‘Brokers should expect their BDM to be a true partner – not just in the day to day, but the bigger picture too’
In this latest edition of MPA’s popular BDM in the Spotlight series, Jessie Stefanatos (pictured), franchise development manager at Mortgage Choice, discusses how she helps brokers reach their full potential, and why a rethink is needed on clawbacks.
This series aims to cast a light on the best business development managers and state managers in Australia’s mortgage broking industry.
Name: Jessie Stefanatos
Job title: Franchise development manager
Years in the industry: Three
Company: Mortgage Choice
Location: Queensland
What’s your favourite part of the job?
As a franchise development manager (FDM) at Mortgage Choice, my favourite part of the job is building genuine, long-term relationships with my brokers and helping them grow sustainable, successful businesses – whatever that looks like to them.
There’s nothing more rewarding than seeing a broker gain confidence, reach milestones and know you've played a part in their journey. I love being in a role where I can offer both strategic guidance and personal support. No two days are ever the same. It’s fast-paced, people-focused, and incredibly fulfilling.
What’s a goal that you aim to achieve in your role?
One of my goals is to enhance the broker experience through tailored support, elevated business planning, or helping brokers leverage tools and technology that drive efficiency and growth.
I’m always focused on identifying opportunities to add value and help my brokers unlock their full potential.
Long-term, my goal is to be a trusted partner who not only supports individual broker success but also contributes to the overall strength and reputation of the mortgage broking industry.
What sets successful brokers apart?
Successful brokers stand out because they lead with consistency, care and a clear commitment to their clients. They don’t treat interactions with customers as a transaction; they genuinely invest in building trust and long-term relationships.
What also sets them apart is their ability to adapt. The market is constantly evolving, and top-performing brokers stay ahead by being proactive, staying informed and being open to new ways of doing things. They embrace technology, run their business with intention and lean into the support around them.
Ultimately, they back themselves – and that confidence, combined with a strong work ethic, makes a real difference.
What should brokers expect from their state manager or BDM?
Brokers should expect their BDM to be a true partner – not just in the day to day, but the bigger picture too. It’s about understanding that behind every broker is a person juggling clients, deadlines, and commitments.
A great BDM will take the time to really get to know their brokers as individuals – understanding what drives them, what their goals are, and what pressures they might be facing both professionally and personally.
By showing up consistently, offering the right support at the right time, and demonstrating that they’re invested in the broker’s success, BDMs can build genuine trust.
Are there any industry-wide changes that you think would benefit brokers?
An industry wide change that would significantly benefit brokers is reforming clawbacks. Brokers can spend hours supporting a client through the loan process, only to be penalised for reasons that are often completely out of their control.
I'd love to see the industry move towards a model that better reflects the value and work that brokers put in.
What do you provide to brokers that makes you valuable to them?
What I provide to my brokers goes beyond day-to-day support, it’s consistency and genuine care. To keep brokers ahead of the curve, I translate proprietary REA Group data, AI-driven insights, and other industry resources into actionable strategies tailored to their unique business goals. This ensures my brokers can continue to deliver exceptional customer outcomes and thrive in a dynamic market.
I also play a role in championing women in broking through the Mortgage Choice Aspire program and spearhead broker professional development initiatives including credit coaching and new broker webinars and help brokers foster meaningful connections by organising peer to peer sessions.
Describe your ideal weekend:
My ideal weekend involves finding a balance between the chaos of family life, sunshine, good food and spending time with my favourite people. With three kids, a dog and a new house we’re renovating in stages, there’s always something happening.
It starts with coffee, then a walk to get going. From there, it’s a mix of kids’ sport, theatre or work runs, catching up with friends or family over a relaxed lunch and sneaking in a bit of downtime. We also love to travel, so there’s usually a holiday in the pipeline I’m planning (or at least an open Google search and about 17 tabs).
It’s messy, busy and largely on the go, but I wouldn’t have it any other way.
