BDMs should challenge each business to achieve their goals
BDM in the Spotlight and State Manager in the Spotlight is a regular series, giving brokers insight into the lives of some of the country’s leading relationship managers.
MPA spoke to Waran Chandiran (pictured above) La Trobe Financial’s NSW-based business development manager about how he supports brokers, what sets successful brokers apart and what brokers should expect from a BDM and lender relationship.
Before becoming a BDM, Chandiran who was a finalist in the 2023 Australian Mortgage Awards’ Mortgage Choice Best Non-Bank BDM award, worked part-time at Big Fresh Franklins, studied engineering, accountancy and business and played semi pro-basketball.
Name: Waran Chandiran.
Title: State manager – client partnerships NSW and ACT
Time in industry: 26 years
Company: La Trobe Financial
Location: Sydney, NSW
Give a brief description of your role and how you support brokers?
I view my role as an individual who is provided support by the organisation to add value to business partners to develop, grow and learn new skills.
Outline a goal you achieved this year?
Lots of goals were achieved but the most important goal was personal. Becoming a coach of a U10 basketball team (kids who didn’t know each other, and some haven’t played before). Many couldn’t bounce a ball or follow instructions. Training, developing, educating and providing them with the self-belief led to them becoming a championship team in the first season. It was special because we had to fight against all odds to win a championship.
What’s your favourite part of the job?
Learning something new every day. La Trobe Financial is an amazing non-bank financial institution which allows everyone within the organisation to learn, grow.
What sets successful brokers apart?
Willingness to work together in achieving a common goal.
What should brokers be demanding from a BDM and lender relationship?
Support, trust, value, and education.
Are there any industry-wide changes that you think would benefit brokers?
No clawback.
What do you provide to brokers that makes you valuable to them?
Value and challenge! I identify where La Trobe Financial can add value and help their business grow but at the same time, we challenge each business to achieve goals.
Describe your ideal weekend.
It would include PS5, a basketball ring, warm weather, music, hanging out with my boys aged four and eight, going to the gym and a good drink makes a great weekend.
BDM in the Spotlight features a range of relationship managers and BDMs within the mortgage and finance industry. Among those recently featured: Pepper Monday’s Harry Stewart, Dynamoney’s Victoria Graves, Aquamore’s Richard Planca, Resimac’s Stefanie O’Connell, Bendigo and Adelaide Bank’s Julie Saliba, AFG’s Scott Chandler, Suncorp Bank’s Zach Metaxotos, AMP Bank’s Laura Downer, RedZed business development manager Joel Reid, Aquamore’s Brett Winzer, Commonwealth Bank relationship manager third party banking Jessica Matthews and Suncorp Bank business development manager, small business and commercial Ash Fernando
What sort of attributes do you think a good BDM should have? Share your thoughts below
