‘I truly am passionate about the mortgage brokers I work with because they know exactly how difficult it is to run and operate a business’
In this latest entry to MPA’s long-running ‘BDM in the Spotlight’ series, Jayden Delaney discusses his role with non-bank lender Aquamore Finance.
Delaney discusses how coming from a real estate background has influenced how he works as a business development manager. He believes in the power in picking up the phone and making your name known in an increasingly competitive industry.
This series is dedicated to shining a light on the best and brightest BDMs and relationship managers in Australia’s thriving mortgage finance scene.
- Full name: Jayden Delaney
- Job title: Business development manager (BDM)
- Company: Aquamore Finance
- Number of years in the industry: Two
- Location: Sydney, New South Wales
When and how did you join the finance industry?
Well, I started my career in real estate, certainly helps when you’re looking at properties all over Australia! Though I understood selling houses, I had no idea how they were bought. I knew after that thought, I needed to build real financial literacy and moved into finance to learn the other side of the coin (mind the pun).
What does your current role involve?
I help mortgage brokers beyond rate-driven products into delivering real tailored solutions for their SME clients. In another way, I do business-strategy planning with brokers. Understanding client’s long-term goal is imperative to providing a short-term solution.
How do you assist brokers to grow their business?
Residential home loans are great to build a trail book, nice consistent income. But how do you grow the business? A lump-sum brokerage fee assists in the day-to-day operations of running a brokerage, and no clawbacks. We are a lender with terms up to 36-months, so with a long-term client you also can assist in the refinance or help execute on their exit strategy and next purchase. A ‘client-for-life’ mantra.
What do you enjoy most about your role?
The ability to help SMEs get back on track. I truly am passionate about the mortgage brokers I work with because they know exactly how difficult it is to run and operate a business. They are in turn able to provide comfort to business owners but also clarity on the overall vision on the end goal. Sometimes you can’t control the wind, but you can adjust your sails.
What’s the most important advice you can offer to a new-to-industry broker?
How do you stand out from the crowd? Specialise. The best and biggest writers in the commercial space build relationships and referrals to accountants, financial planners, or even other brokers.
This might be the real estate coming out in me; but get out there and door knock in your local industrial park, go speak to that shop owner, that mechanic, the local honey man. Any business is your business when you build the credibility and trust through a genuine conversation, so when they do need finance, you’ll be the one they call.
How important is broker feedback in ensuring you provide the best service?
Brokers expect the same dedication and commitment from BDMs that they give to their clients. It involves those past-five calls and submissions, truly caring more than just a number on a screen. If we don’t always seek an experience, feedback or reflection – how are we expected to become better people than who we were yesterday?
What makes a great BDM or state manager?
I’m going to say a simple one; picking up the phone. If you can’t, calling back within the same day is important. When time is of the essence, brokers want certainty.
Being confident in your ability to deliver on a deadline allows you to know your appetite and cut a scenario short if it doesn’t fit within policy.
If there’s one thing you could change about the industry, what would it be?
The conversations I have with some brokers, some aren’t interested in writing commercial loans. Residential consumer loans have a predictable process, sometimes private lending requires understanding of character and available solutions, and maybe a chat to a client’s accountant.
Millions of SMEs are paying interest on their ATO debt that used to be a deductable before July 2025. There is a need for business lending parallel to consumer products in today’s lending landscape.
