‘A great BDM delivers strong communication, consistency, transparency and responsiveness’
In the latest edition of MPA’s popular ‘BDM in the Spotlight’ series, Josie Piscopo discusses her role in one of Australia’s premier non-bank lenders.
Piscopo is passionate about increasing awareness and education around non-conforming lending, while supporting new-to-market brokers in this specialist segment of the mortgage finance space.
Full name: Josie Piscopo
Job title: Business development manager
Company: Bluestone Home Loans
Number of years in the industry: 17
Location: Melbourne, Victoria
When and how did you join the finance industry?
I was originally studying a science degree at university when I decided to apply for a part time teller role. I quickly discovered how much I enjoyed working in banking, and by my third year, I had transitioned to full-time work in finance while continuing my studies part time.
What does your current role involve?
My role centres on managing and growing relationships with brokers. Many brokers are not as familiar with the non-conforming space, I place a strong emphasis on education and support – helping them understand our niche offerings and how we can structure tailored lending solutions to meet the unique needs of their clients.
How do you assist brokers to grow their business?
I assist brokers in growing their business by providing them with the tools, knowledge and support they need to succeed in the non-conforming space. This includes regular training sessions, one-onone guidance on structuring complex deals, and sharing insights on how to position alternative lending solutions with their clients. By helping brokers expand their market, they’re able to serve more customers and ultimately grow their business.
What do you enjoy most about your role?
What I enjoy most is supporting new brokers as they lodge their first non-conforming applications. Guiding them through the process and then seeing their reaction when we deliver a quick turnaround and a smooth experience is incredibly rewarding.
What’s the most important advice you can offer to a new-to-industry broker?
My biggest advice to a new-to-industry broker is to invest time in building strong relationships and never be afraid to ask questions. The more you learn about different lending options, especially in the non-conforming space, the more confident you'll become in finding solutions for your clients. Lean on your BDMs and support networks; we’re here to guide and help you grow.
How important is broker feedback in ensuring you provide the best service?
Broker feedback is vital, it helps understand what is working well and where we can improve. By listening closely to brokers, we can refine our processes, tailor our support, and ultimately deliver a service that truly meets their needs and those of their clients.
What makes a great BDM or state manager?
A great BDM delivers strong communication, consistency, transparency and responsiveness. These qualities build trust as well as lasting relationships with brokers.
If there’s one thing you could change about the industry, what would it be?
If I could change one thing in the industry, it would be increasing awareness and education around non-conforming lending. Too often, clients who don’t fit the traditional mould are overlooked, when there are great solutions available. Better education would empower brokers to help more people achieve their goals.
Describe your ideal weekend:
My ideal weekend starts with a rare sleep-in, followed by breakfast with my family. I'd spend the day trolling through a local market, then enjoy dinner at a new restaurant with friends, and finish off the evening unwinding with a good book before bed.
