State Manager in the Spotlight: Jason Lucas, Assetline Capital

Satisfaction in being part of projects from start to finish

State Manager in the Spotlight: Jason Lucas, Assetline Capital

State Manager in the Spotlight and BDM in the Spotlight is a regular series, giving brokers insight into the lives of some of the country’s leading relationship managers.

MPA caught up with Jason Lucas, Queensland state manager for non-bank lender Assetline Capital, part of the AltX Group. Lucas helped open Assetline Capital’s Brisbane office last year.

Lucas made the move across to the financial services industry in 2017 after working in the wine sector where he built distribution networks for some of Australia’s most iconic wine brands.

At Assetline Capital, he works with brokers to help their clients find suitable funding solutions for business and investment portfolio growth.

Lucas is passionate about providing exceptional service and about taking part in industry training to foster further growth in the commercial real estate (CRE) sector. “I see myself as a deal-maker and strategy consultant within our extensive network of commercial brokers.”

Full name:  Jason Lucas
Job title: Assetline state manager Queensland
Number of years in the industry: 7 years
Location: Brisbane

What did you do before entering the industry?

Prior to joining the finance industry, I built distribution networks in the fast-moving consumer goods (FMCG) sector across Australia and the APAC region. My responsibilities included managing product development, deployment, and team management. This was specifically focused on the wine sector having both worked for some of Australia’s most iconic brand and established new-to-market vineyards in the Hunter Valley and Barossa Regions.

Please give a brief description of your role and how you support brokers

In my current role, I work with brokers to accommodate client situations and identify suitable funding options for both business and investment portfolio growth.

This involves crafting short-term, long-term, or construction funding solutions. I aim to create exceptional service as my point of difference, we often meet clients alongside their broker to establish strong relationships.

I also take part in regular training sessions at various aggregation and industry events to foster further growth in the commercial real estate (CRE) sector. I see myself as a deal-maker and strategy consultant within our extensive network of commercial brokers.

A goal that you aim to achieve in your role this year?

I hope to achieve 100% customer satisfaction from both our borrowers and brokers.

What’s your favourite part of the job?

I relish the uniqueness of each day and each client's situation. Delivering opportunities that help our clients achieve their growth and goal attainment is incredibly satisfying. That said, there is nothing I love more than putting on the boots, getting onto a building site and talking shop with our brokers and borrowers. It is incredibly satisfying to be a part of a development project from acquisition through to completion. It’s Monopoly for adults!

What sets successful brokers apart?

Successful brokers distinguish themselves by asking the right questions, gathering the right information, and presenting it sufficiently for quick decision-making. Those who succeed in this industry have the drive to expand their network, continue to develop their knowledge of products in the market and continue to broaden their business offerings.

What should brokers expect from their state manager or BDM?

Brokers can expect a swift yes or no from us, drawing upon our extensive experience of over $3 billion in loans written. We use this knowledge base to provide fast, flexible outcomes for clients.

Are there any industry-wide changes that you think would benefit brokers?

I’m expecting to see significant growth in technology within lending overall to benefit brokers. This will range across their process flow improving lead generation, lender decisioning and simplifying the overall application process. While we will see more use of technology tools, the personal touch of face-to-face interaction remains invaluable and will continue to drive the broker channel forward.

What do you provide to brokers that makes you valuable to them?

Assetline Capital offers invaluable experience, resources, and collateral to brokers. Our team boasts high expertise across credit, valuations, property research, construction, and sales support. Our open-door policy essentially serves as a robust back office for commercial debt, provided at no cost to our broker network.

Additionally, we offer comprehensive training and resources, streamlining processes for both new and established brokers and no clawback on fees. We are firm believers that if you do the work, you should be paid. A simply yet controversial statement in this market.

Describe your ideal weekend:

A perfect weekend for me starts with a cup of tea, English breakfast of course, followed by a quick nine-hole round of golf then off to a café for breakfast with the family. Ideally, weather permitting, I’ll head either to the beach or a park with the kids for a picnic and later finish the day off with a barbecue at home with friends and family, wrapping up with a good read in the evening. I’m currently enjoying The Fund by Ray Dalio if anyone wants to find out more about a Wall Street legend.

BDM in the Spotlight and State Manager in the Spotlight features a range of relationship managers and BDMs within the mortgage and finance industry.