In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze get into what it really means to be a top player in the broking industry — and why that status is earned through consistent behaviour, not just settlement volumes.
Ruan's take is straightforward: the brokers that BDMs drop everything for are the ones who make their job easy. Well-structured deals, thorough notes, clear communication — every time. When a credit manager consistently loves your submissions, word gets around. That reputation becomes currency, and it opens doors that cold calls never will. He also makes the point that top player status isn't limited to lenders. The same principle applies to real estate agents, financial planners, aggregators, and any referral relationship in your world — show up professionally, keep people informed, and always ask what you could have done better.
Marissa shares a personal story that sets the tone beautifully — she entered the industry nine months pregnant and had to quickly prove to lender BDMs that she was serious, capable, and worth their time and attention. The lesson she took from that experience: respect their time, show genuine gratitude, demonstrate a commitment to growth, and treat every interaction as an opportunity to build something long-term. Especially in your early days, strong BDM relationships are one of the fastest paths to confidence and capability.
The challenge: look at your current lender and aggregator relationships honestly — where are you a top player, and where have you been taking those relationships for granted?
Ready to level up your relationships? Explore the Broker Journal at successandbroker.com.au/the-broker-journal
Thank You To Our Hosts: Ruan Burger and Marissa Schulze
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More From Ruan and his company, Success and Broker:
