'I want to help brokers think beyond the traditional lending box'
MPA recently caught up with Cassandra Vella, assistant state manager, client partnerships at La Trobe Financial, as part of the long-running ‘BDM in the Spotlight’ series. Vella discussed the creative ways in which she helps brokers close deals, plus the importance of being a trusted go-to source of knowledge.
Name: Cassandra Vella
Job title: Assistant state manager – client partnerships NSW
Years in the industry: 10
Company: La Trobe Financial
Location: Sydney, NSW
What’s your favourite part of the job?
I love working with brokers to get complex deals over the line. Not every client fits into the standard lending box, and that’s where the real challenge and reward comes in. I love diving into the details, finding creative solutions, and making the seemingly impossible happen. At the end of the day, knowing we’ve helped a client achieve their goals when others might’ve walked away is what makes this role truly fulfilling.
What’s a goal that you aim to achieve in your role?
My goal this year is to empower brokers with the tools, knowledge, and confidence to take deals out of the ‘too hard’ basket and turn them into real opportunities.
I want to help brokers think beyond the traditional lending box by showing them what’s possible across areas like commercial lending, SMSF, and development finance. By breaking down complex scenarios and providing tailored support, I aim to help them diversify their business, unlock new revenue streams, and ultimately build stronger, more resilient client relationships. My role is about being a trusted partner by making the complex feel simple and showing that with the right support, no deal is too hard.
What sets successful brokers apart?
What sets successful brokers apart is their ability to combine deep industry knowledge with a solutions-focused mindset. They don’t just process loans – they act as strategic advisors who understand their clients’ goals and know how to navigate complex scenarios. They’re proactive, resilient, and unafraid to explore non-traditional lending options when needed. Above all, they build strong relationships by being dependable, transparent, and always putting the client’s best interest at the centre of everything they do.
What should brokers expect from their state manager or BDM?
Mortgage brokers should expect their lender BDM or state manager to be responsive, knowledgeable, and proactive partners who support their business growth. This includes providing clear guidance on products and policies, assisting with complex scenarios and escalations, offering training and marketing support, and acting as a reliable conduit for feedback and issue resolution. Ultimately, a strong BDM or state manager should function as a trusted advisor who helps brokers navigate lender processes efficiently and build lasting client relationships.
Are there any industry-wide changes that you think would benefit brokers?
Improved integration between CRM systems, lender platforms, and aggregators would reduce double-handling and allow brokers to focus more on advice and client service.
What do you provide to brokers that makes you valuable to them?
As an assistant state manager at La Trobe Financial, I provide value by being flexible, proactive, and deeply attuned to the individual needs of each broker. I understand that no two broker businesses are the same, so I tailor my support to suit their unique processes, client base, and growth goals. This may involve hosting tailored training sessions for broker support staff – including offshore teams – to ensure consistency and competence across all touchpoints.
I regularly educate brokers on how to structure and package deals for smooth assessments, reducing friction and delays. I also step into the field, meeting with brokers and their referral partners to help them build stronger business pipelines. My goal is to be a trusted, go-to resource who simplifies the lender relationship and adds real, measurable value to their business.
Describe your ideal weekend:
My ideal weekend is all about slowing down. I love spending quality time with my partner, whether it's exploring a new local spot, cooking something delicious together, or just relaxing with a good movie. I try to carve out time for pottery too – it’s my creative escape and a great way to unwind with a bit of messy fun. Weekends are my chance to recharge, reconnect, and enjoy the simple things that make life feel full.
