'A good BDM is not just a product expert but a business partner'
Name: Nicholas Van Den Heuvel
Job title: Business development manager
Years in the industry: Nine
Company: ORDE Financial
Location: New South Wales
In this latest entry to MPA’s long-running BDM in the Spotlight series, Nicholas Van Den Heuvel at ORDE Financial gives his thoughts on what sets successful brokers apart, and how AI has the potential to deliver faster turnaround times.
This series is dedicated to shining a light on the best BDMs and relationship managers in the mortgage broking scene.
What’s your favourite part of the job?
My favourite part of the job is building genuine relationships with brokers and helping them grow their businesses. I love being a strategic partner, whether it's navigating complex scenarios, planning on targeting a new market segment through referral partners or celebrating their wins.
What’s a goal that you aim to achieve in your role?
One of my key goals is to consistently deliver value through education, support, and tailored solutions. I aim to be a trusted advisor who brokers can rely on not just for product knowledge, but for business insights and growth strategies.
What sets successful brokers apart?
Successful brokers are proactive, adaptable, and client focused. They stay ahead of industry trends, invest in their own development, and build strong referral networks. They are constantly investing into their relationships with clients, referral partners and lenders. Most importantly, they genuinely care about delivering the best outcomes for their clients.
What should brokers expect from their state manager or BDM?
Brokers should expect transparency, responsiveness, and strategic support. A good BDM is not just a product expert but a business partner. They are someone who understands the broker’s goals and helps them navigate challenges with confidence.
Are there any industry-wide changes that you think would benefit brokers?
Definitely making digital processes smoother would be a huge win for brokers. With AI starting to play a bigger role in the industry, I think we’ll see a lot of improvements in how things get done. Less paperwork and faster turnaround times mean brokers can spend more time doing what they do best: building strong relationships and growing their businesses.
What do you provide to brokers that makes you valuable to them?
I provide tailored support, market insights, and access to tools and resources that help brokers stay competitive. With more than nine years lending experience specifically in the non-bank space I am happy to provide training, scenario assistance and strategic planning with the aim to be a reliable and knowledgeable resource.
Describe your ideal weekend:
Any time spent with my wife and two children is ideal! Preferably some time at the beach with them, cooking a good meal for my extended family and a run and coffee with close friends early one morning.
