Stovold wins BDM of the Year Award

Winner

Matthew Stovold,

Goldman Sachs JBWere

MatthewStovold has scooped theMoney Management/Tribeca Communications Business Development Manager (BDM) of the Year Award, ahead of runners-up Mark Neil and Robert Holloway.

Stovold, who has been with Goldman Sachs JBWere for over three years, dramatically outperformed his peers, securing the most number of votes and a score of 93 per cent.

Alex Barnett, fromWinchcombe Carson Financial Planning, Castle Hill, one of the many advisers who voted for Stovold says: “Matt is a really switched on guy who has been instrumental in helping not only me in my business, but the rest of the advisers in Winchcombe Carson.”

Stovold has been in the industry since 1994. He started out as a BDM withSealcorpover five years ago, moving to Goldman Sachs JBWere after spending a year at National Funds Management. And he still loves his work.

“I’m in a nice position with a good organisation and I have a fairly autonomous role. I’m out on the road most of the time — I don’t like sitting behind a desk. Nothing really gets done sitting behind a desk.”

Stovold says the highlight of his career to date is his recent promotion to state manager. “It lets me get more involved in running a team,” he says.

His advice to would-be BDMs is to look for a group that can offer insight into the whole financial planning industry — “For me, that was Sealcorp,” he says.

He also urges new recruits to obtain qualifications in financial services so “you can talk turkey with planners”. It also helps to be an excellent presenter.

But his final piece of advice is to enjoy the work.

“If you don’t enjoy it, don’t do it,” he says, “because it will rub off.”

Second place

Mark Neil,ING Life

Perth-based Mark Neil has been awarded second place behind Matthew Stovold.

A BDM for 12 years, the last two withINGin Perth, Neil’s history in the industry began with AC & L in 1992 when he took on the role of BDM of superannuation products and old investment type products. He worked there for over eight years before being recruited by AXA in a practice manager role, responsible for recruiting for the dealer group,Altus. He made the move back to business development because “at the end of the day I enjoyed the BDM side of the world more”.

The best part about the job, he says, is “just meeting people”.

“I like talking about the ING offer — talking about its strengths and weaknesses and not being afraid to be upfront about it. That means you have credibility in the market. I have been around, I know the product and the market and I’ve built on it from there.”

Jonathan Tew, an adviser withTandemin Perth, says he voted for Neil because he under-promises and over-delivers.

“Mark’s probably one of the only BDMs, as frightening as it may sound, who will follow through and actually gets things done. He will sit down and talk to you and if he says he’ll do something, he’ll do it. He’s dependable.”

Neil’s advice to up-and-coming BDMs is: “Do what you say you are going to do, return phone calls. The business changes and yet it doesn’t. There is a need for more technical focus, but it is still a relationship business.”

Third place

Robert Holloway,Merrill Lynch

RobertHolloway has been in the industry since 1987, starting out with FPI before moving on to Dickson’s. He took on his first BDM role 10 years ago when he joined Norwich Union. Stints with Advance Funds Management andHSBCfollowed before he joined Merrill Lynch, where he has been for the past four years.

For Holloway, the best part of the job is “meeting the most interesting people I have ever known, developing relationships with advisers who become good friends”.

Holloway loved the BDM role from the moment he first took it on.

“I think it’s the best job in the world and I wondered how long it would be before the secret got out.”

Bruce Gingell, an adviser fromLFG Servicessays: “Bob is always there for you — if he says he’ll deliver, he’ll deliver and if something is do-able, he’ll do it.”

Highly Commended

Rory MacIntyre, Perpetual

RoryMacIntyre feels like a fraud. Although he has earned himself a ‘highly commended’ in the BDM of the Year Award, MacIntyre says he is not technically a BDM — although he certainly has been in the past.

He started in the role with Perpetual in June 1995, but is now the group’s national account manager and state manager.

MacIntyre worked in Ireland in a variety of roles including foreign exchange, broking and for a company that sold business equipment solutions. He set up and sold his own business in warehousing security records and decided to migrate to Australia in 1995.

Today, he most enjoys fostering relationships with dealer groups and is delighted to have been a part of the Perpetual success story over the last 10 years.

“When I started with the organisation it was a one-product shop. The highlight of my career has been being a part of an organisation that has grown organically over the years to become both successful and a joy to work in.”

Karen Newton, an adviser with Professional Investment Services who voted for MacIntyre, says he has a unique ability to treat all people on the same level.

“He has been in the industry for some time and is extremely knowledgeable,” she says. “But he also has a marvellous sense of humour and is very well-respected.”

Boyd Peters,Equity Trustees

BoydPeters has been a BDM for Equity Trustees for 18 months. It is part of his five-year history as a BDM.

Before moving to Melbourne to take on the role with Equity Trustees, Peters was a BDM with Asgard in Adelaide.

Previously, he had a long and varied career as a mortgage originator and as a mortgage fund operator, and also once worked with the Securities Institute developing courses to help financial planners enhance their sales skills.

The best part about being a BDM, according to Peters, is the industry in which he works.

“We work in an industry with good people who try to help others,” he says. “We are well remunerated, but we work hard.”

Adviser Laura Menschik says: “Being in a time intensive service industry, I appreciate Boyd Peters’ good service, quick response times, and product and market knowledge. This is offered and given without having my time wasted on things I don’t require, which is much appreciated.”

Reon Botha,AXA

ReonBotha has been a BDM with AXA since September 2001.

Prior to taking on the role, Botha worked withZurichfor two years. He emigrated from South Africa where he had his own financial planning practice, so he feels he has a good understanding about what it is like on the other side of the desk.

Botha enjoys the fact that there are so many different aspects to his role and likes seeing the different ways in which advisers operate.

He also enjoys seeing advisers succeed.

“It’s nice to see businesses grow and to feel that perhaps you brought something to the table and it worked for them,” he says.

Max Hasson, from Sagecorp Securities, says: “He is one of the main reasons I continue to deal with AXA. He is always helpful and accessible and he follows through. This business is all about relationships — and I couldn’t be happier.”