'I'm passionate about supporting brokers with the resources and strategies they need to achieve the best possible outcomes'
In the latest edition of this long-running series, MPA caught up with Tanja Djukić, who recently joined mortgage aggregator Specialist Finance Group (SFG) as national business development manager. Djukić discusses wat makes a great BDM and the importance of building relationships.
On her new role, “I’m thrilled to be joining SFG at such an exciting time of growth”, said Djukić. “I’m passionate about supporting brokers with the resources and strategies they need to achieve the best possible outcomes for their businesses and clients. Building strong, long-term rewarding relationships will be at the heart of my role.”
This series is dedicated to casting a light on the BDMs and relationship managers that make a true difference to brokers.
Full name: Tanja Djukić
Job title: National business development manager
Company: Specialist Finance Group ( SFG)
Number of years in the industry: 12
Location: Sydney
When and how did you join the finance industry?
I began my career at NAB in 2013 as a teller and gradually progressed through a range of retail roles before moving into Advantedge, as a white label BDM. Over the years, I’ve gained valued experiences across different positions, built strong foundations in customer service, lending and branch leadership.
Throughout my journey, my passion has always revolved around developing and maintaining positive relationships whilst working closely with brokers and business partners.
What does your current role involve?
As a national business development manager with Specialist Finance Group (SFG), my role is heavily relationship focused, from everything to onboarding new brokers and delivering business growth strategies. Additionally, I aim to ensure that each member benefits greatly from our aggregation model.
How do you assist brokers to grow their business?
To me, assisting brokers grow their business revolves around networking and developing strong reciprocative partnerships, providing ongoing support and strategies as well as delivering informative training sessions at an individual broker business level.
What do you enjoy most about your role?
What I most enjoy about my role is the combination of relationship building and strategy implementation. Meeting and collaborating with our members, solving problems creatively and seeing the direct impact of my work are enjoyable aspects of my role. No two days are the same, which keeps it exciting and motivating.
What’s the most important advice you can offer to a new-to-industry broker?
Find the right people to acquire knowledge and strategies from and continue to ask questions. Your initial years are all about learning and applying relevant strategies to assist your prospective clients. Take the time to learn and to build a strong rapport with the mentors around you. Additionally, focus on building relationships not just transactions, as that’s what sustains long term success in this industry.
How important is broker feedback in ensuring you provide the best service?
Broker feedback is critical to the shaping of ideas and information that we possess and share. No two brokerages are the same and the markets are always shifting. We look to feedback to understand what we can be doing to better serve our business partners.
What makes a great BDM or state manager?
For me, it comes down to three things:
- Responsiveness: Being available and reliable when brokers need support. Strong communication and timely follow up.\
- Relationships: Building genuine connections and taking the time to understand each business and what support they need.
- Support: Providing the right tools, guidance, and confidence to help brokers succeed.
If there’s one thing you could change about the industry, what would it be?
It would be ensuring brokers feel fully supported with clear communication and quick responses to help deliver great client outcomes. Particularly for new to industry brokers where the failure rate in the first year is simply too high.
Describe your ideal weekend:
My ideal weekend is all about spending quality time with family and friends, enjoying a mix of relaxation and adventure. I really enjoy the little things in life, whether it’s heading to the beach for a swim, taking a scenic walk, or just soaking up the outdoors. For me, the perfect weekend is about recharging, making memories, and enjoying the balance of downtime and fun.
