'There's a growing need for brokers to diversify and upskill'
In this latest edition on MPA’s long-running BDM in the Spotlight series, Jasmina Stojanovski (pictured), business development manager – commercial at non-bank lender Liberty discusses the challenges presented by artificial intelligence to the broking industry. She also discusses the importance of SMSF lending in brokers’ strategies.
Name: Jasmina Stojanovski
Job title: Business Development Manager – Commercial
Years in the industry: Over 20 years
Company: Liberty
Location: Sydney, NSW
What is your favourite part of the job?
The most rewarding part of my role is building genuine relationships with brokers and helping them grow their business. I love being the link between a solution and a broker’s needs.
What is a goal that you aim to achieve in your role?
My goal is to provide fast, reliable and solution-focused support so brokers can deliver exceptional outcomes for clients. I strive to be the trusted contact they can rely on when it matters most.
Can you tell me about a recent professional highlight that made you proud?
A proud moment for me was supporting a broker through their first SMSF deal. Guiding them step-by-step and building their confidence made the successful outcome especially rewarding.
What sets successful brokers apart?
Successful brokers have a deep understanding of loan structures, communicate transparently, and always put the client first. Those who diversify into asset finance, SME and SMSF lending solutions stay competitive and increase client lifetime value.
What should brokers expect from their state manager or BDM?
Brokers should expect responsive support, strong policy knowledge, and a partner who’s genuinely in their corner. I believe a BDM should be as invested in your success as you are in delivering great outcomes for clients. BDMs are here to help you grow and diversify your business.
In your view, what are some of the biggest challenges facing brokers right now?
AI is transforming the industry – automating admin, summarising BID notes, and qualifying leads. While brokers who fail to adopt tech tools could risk falling behind, over relying on AI without maintaining a personal touch can also alienate clients.
Are there any industry-wide changes that you think would benefit brokers?
There’s a growing need for brokers to diversify and upskill, especially in commercial and SMSF lending. Many brokers are eager to expand their offering beyond residential lending but aren’t sure where to start. At Liberty, we help brokers confidently diversify by providing education and hands-on support.
Read more: Brokers are writing commercial loans at record pace - but missed opportunities persist
What do you provide to brokers that makes you valuable to them?
I’m a proactive problem solver who works closely with brokers to overcome challenges and ensure deals are approved efficiently. I’m accessible, solution-driven, and genuinely invested in their success beyond the transaction.
Describe your ideal weekend:
My ideal weekend is all about spending quality time with my family and enjoying a road trip – relaxing, recharging and making memories.
