‘Private credit is no longer a niche, it’s an essential part of the lending landscape’
In the latest entry to MPA’s popular Relationship in the Manager series, Sanja Crngorac discusses her role at private lender Aquamore Finance. Crnogorac outlines her strong thoughts of what makes for a great relationship manager, and offers advice to new-to-industry brokers.
This series is dedicated to shining a light on the best and brightest business development managers and relationship managers in Australia’s thriving mortgage finance industry.
Full name: Sanja Crngorac
Job title: Relationship Manager VIC
Company: Aquamore Finance
Number of years in the industry: 20
Location: Melbourne, VIC
When and how did you join the finance industry?
I joined the finance industry in 2005, starting my career with a major bank. What began as an entry level role quickly grew into a genuine passion for lending, client outcomes and relationships.
What does your current role involve?
Pretty much what it sounds like. I spend my days working with commercial brokers, helping them work through credit intricacies to achieve lending solutions for their clients. It’s a mix of problem solving, conversations and keeping deals moving in the right direction.
How do you assist brokers to grow their business?
I focus on being a genuine partner to my brokers by providing deal-structuring support to give them more ways to say “yes” to their clients. At the heart of it, it’s about building strong relationships and being a reliable point of connection they can trust.
What do you enjoy most about your role?
I love the ability to deliver genuine outcomes for clients who are stuck or under time pressure. Helping a broker save a deal, a client secure a property, clear an ATO debt that’s been weighing on them, or keep a project moving is incredibly rewarding. Being part of those real-life outcomes is what keeps me passionate about my role and the industry.
What’s the most important advice you can offer to a new-to-industry broker?
Identify what makes you different and focus on the solution. Understand credit, your lenders and get to the heart of your client’s real position. The market has trained customers to chase headline rates, so part of your job is shifting that mindset toward what actually works for them.
Private credit is no longer a niche, it’s an essential part of the lending landscape. The brokers who succeed are the ones who understand how to position private lending as a strategic solution, not as a “last resort”.
Lastly, be comfortable with being uncomfortable. Be willing to have the tough conversations and remember, you’re not meant to figure it out all alone. Lean on your BDMs, your aggregator and your support network.
How important is broker feedback in ensuring you provide the best service?
Hearing from brokers is very important. It gives me a real sense of what’s happening on the front line and helps us continually refine our processes and offering to be more effective. Most importantly, it builds trust with the people we work with.
What makes a great BDM or state manager?
For me, the grit, drive, determination and showing up when it matters is what sets a great BDM/State Manager apart. At its core, this industry is all about people, so being adaptable and able to guide others through challenges is what makes the real difference.
If there’s one thing you could change about the industry, what would it be?
I’d like to see a continued shift toward higher standards across the industry. Occasionally, we still see operators across both broking and lending whose approach doesn’t align with the standards and trust the industry is working hard to build and maintain. Strengthening professionalism, transparency and accountability would ultimately improve the entire industry and strengthen the credibility we all rely on.
Describe your ideal weekend:
An ideal weekend for me is one that slows life down a little. A walk with my dog somewhere quiet, good food, meaningful conversations and time with people who make me laugh and forget that tomorrow is Monday.
