'Successful brokers focus on truly understanding their clients' needs and don’t stop at the first hurdle'
In the latest edition of MPA's popular ‘BDM in the Spotlight’ series, Jesse Barling discusses his new role at specialist SME lender Moula.
Barling joined Moula in September, following stints in similar roles at Great Southern Bank and Athena Home Loans. He discusses what brokers should expect of their BDM partners, and gives his thoughts on how the industry can change for the better.
This series is dedicated to shining a light on the best business development managers and relationship managers in Australia’s vibrant mortgage and SME finance space.
- Name: Jesse Barling
- Job title: Business Development Manager
- Years in the industry: 20 (12 as a BDM)
- Company: Moula
- Location: Melbourne, Victoria
What’s your favourite part of the job?
I enjoy working with brokers to find solutions that help their clients move forward. Every situation is different, so there’s always something new to learn. I also really value the relationships that come from meeting such a wide mix of people across the industry.
What’s a goal that you aim to achieve in your role?
My goal is to build strong partnerships with brokers by supporting them in growing their businesses. If I can make their job easier and help them deliver better outcomes for their clients, then I know I’m doing my role well.
What sets successful brokers apart?
Successful brokers focus on truly understanding their clients’ needs and don’t stop at the first hurdle. They’re resourceful, open to collaboration, and able to explore options outside their immediate expertise to get the right outcome.
What should brokers expect from their state manager or BDM?
Brokers should expect someone who’s reliable, honest, and easy to reach. That means being upfront in the tough conversations, following through on commitments, and making sure the answers provided are accurate and practical.
Are there any industry-wide changes that you think would benefit brokers?
More training to assist residential brokers to diversify their expertise and actively support SME clients in securing finance for their businesses. By expanding beyond traditional residential lending, brokers can offer valuable guidance and solutions tailored to the unique needs of small and medium enterprises. This approach not only helps brokers build stronger, more resilient partnerships but also enables them to deliver meaningful outcomes for business clients.
What do you provide to brokers that makes you valuable to them?
Timely and accurate responses. I aim to give brokers quick, clear, and practical support. Even if I can’t solve something directly, I’ll make sure I provide options or information they need to keep moving forward with confidence.
Describe your ideal weekend:
Saturday morning farmers markets, a seafood buffet, drinks by the beach with my partner and dog – followed by a big sleep in and a couple of movies.
