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Broker Daily spoke with three Prospa BDMs from different regions in Australia: one servicing South Australia and the Northern Territory, another covering NSW and the ACT, and a third based in Western Australia.
Each recounted unique differences that come with localised broker and borrower trends.
SA and the NT
Australia’s central states come with a smaller market. Jaime Aplin, senior BDM for these regions at Prospa, said that with the smaller size comes a “close knit community” that values trust and reputation.
She said that BDMs in these regions must be highly responsive and engaged with their brokers – often in person.
“BDMs who invest in understanding a broker’s business and proactively offer support provide significant value in South Australia,” said Aplin.
“The relationship is built on personal connection, local expertise, and genuine partnership. Brokers appreciate BDMs who are visible, responsive, and committed to their long-term success – not just the next deal.”
Aplin said residential lending is strong as low unemployment and population growth are strong in South Australia.
Cash flow funding for businesses is also strong, providing opportunities for SME broker. Construction plays a key role in this growth. Brokers are using this opportunity to diversify offerings.
“Industries like hospitality, professional services, building, and trade continue to perform well despite inflation and interest rate pressures. However, the ongoing drought presents challenges, particularly in agriculture and rural lending,” he said.
NSW and the ACT
Looking to the east, NSW and the ACT bring their own unique circumstances. Prospa senior BDM Ben Howell operates in this area.
He noted that strong relationships and a fast pace are key trends that dominate these markets.
Brokers want speed, clarity, and proactive communication from their BDMs. This is especially important in competitive markets like Sydney.
“They value BDMs who offer insight into structuring solutions, navigating credit, and identifying business opportunities. There’s little tolerance for slow responses – agility and responsiveness are essential,” said Howell.
The diversity of NSW means there are plenty of avenues for brokers to thrive. This keeps the potential for diversification strong.
“Brokers are working harder to uncover new opportunities and differentiate themselves in a crowded market. They rely on BDMs for education, insights, and marketing support,” said Howell.
However, economic uncertainty plays its own role in stifling some growth, as high interest rates and cost pressures sting.
WA
Over on the western seaboard, the isolation brings unique opportunities and challenges.
Prospa’s senior BDM from Western Australia, Damien Muir, said his brokers value local representation.
He said the distance from the eastern states means local knowledge and availability are crucial.
“Brokers want BDMs who understand WA’s unique dynamics and can offer real-time support and insights,” said Muir.
“They seek true business development managers – not just product providers, but solution finders who help with business planning and uncovering diversification opportunities.”
There are several opportunities for brokers in Western Australia, driving by a vibrant economy and declining interest rates.
This has created a growth mindset among borrowers. Coupled with diverse industries, there are plenty of avenues for brokers to thrive.
“My local expertise and experience allow me to focus on what matters most to WA brokers – understanding the unique challenges and opportunities across the state and tailoring support accordingly,” said Muir.
“Brokers are increasingly seeking education and support to expand their offerings. Speed and consistency of outcomes are vital to capturing opportunities.”
[Related: Beyond policy: BDMs urged to reclaim their true role]
