'Passion, drive, and a deep understanding of solution-based lending are what make a great BDM and broker partnership'
In the latest entry to MPA’s popular BDM in the spotlight series, Belinda Gray, business development manager at Bluestone Home Loans, discusses what it’s like working in one of Australia’s premier non-bank lenders.
Gray is passionate about connecting with brokers and industry partners to help grow their businesses. She believes new-to-industry brokers should never say no to a deal, as every successful transaction can lead to new opportunities to grow your profile.
This series is dedicated to shining a light on the broking industry’s best and brightest BDMs and relationship managers.
- Full name: Belinda Gray
- Job title: Business development manager
- Company: Bluestone
- Number of years in the industry: 15 years
- Location: Perth, Western Australia
When and how did you join the finance industry?
After completing my studies in residential drafting, I took what I thought would be a short-term role in sales. Four years later, I found myself with a one-way ticket to Sydney as a Bluestone BDM for NSW. Fast forward 9.5 years, and I’m still loving my role – now back in WA!
What does your current role involve?
My role allows me to connect with brokers and industry partners to help grow their businesses by providing solution-based lending for their customers. It’s extremely rewarding – there’s always a customer on the other side of every transaction!
How do you assist brokers to grow their business
The key to helping brokers grow is first understanding what they want to achieve, and then showing them what’s actually possible. Regardless of their experience level, there’s always an opportunity to think outside the box and collaborate on solutions. If it makes sense, let’s find a way to make it happen.
What do you enjoy most about your role?
My role is highly engaging and tailored to each broker’s unique business. The best part is building strong partnerships and celebrating successful customer outcomes. It’s high-pressure, but incredibly rewarding when a deal comes through.
What’s the most important advice you can offer to a new-to-industry broker?
First, never say no to a deal – whether it’s a personal loan, car loan, or home loan. Every successful transaction can lead to future business or a new referral. Second, build relationships with a small group of lender BDMs who will support your growth and development. They’ll become your trusted team.
How important is broker feedback in ensuring you provide the best service?
Extremely important! Understanding what works well – and what could be improved – helps us continue to support the industry. My business is built entirely on broker relationships.
What makes a great BDM?
Passion, drive, and a deep understanding of solution-based lending are what make a great BDM and broker partnership.
If there’s one thing you could change about the industry, what would it be?
I’d love to see more collaboration between brokers. I’ve been part of many unusual – or let’s say ‘different’ – transactions that could serve as great learning opportunities for others. Sharing these experiences could help new brokers build a strong support network.
Describe your ideal weekend:
As many of you know, I’m a BIG animal lover! My ideal weekend starts early in summer, taking my horses to the beach. It doesn’t get much better than that!
