‘The most rewarding part is seeing broker businesses grow and knowing I’ve played a meaningful role in that journey’
In the latest edition of MPA’s long-running BDM in the Spotlight series, Jim Mills tells us what it’s like being a business development manager – residential at leading non-bank lender Liberty.
Mills dedicates his time to building long-lasting professional relationships with brokers, deriving fulfilment from seeing clients achieve their goals.
This series is dedicated to shining a light on the best and brightest BDMs and relationship managers in Australia’s thriving mortgage finance industry.
- Name: Jim Mills
- Job title: Business development manager – residential
- Years in the industry: 10
- Company: Liberty
- Location: Victoria
When and how did you join the finance industry?
I joined the finance industry in 2015 after completing my studies and starting at Liberty. At the time, I was fortunate enough to receive three job offers across finance, logistics, and recruitment. My strongest interest was in finance, and combined with the culture and people at Liberty, it made the decision an easy one. From day one, I’ve loved the problem-solving and opportunity to make a real impact, and I haven’t looked back since!
What does your current role involve?
As a BDM at Liberty, I partner closely with brokers to build genuine, long-term relationships and support them with flexible lending solutions. By working together on deal structuring, credit support, and education, I help brokers grow their business and reinforce Liberty as a trusted partner.
How do you assist brokers to grow their business?
By being a genuine partner, not just a lender representative. I help brokers say ‘yes’ to more clients and expand their target market by providing access to, and education on, a range of tailored solutions.
Read more: Liberty’s diversification strategy is on the Moula
What do you enjoy most about your role?
The most rewarding part is seeing broker businesses grow and knowing I’ve played a meaningful role in that journey. It’s incredibly fulfilling to deliver positive outcomes that help people reach their goals.
What’s the most important advice you can offer to a new-to-industry broker?
Focus on relationships before transactions. While technology and AI are becoming increasingly prominent in our industry, genuine human relationships remain irreplaceable. Build strong relationships with customers, referral partners, and lender partners early to help you solidify your business and set you up for long-term success.
How important is broker feedback in ensuring you provide the best service?
It’s absolutely critical. Broker feedback helps us understand what is working on the ground, where we can improve, and how we can better support brokers as their businesses diversify and evolve.
What makes a great BDM or state manager?
Someone who operates with authenticity, consistency, and a genuine focus on partnership. A great BDM or state manager maintains clear and open communication, takes accountability, and empowers others to deliver solutions that add real value – whether it be brokers or internal teams.
If there’s one thing you could change about the industry, what would it be?
I’d like to see a shift away from purely price-driven competition. While rates are important, long-term outcomes are shaped by service, flexibility, and the ability to support a wide range of client needs. A stronger focus on collaboration and education would ultimately lead to better outcomes for both brokers and borrowers.
Describe your ideal weekend:
My ideal weekend involves packing up the car and heading over to Phillip Island to spend quality time with my family – it’s one of the best spots in Australia! Throw in a sneaky round of golf, and the perfect weekend is set.
