'I love the challenge of finding solutions and being able to support brokers through complex deals'
In the last entry to MPA’s long-running BDM in the Spotlight series, Stefanie O’Connell (pictured) gives an insight into what it’s like being a business development manager at Resimac.
As a non-bank lender with an emphasis on alt-doc lending, brokers have unique demands of Resimac’s BDMs. For O’Connell, this is what keeps the job exciting.
Read more: Alt-doc lending: Empowering a new wave of borrowers
This series aims to shine a light on the best and brightest business development managers and state managers in the mortgage broking world.
When and how did you join the finance industry?
I studied a bachelor of business, majoring in finance and management at UTS. During my first year, I discovered my interest in finance through a mix of subjects and knew it was the path I wanted to follow. I’ve always enjoyed working with people and solving problems, so finance felt like the right fit.
My first finance role was at NAB’s call centre, booking appointments for financial planners. It was challenging building trust over the phone with people who weren’t expecting a call, but I loved the fast pace and the relationship building. I then moved into a NAB branch, became a home lender for three years, and eventually transitioned into the BDM world.
What does your current role involve?
I work closely with brokers from initial scenario discussions right through to settlement. My role involves answering questions, helping structure deals, and guiding brokers through alternative lending solutions for clients who may not meet standard criteria.
It’s also about being a trusted partner, someone they can call for advice or to workshop a deal. I aim to make things easier for them by being accessible, knowledgeable and supportive throughout every step of the process.
How do you assist brokers to grow their business?
I help brokers explore solutions outside traditional lending, using specialist products or alt-doc options that might suit clients who don’t tick every box. This helps them say ‘yes’ more often and build trust with their own customers.
I also keep them up to date with policy and pricing, and encourage regular check-ins around their goals so I can support their growth in practical ways. Whether it’s workshopping deals or offering a second opinion, I aim to be a genuine business partner.
What do you enjoy most about your role?
The variety is what keeps it exciting, no two days or scenarios are ever the same. I love the challenge of finding solutions and being able to support brokers through complex deals.
Read more: Specialised knowledge is an invaluable asset for brokers
But the most rewarding part is seeing brokers grow, especially those new to the industry. Helping someone with their first deal and watching their confidence build over time is something I genuinely enjoy.
What’s the most important advice you can offer to a new-to-industry broker?
Don’t be afraid to ask questions. The policies and processes can be overwhelming at first, so always reach out to your BDM before lodging a deal, they're there to help you avoid unnecessary issues.
Also, get out there and network. Attend events, meet other brokers, and build your support system. You’ll learn a lot from those around you and feel more connected within the industry.
How important is broker feedback in ensuring you provide the best service?
Broker feedback is essential. It helps me understand what’s working, where I can improve, and how I can better support each broker’s individual needs.
I genuinely care about doing my job well, and feedback is how I measure my success. It keeps me learning, adapting, and staying aligned with what brokers really need.
What makes a great BDM or state manager?
A great BDM is approachable, responsive, and solutions driven. It’s not just about doing the deal, it’s about being honest, reliable, and offering alternatives when something can’t be done.
Building strong relationships is key. When brokers trust you and feel supported, it makes a huge difference to how confidently they can operate and grow their business.
If there’s one thing you could change about the industry, what would it be?
I’d love to see all brokers treated equally, regardless of volume. Whether you're submitting one deal or ten, you deserve the same level of support and service.
Everyone starts somewhere, and with the right backing, small writers can grow into top performers. A level playing field would only make the industry stronger and more inclusive.
Describe your ideal weekend:
My ideal weekend is spending time with my husband and two daughters. We love getting outside for walks, scooter rides or a visit to the park.
I also enjoy catching up with friends and family or heading to a theme park. And when we’re home, a movie afternoon on the couch with the girls is the perfect way to relax. Especially on a rainy day.
