'A great BDM knows when to say no, but also knows when to fight for a deal'
In the latest edition of MPA’s long-running State Manager in the Spotlight series, Lucan Horne discusses his role at fast-growing bridging finance specialist Bridgit.
Horne has rapidly risen the ranks in just five years in the business. His advice? Find a niche, get good, and build on it.
The series is dedicated to shining a light on the best and brightest business development managers and state managers in Australia’s thriving mortgage finance industry.
- Full name: Lucas Horne
- Job title: State manager (QLD)
- Company: Bridgit
- Number of years in the industry: Five
- Location: Sunshine Coast, QLD
When and how did you join the finance industry?
I joined the finance industry in 2021 with Valiant Finance in Sydney. I started in the top-of-funnel team as a new business advisor. After six months, I was promoted into a broker role.
I moved across to Bridgit in 2022 as a business development representative. From there, I moved into a partnership manager role. Then into a BDM role. And eventually into my current role as state manager.
What does your current role involve?
The key areas I focus on are:
- Upskilling and developing our BDMs
- Activating and engaging accredited brokers
A big part of my role is also:
Leading and motivating the sales team
Holding the team accountable to their activity and performance metrics
Creating an environment where the team can develop, perform and enjoy coming to work
How do you assist brokers to grow their business?
Bridgit is in a unique position because we are genuinely a solution-based lender.
This gives us the opportunity to help brokers not only serve existing clients who may otherwise have limited options, but also expand their referral networks by helping solve problems for their referrers.
We regularly support our brokers in meetings and events with referrers, helping them identify opportunities where our product can solve a genuine problem.
For me, it's about helping brokers become more valuable to their clients and referral partners, rather than simply helping them place another deal.
What do you enjoy most about your role?
I really enjoy building the QLD sales team.
I love seeing new people come into the business, develop their skills and genuinely become part of the team.
One of the most rewarding things for me is seeing people become proud of the team they are part of and the results they are achieving together.
What’s the most important advice you can offer to a new-to-industry broker?
Short-term success often comes from being willing to take on the deals that other people avoid.
Find a niche, get really good at it and become known for solving a particular type of problem. Once you build that reputation, the opportunities tend to follow.
How important is broker feedback in ensuring you provide the best service?
Broker feedback is one of the most important parts of our business. It gives us a direct understanding of what is working, what isn't and where we can improve.
I also see broker feedback as a leading indicator of future success. If brokers are telling us we're making their lives easier and helping them grow, that's a pretty good sign we're heading in the right direction.
What makes a great BDM or state manager?
A great BDM knows when to say no, but also knows when to fight for a deal. They are accessible and willing to help, but being available isn't enough on its own.
Most importantly, a great BDM genuinely adds value to a broker's business.
If you're not helping a broker grow, solve problems or make their life easier, you're a good BDM, not a great one.
For a state manager, I think it goes beyond individual performance. It's about leading from the front, setting the standard and creating a culture where people want to succeed.
A great state manager creates an environment where people hold themselves accountable, support each other and genuinely want to see the team succeed.
Ultimately, my role is to give the team the direction, support and environment they need to perform at their best and then let them own the results.
If there’s one thing you could change about the industry, what would it be?
Honestly, not much. I love the finance, lending and mortgage industry. It's relationship-driven, competitive, fast-paced and, importantly, it's fun.
I've met some great people through the industry and that's probably one of the things I enjoy most about it.
Describe your ideal weekend:
My ideal weekend would involve a few hours at the beach with my partner, probably reading a book and switching off. Maybe heading to a nice restaurant in the afternoon. And if I'm lucky, finishing the day watching my footy team on TV.
