State Winners of BDM of the Year 2005

New South Wales

Pragash Santi Lifeplan Funds Management

Pragash Santi only joined Lifeplan as a BDM in September, but has made a big impression on the advisers he services in that time.

Previously Santi was a financial planner for four years, but decided to combine his technical expertise with prior experience in advertising and marketing to become a BDM. He now focuses on training Commonwealth advisers in different products and business development.

“What I enjoy most is helping the guys out, seeing them reach their targets and helping them with their businesses,” Santi says.

Adviser Trish Jackson of Commonwealth Financial Planning says Santi is the best BDM her practice works with.

“The support we receive from him is great, we don’t have to chase him, on a follow-up basis he instigates all the contacts, and he is easy to talk to and reliable.”

Queensland

Matt Dempster AXA

Matt Dempster is relatively new to the financial planning industry, having been a BDM with AXA for only two years, following a number of years with a small investment bank working in international equities. He says this experience, as well as his extensive academic training, is valuable in helping advisers to understand and explain financial markets.

Although he is based in Melbourne, Dempster travels to Queensland regularly to visit clients.

“I do enjoy the personal side, that’s certainly rewarding,” Dempster says.

Garvan Financial Planning adviser Dave Kendall says Dempster is accessible and friendly.

“The fact that we can call him directly is a big plus, he does get back to us when he says he will, and yes, he works for a big corporate, but he goes the extra yard to do things out of the norm to make the processing a lot easier,” Kendall says.

“And he’ll come down to see us and have a beer with us. That’s the other side of it, he’s just a normal bloke.”

Victoria/Tasmania

David Fearnley

AXA

David Fearnley has spent eight years with AXA, the last five as a BDM predominantly focusing on the independent financial adviser market.

Working with specifically targeted practices, Fearnley believes his relationships with planners are closer than most.

“I enjoy being a practical source of assistance to advisers,” Fearnley says.

“It’s really about getting to know the adviser’s practice rather than just pushing a product to them.”

And it’s not just the advisers who receive assistance from Fearnley.

“It’s also about getting to know the staff and how they operate, and their processes, and finding areas in which AXA can be of assistance.”

Adviser Kelly Cavanagh of RetireInvest believes Fearnley stands out from the crowd.

“He’s really personable, really consistent, and always delivers what he says he is going to do. He has a good understanding of the industry, provides us with valuable information, and is approachable and friendly.”

South Australia

Chris IniferMerrill Lynch

Chris Inifer began his career at the National Australia Bank, spending eight years in various roles such as corporate and business banking, before moving to Merrill Lynch seven years ago as a business analyst. Later he moved into a BDM role, and is now state manager for Victoria, Tasmania and South Australia.

Inifer believes a strong service ethic is an important attribute for a BDM.

“I get a rush out of doing pretty good things for people and helping them out a bit — you have to have that if you’re going to do a decent job as a BDM,” Inifer says.

This year Inifer is also hoping to complete his masters in financial planning to add to his undergraduate degree in economics and finance.

Count adviser Brendan O’Donnell says Inifer has a high standard of technical knowledge and is able to communicate this effectively.

“He actually knows what he is talking about,” O’Donnell says.

Western Australia

Peter Webster

ING

Peter Webster worked in equities, as an award-winning paraplanner, as a financial adviser and as a technical adviser before becoming a BDM. He has been with ING for two years and now focuses on providing services to boutique and independent advisers.

He enjoys the client contact and assisting advisers with their businesses, particularly taking a more flexible approach.

“You have to respect that everyone is different. Some product providers are really one-size-fits-all, but I like being able to tailor what we have to suit their needs and their clients’ needs,” Webster says.

Matrix Planning Solutions adviser Russ Fletcher says his practice, which focuses on risk and corporate superannuation, is different from many others, and that Webster understands his particular needs.

“He has a bit of empathy towards my situation. A lot of guys wheel and deal, but Peter takes into consideration what I do and focuses on what is good for my business,” Fletcher says.