'Watching brokers and their businesses grow is incredibly rewarding'
Full name: Sarah Bowater
Job title: State manager QLD
Company: SFG
Number of years in the industry: 16
Location: Queensland
In the latest entry to this popular series, Sarah Bowater, state manager for Queensland at mortgage aggregator SFG, discusses her role in driving SFG’s success in the Sunshine State.
Bowater believes in the importance of strategy, empathy and exceptional client experience.
This series is dedicated to highlighting the great contributions of BDMs and relationship managers to Australia’s vibrant broking industry.
When and how did you join the finance industry?
I joined the finance industry when I was just 18, starting out with QBE on a traineeship in payroll. That was 16 years ago, and it gave me my first insight into the mechanics of finance and the importance of precision and process.
What does your current role involve?
As state manager, I’m responsible for driving SFG’s success through a strategy focused on brand awareness and relationship management. My role is about ensuring SFG isn’t just considered as an aggregator but is recognised as the number one choice. That means promoting and solidifying our brand locally, identifying strong, scalable businesses within the broker community, and holding key relationships with industry partners and lenders.
How do you assist brokers to grow their business?
Strategy is everything. I make it a priority to understand each broker’s business, who they are as people, and what truly drives them. Once I know their key motivators, as well as their weaknesses, I can help them build a clear plan for growth that is both sustainable and scalable.
What do you enjoy most about your role?
I genuinely love seeing people succeed. Watching brokers and their businesses grow is incredibly rewarding. On top of that, I enjoy helping to strengthen the SFG brand in Queensland, meeting new people, and even having those awkward-but-rewarding conversations that push things forward.
What’s the most important advice you can offer to a new-to-industry broker?
Take your time. Don’t rush into owning your own business right away. Work alongside experienced brokers to learn compliance, lender policies, and how to deliver an exceptional client experience. And, just as importantly, always think about your exit strategy and long-term pathway.
How important is broker feedback in ensuring you provide the best service?
It’s absolutely critical. Broker feedback is one of the most important tools I have in making sure the support and advice I give are truly valuable.
What makes a great BDM or state manager?
A great BDM or state manager is the company’s local brand ambassador. They combine empathy to understand each broker’s unique challenges with the ability to craft winning strategies for market penetration. They provide the structure and clarity brokers need to grow effectively.
If there’s one thing you could change about the industry, what would it be?
We have such an incredible industry, but if I could change one thing, it would be the duplication of processes. A single, standardised form for all lender accreditations would save everyone – from brokers to lenders to aggregators – a huge amount of time.
Describe your ideal weekend:
For me, the perfect weekend is spent outdoors. Whether I’m out riding my bike or just enjoying nature, I like being active. Add in time with my partner and our three dogs, and that’s ideal.
