‘I enjoy making great friends with brokers and the banter we share’
In this edition of MPA’s popular BDM in the Spotlight series, Craig White discusses his role as a BDM at Bluestone Home Loans.
White relishes the opportunity to turn another lender’s “no” into a Bluestone “yes”. He is also passionate about sharing his deep industry expertise with Bluestone’s vast network of brokers.
This series is dedicated to shining a light on the best business development managers, relationship managers and state managers working in Australia’s vibrant mortgage finance sector.
-
Full name: Craig White
-
Job title: Business development manager
-
Company: Bluestone Home Loans
-
Number of years in the industry: 20 Year in broking, 14 Years in banking
-
Location: Melbourne, Victoria
When and how did you join the finance industry?
I started in banking at the age of 17 straight out of school with the State Bank of Victoria/Commonwealth Bank and after 14 years joined the broking industry, firstly as a broker and then as a BDM.
What does your current role involve?
Helping brokers grow their business. I deal with brokers and aggregators daily and workshop deals to help with a quick and smooth application process.
How do you assist brokers to grow their business?
I help brokers grow their business by offering years of experience in the industry and sharing best practice. I help them to grow their referral sources by offering advice on how and who they seek to partner up with.
I let them know that we can often help where others have said “no” by deep diving into the issues of when they have said “no” and what we can do to make it a “yes”.
What do you enjoy most about your role?
Seeing and helping brokers succeed and getting their deals approved. I enjoy making great friends with brokers and the banter we share. I like to share a good (or bad) Friday joke with all my brokers to lead them into the weekend with a smile and possibly a laugh.
What’s the most important advice you can offer to a new-to-industry broker?
Always ask and don’t be afraid to ask for business. From the first time you speak or see a client ask them to refer you to others and follow up with clients consistently. I also advise to stick at it as the first six to nine months is the hardest.
How important is broker feedback in ensuring you provide the best service?
I am always looking for feedback as I am not perfect and can always do things better. This helps me grow. So, feedback is very important, good or bad.
What makes a great BDM or state manager?
Getting back to brokers promptly. Answering their calls or returning their calls ASAP. BDM 101… Become part of the brokers business and understand their business and how you can help.
If there’s one thing you could change about the industry, what would it be?
White would like to see fairer clawback policies across the mortgage finance industry.
Describe your ideal weekend:
My ideal weekend involves spending time with my wife and two boys, watching the boys play sport, followed by a BBQ or evening with good friends and a few drinks. Then on a Sunday taking the 64 Mustang for a drive in the country to a nice bakery. Followed by a Sunday night movie to relax.
