BDM in the Spotlight: Sarin Yedelian, MA Money

In this edition of MPA’s long-running BDM in the Spotlight series, MA Money business development manager Sarin Yedelian discusses the virtues of being responsive and reliable, and her love of the lightbulb moment.

This series is dedicated to shining a light on the best and brightest BDMs and relationship managers in Australia’s vibrant, diverse mortgage finance industry.

• Full name: Sarin Yedelian

• Job title: Business development manager

• Company: MA Money

• Number of years in the industry: Eight

• Location: Sydney, NSW

When and how did you join the finance industry?

I joined the finance industry in 2018 as a junior in broker support, with honestly very little idea of what the industry was about or where it could take me. I kind of fell into it while I was still at university, and it didn’t take long for me to realise how many opportunities there were.

Working in broker support early on really sparked my interest in getting closer to brokers and understanding their world. That’s what pushed me to aim higher and explore what else I could achieve in the industry.

What does your current role involve?

In my current role at MA Money, I’m a business development manager, where I work closely with brokers to support their growth and help drive strong sales outcomes. A big part of my role is building and maintaining relationships, identifying opportunities, and providing strategic guidance to help brokers achieve their goals.

I also play a role in onboarding new members of the sales team, supporting them as they settle in and build confidence in their roles. Alongside this, I’m involved in a range of projects across the business, so the role remains dynamic and no two days are ever the same. 

How do you assist brokers to grow their business?

A big part of it is just being available and approachable. I try to think outside the box, offer practical support, and share what I’ve learned along the way.

I always tell brokers they can pick up the phone and “pick my brain” anytime. Being open, transparent, and willing to talk things through makes a huge difference.

What do you enjoy most about your role?

Definitely the people. I’m really lucky to meet and work with such a diverse mix of individuals, teams, and communities. Whether it’s colleagues in the office or brokers I speak to every day, I’m constantly learning something new – sometimes about work, sometimes just about life.

I also love those “lightbulb” moments, when something clicks for someone and you know you’ve helped. It’s incredibly rewarding and reminds me there’s always more to learn and experience.

What’s the most important advice you can offer to a new-to-industry broker?

Don’t be afraid to ask questions – seriously, no question is a silly one. I’d much rather someone call me 10 times a day and get it right than sit back, worry about being a bother, and end up having a poor experience.

I support new brokers through education, pre-lodgement guidance, and ongoing mentoring. It’s all about building confidence, improving submission quality, and setting them up for long-term success.

How important is broker feedback in ensuring you provide the best service?

It’s incredibly important. Feedback helps me make sure I’m delivering the level of service brokers actually need – not just what I think they need.

I focus on being clear, accountable, and proactive in my communication. Brokers really value quick responses, practical insights, and having complex credit or operational requirements explained in a simple way.

Even when the outcome isn’t favourable, I make sure brokers understand the “why” behind the decision and feel respected throughout the process.

For example, I once had to give a quick “no” on a deal that sat outside our credit appetite. Instead of leaving it there, I walked the broker through the reasons, explored alternative options, and even recommended another lender (a competitor) that I knew could help. That approach kept the trust strong and still helped the broker find a solution for their client.

What makes a great BDM or state manager?

It sounds simple, but it really comes down to being responsive and reliable – picking up the phone, listening properly, and communicating clearly.

On top of that, it’s about being transparent, building trust, and consistently showing up in a way that reflects the values of your business.

If there’s one thing you could change about the industry, what would it be?

I’d love to see more young women entering the industry. There’s so much opportunity here, and it would be great to see more diversity coming through the next generation.

Read more: Fixing the broking gender imbalance requires genuine leadership

Describe your ideal weekend:

Something nice and simple – baking sweets and spending quality time with the people I love.