“Ultimately, it’s the people and the wins I love the most”
In the latest edition of MPA’s popular ‘BDM in the Spotlight’ series, Shareen Azam discusses what it’s like being a business development manager at Liberty, one of Australia’s premier non-bank lenders.
Azam became hooked on the finance industry from an early age and retains a passion for building long-lasting relationships with brokers. Solving tricky scenarios is never gets old for Azam.
This series is dedicated to shining a light on the best and brightest BDMs and relationship mangers across the mortgage finance scene.
- Name: Shareen Azam
- Job title: Business development manager – residential
- Years in the industry: Over 25 years
- Company: Liberty
- Location: Brisbane, Queensland
When and how did you join the finance industry?
Fresh out of the USA with a Bachelor of Science and zero interest in sitting still, a recruiter placed me at NAB in the leasing team, supporting an assistant manager. That was it, I was hooked. The pace, the people, and the problem-solving all clicked, and I’ve been in finance ever since.
What does your current role involve?
My role is to build and maintain strong relationships with brokers, support them with deal structuring, and ensure they have the right tools and knowledge to deliver the best outcomes for clients. It’s a mix of problem solving, educating, advocating, and being a trusted link between the broker and lender.
How do you assist brokers to grow their business?
I keep it real and focus on being accessible, proactive, and solutions driven. Whether it’s helping structure complex deals, identifying niche opportunities, or providing training on lender policies, I aim to add real value beyond just pricing. I also work closely with brokers to understand their business and goals, so I can tailor my support to help them confidently grow their business.
What do you enjoy most about your role?
I enjoy building genuine, long-term relationships with brokers and finding solutions for challenging scenarios that require a free-thinking approach. Being able to turn a tricky situation into a positive outcome is also incredibly rewarding. Ultimately, it’s the people and the wins I love the most.
Read more: Liberty prices $2bn RMBS in record deal
What’s the most important advice you can offer to a new-to-industry broker?
Focus on learning the fundamentals and don’t be afraid to ask questions. Build strong relationships early with BDMs, credit teams, and peers, as these connections will be important as you grow and navigate more complex scenarios.
Also, consistency is key and success doesn’t happen overnight. If you’re committed, ethical, and client-focused, you’ll set yourself up to build a strong and lasting business.
How important is broker feedback in ensuring you provide the best service?
Broker feedback is crucial. It provides real-time insight into what’s working well and how we can refine our processes, improve turnaround times, and enhance the overall experience. Open and honest communication allows us to continuously evolve and better support our broker network.
What makes a great BDM or state manager?
A great BDM is reliable, knowledgeable, and genuinely invested in their brokers’ success. It’s not just about being available, it’s also about consistency and adding value to every interaction. Strong communication, commercial acumen, and the ability to think outside the box are all essential.
If there’s one thing you could change about the industry, what would it be?
I’d love to see less friction for brokers across the industry – particularly clearer expectations and strong communication throughout the process. When brokers have confidence in how things will unfold, it leads to smoother experiences and better outcomes for clients.
Describe your ideal weekend:
Properly switching off! My ideal weekend involves lounging and recharging, or enjoying good food and wine with loved ones by the river or beach.
