 3 years in head office down in Sydney. before taking the opportunity to move home to QLD as a BDM.
I’m a big sports person. I support the Geelong Cats in Aussie Rules and play on weekends for a local club. For rugby league, it’s the West Tigers and the NSW Blues which does cause a few problems...
On weekends if I’m not playing footy, I’m checking out live music and don’t mind a beer or two to go with it.
I love being outdoors, camping, hiking or heading to the beach, anywhere the sun shines really.
What do you consider best practice?
Tell us about a time you made a real-life difference in someone’s life…
I’m very fortunate to work for a lender that has such a great process. I can’t count the number of times I’ve been on the phone late in the day, usually a Friday, and the team have been able to get deals across the line - meeting finance clauses and helping clients get into their properties.
A highlight for me was a debt consolidation which had approximately 13 credit cards. By helping the client pay this out, we saved them nearly $2k a month.
Kathryn Mortimer, SA/NT BDM
If I advise the broker that it is something that can be done, I like to ensure that this is the outcome that they receive, swiftly and smoothly.
Tell us about yourself…
What do you consider best practice?
Tell us about a time you made a real-life difference in someone’s life…
There are so many, but one that stands out would be assisting a broker with a client who had just recently separated. The client was left with all the bills, on a small income, and the debts were piling up – on top of having two small children. Arrears started mounting and it was almost inevitable that they would have to sell the house.
So, we worked out what our ‘worst case’ new repayment would be if we consolidated everything. We then focused on this one figure for 3 months for the client to show their capacity to pay this amount. To do this, the client needed to seek more hours at work and get some additional childcare. But they took the challenge head on, took on more hours than needed and met the capacity test.
We were able to relieve them of the debt hole they were in and help them to stay in the family home. There were tears of joy at settlement from all involved. Everyone worked together for the common goal, and it was fantastic to be able to help this client.
Linda Fraser, WA BDM
I’m all about communication; I aim to provide timely, clear and precise responses.
Tell us about yourself…
What do you consider best practice?
Tell us about a time you made a real-life difference in someone’s life…
I recently worked with a broker to help a mother who wanted to buy out her ex-partner. Looking to minimise the impact to her kid’s lives, she wanted to stay close to their school and friends.
Unfortunately, she couldn’t afford to sell and purchase - but we managed to find a lending solution that meant she could stay in the family home. She was thrilled.
Pasquale Caia, VIC/TAS BDM
The ability to turn a no into a yes is the most valuable tool you can have for your clients.
Tell us about yourself…
I’m passionate about educating the market on Specialist lending. I love thinking outside the box and helping the underserved market.
But my greatest passion is watching my 2 young boys grow.
Sport is also a big part of my life. I coach under 14’s basketball and I’m a diehard St. Kilda supporter.
What do you consider best practice?
Never saying ‘no’ to a client unless you have exhausted all avenues of lending.
There is an opportunity to help all types of customers with the broad options brokers have available today. The ability to turn a no into a yes is the most valuable tool you can have for your clients.
Tell us about a time you made a real-life difference in someone’s life…
I had a broker provide a scenario that they didn’t think would be possible – but still asked the question.
The client was going through a messy divorce but wanted to remain in the home with their children. There was a large payout to the partner and the mortgage repayments were not being repaid due to the instruction from their lawyers.
In the end, we were able to help the client keep the family home. I received a lovely letter from the broker thanking us for making their life remain as normal as possible, especially for the young children involved. The fact that the first 5 lenders, including their existing lender, said no originally, meant the client was forever grateful for allowing them to restart their life.
Matthew Taylor, Commercial Real Estate BDM
As a BDM I believe a fast reply can be met with such gratitude, and it can really set you apart from competition.
Tell us about yourself…
What do you consider best practice?
Tell us about a time you made a real-life difference in someone’s life…
I had a call from a broker who explained that when we assisted a client in purchasing their father's commercial property, the father was able to semi-retire and set up the son to take over the business. By helping them achieve this, they saw the broker as a hero.
Since then, my perspective on deals is - how can I make the broker look like a hero.
