'What really lit the fire for me was seeing the real impact we could make in people's lives'
In the latest instalment of MPA’s popular BDM in the Spotlight series, Pepper Money’s superstar senior business development manager Tony Wakim (pictured) discusses working his way up from being a broker’s assistant to working at one of Australia’s largest non-bank lenders.
Wakim is all about being hands-on and delivering that human touch to the broking industry.
This series shines a light on the best and brightest BDMs and state managers in Australia’s vibrant mortgage market.
When and how did you join the finance industry?
My journey into the mortgage world kicked off while I was still at uni, working as a broker’s assistant. That early hands-on experience gave me a front-row seat to how the industry ticks – and I was hooked. I loved the idea of helping people through one of life’s biggest decisions.
After graduating, I jumped straight into a mobile broker role with Aussie Home Loans. It was the perfect launchpad – putting theory into practice, learning the ropes of customer service, loan structuring, and financial analysis. What really lit the fire for me was seeing the real impact we could make in people’s lives. That early start shaped how I work today: people-first, solutions-focused, and always up for a challenge.
What does your current role involve?
As a senior BDM in mortgages, I’m all about being in the trenches with my brokers. I’m not just a name on an email – I’m in the mix, helping them navigate files, solve tricky scenarios, and celebrate the wins. I see my role as bringing the Pepper Money brand to life – keeping it real, staying approachable and responsive; and being genuinely helpful.
On top of that, I’m always thinking big picture – rolling out strategies to boost broker engagement and make the most of what Pepper Money has to offer. Whether it’s through training, process tweaks, or spotting growth opportunities, I’m here to make life easier and business better for our broker partners.
How do you assist brokers to grow their business?
I see myself as more than just a BDM – I’m a business partner, a sounding board, and sometimes even a cheerleader. I take the time to really understand how each broker operates, what makes their business tick, and where they want to go. From there, it’s all about finding ways to help them grow – whether that’s expanding into new products like SMSF, CRE, or PL, or just streamlining how they work with Pepper Money.
Our brand statement of being really helpful is both a promise and a day-to-day mindset. It’s a way of working that reflects our values. I’m always asking myself, “Was that really helpful?” or “Can we do this better?” I’m big on collaboration and always looking for ways to add value beyond the deal. If I can help a broker unlock new revenue streams and build a more scalable business, that’s a win in my book.
What do you enjoy most about your role?
No two days are the same – and I love that. The travel keeps things fresh, and I get to meet amazing brokers who are doing incredible things in their local markets. I thrive on being the go-to person they can count on, especially when the pressure’s on.
Industry events are a blast too – great energy, great people, and a chance to showcase what Pepper brings to the table. But the real buzz? It’s seeing a broker take a leap with us – maybe trying non-bank lending for the first time – and watching their confidence and business grow. That’s the stuff that fires me up.
What’s the most important advice you can offer to a new-to-industry broker?
Back yourself. Seriously – say yes to the tough stuff, ask all the questions, and don’t be afraid to lean on your support crew. This industry moves fast, and no one expects you to know everything from day one.
What sets you apart is your experience. Be curious, be bold, and remember: you’ve got a whole network behind you. The brokers who stay open, authentic, and hungry to learn are the ones who go the distance.
How important is broker feedback in ensuring you provide the best service?
It’s everything. Feedback is how I level up – plain and simple. I want to know what’s working, what’s not, and where we can do better. I see my brokers as partners, and that means listening, adapting, and pushing for change when it’s needed. Some of the best improvements we’ve made at Pepper Money have come straight from the conversations and insights we discover from talking with our brokers direct. Whether it’s a process tweak or a policy shift, I’m always keen to hear what’s on their mind. The more open the dialogue, the better the outcomes – for everyone.
What makes a great BDM or state manager?
It starts with showing up – being reliable, responsive, and genuinely invested in your brokers’ success. But it’s also about backing yourself and your team, especially when things get tricky. The best BDMs I know are curious, adaptable, and always learning.
And let’s not forget the human side – being your genuine self, staying real goes a long way. Brokers want to work with people they trust and enjoy dealing with. So, bring your personality, own your role, and be someone they know has their back.
If there’s one thing you could change about the industry, what would it be?
I’d love to see more focus on wellbeing – mental and physical. This industry can be a grind, and it’s easy to put your own health on the backburner. I’ve been there. We talk a lot about performance, but not enough about the resilience it takes to keep going. Creating space for rest, encouraging honest conversations, and supporting each other as people – not just professionals – would make a huge difference. When we look after ourselves, we’re better for our clients, our teams, and the industry as a whole.
Describe your ideal weekend:
My perfect weekend? It’s all about switching off and soaking up time with my wife and daughter, Bella. Whether we’re out at the park, kicking a ball around, or just hanging in the backyard, those moments are gold. I also love catching up with mates over a BBQ or a cheeky meal – nothing too fancy, just good vibes and great company. It’s my time to recharge, reflect, and reconnect with what matters most. That balance keeps me grounded and ready to hit the ground running come Monday.
