In the latest edition of MPA's long-running BDM in the Spotlight series, Karl Lawrence discusses his role at small business lender Prospa, where he manages broker relationships across Victoria and Tasmania.

Lawrence started as a personal banker at an ANZ branch in Prahran in 2014. His advice? Stay curious, look beyond the transaction, and prepare now for a future where AI handles the 'vanilla' deals.

The series is dedicated to shining a light on the best and brightest business development managers (BDMs) and state managers in Australia's thriving mortgage finance industry.

• Full name: Karl Lawrence

• Job title: Business development manager (VIC/TAS)

• Company: Prospa

• Number of years in the industry: 12 (banking, insurance and finance)

• Location: Victoria/Tasmania

When and how did you join the finance industry?

It all began with a conversation with my dad as I was finishing my Bachelor of Commerce. He asked what I wanted to do after university and, honestly, I felt I should make use of the degree I'd just spent several years earning. So, in 2014, I joined ANZ as a personal banker in Prahran.

I particularly enjoyed working directly with customers, solving problems and helping people achieve their goals. That experience sparked my interest in finance and set me on the path to where I am today, working closely with brokers and small to medium-sized enterprises (SMEs) across Victoria and Tasmania.

What does your current role involve?

As a business development manager at Prospa, I manage and grow relationships with some of the largest finance brokers across Victoria and Tasmania. My focus is on strengthening these partnerships, identifying growth opportunities and ensuring every interaction with Prospa delivers an exceptional experience for brokers and their clients.

I also manage relationships with key industry stakeholders, including major aggregators and industry associations, helping to strengthen Prospa's presence and reputation across the market.

Beyond our state-based responsibilities, we actively contribute to national initiatives by sharing best practices, market insights and successful strategies with colleagues across the business. Collaboration is a core part of Prospa's culture, and I enjoy working with teams nationally to drive better outcomes for our partners and the business.

How do you assist brokers to grow their business?

For me, it starts with understanding the broker and their business. I want to know what types of lending they're currently writing, the customers they're working with, their growth objectives and how they're building awareness in the market.

By gaining a clear understanding of their business, I can identify where Prospa can add the most value and help unlock new opportunities. The strongest partnerships are built on collaboration and a shared goal of helping more customers, rather than approaching them with a predetermined agenda.

Beyond generating opportunities, it's about delivering when a broker trusts us with their client. Fast turnaround times, clear communication and flexible funding help brokers achieve great outcomes, strengthen client relationships and grow their businesses. It's that combination of trusted partnerships and practical support that has made Prospa Australia's number-one non-bank lender to small businesses.

What do you enjoy most about your role?

Honestly, what I enjoy most is helping Australian SMEs succeed. Small businesses are the lifeblood of the Australian economy, and being able to play a part in their journey is incredibly rewarding.

I have a personal appreciation for what business owners go through. Growing up in Sri Lanka (formerly Ceylon), I watched my grandfather build and run two very successful businesses. Seeing first-hand the hard work, sacrifice, resilience and determination required to succeed gave me a deep respect for entrepreneurs from an early age.

Most SME owners are experts in their craft and are deeply passionate about what they do. Their focus is rightly on running and growing their business. That's where brokers play such an important role. The best brokers have meaningful conversations with their clients, help them map out a path to success and connect them with the right funding solutions at the right time.

What makes the role even more enjoyable is that the relationship works both ways. My brokers continually share insights, challenges and opportunities from across the market. They help me stay connected to developments across the wider SME and finance landscape, continually expanding my knowledge and making me better at what I do.

To me, it's a genuine win-win: I help brokers achieve great results for their clients while continually learning from some of the industry's best professionals.

What's the most important advice you can offer to a new-to-industry broker?

With anything you do in life, you need to have a strong 'why'. For most brokers, that is why helping their clients achieve their goals and providing them with the best possible service and solutions.

My advice is to always remain curious. Don't just focus on the transaction in front of you. Take the time to dig a little deeper and understand the bigger picture.

Ask questions like:

• What's working well in the business?

• What challenges are they facing?

• What opportunities do they see ahead?

• What are their plans over the next one, three and five years?

• What are their personal and business goals?

• What does success look like for them?

The better you understand your clients, the better equipped you'll be to help them. You'll become not only a trusted adviser but also someone who builds lasting relationships. Some clients may even become lifelong friends.

From a business perspective, don't be afraid to seek advice from experienced brokers and industry leaders. Learn from those who have already built successful businesses. Their insights can fast-track your development and give you a clear understanding of what success looks like and how to achieve it.

At the end of the day, broking is about more than finding finance. It's about understanding people, building trust and helping clients achieve their ambitions. If you can do that consistently, success will follow.

How important is broker feedback in ensuring you provide the best service?

Broker feedback is incredibly important because it provides a real-time view of what's working and where we can improve. Brokers are on the front line with customers every day, so their insights help us refine our processes, improve the customer experience and ensure we're delivering the best possible service.

I see feedback as a gift because it allows us to continuously evolve and strengthen our partnerships.

What makes a great BDM or state manager?

There are plenty of qualities that make a great BDM, but for me, the most important is trust.

Trust is the foundation of every successful relationship. Brokers and partners need to know that when they pick up the phone to discuss a scenario, they'll receive honest, accurate advice and guidance that is in the best interests of their customer. Trust is built through consistency, reliability and doing what you say you're going to do.

If there's one thing you could change about the industry, what would it be?

If there's one thing I'd like to see more of in our industry, it's helping brokers broaden their skills and diversify their offering so they become truly trusted advisers to their clients, not just providers of a single lending solution.

As AI continues to automate and streamline many of the more straightforward 'vanilla' deals, brokers will need to differentiate themselves through expertise, strategic advice and the ability to support clients across a wider range of financial needs. The question we should be asking as an industry is: are we doing enough today to prepare brokers for that future?

The brokers who thrive in the years ahead will be those who can deliver insight, guidance and value beyond the transaction itself.

Describe your ideal weekend:

Honestly, this question sent me down a bit of a rabbit hole. There are plenty of things I'd love to do on an ideal weekend, but when I really think about it, it comes down to spending time with the people who matter most.

Whether it's my wife, my dog, family or friends, those are the moments you remember. You can't put a price on making memories and sharing experiences with the people you care about.

Add some great food, a few laughs and a good single malt, and I'd be a pretty happy man.