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Broker on Broker

Publication Date: Monday, 14 May 2020
This article originally appeared in Australian Broker

This isn’t the first time Natalie Sheehan, head of distribution at Brighten Home Loans, has witnessed major disruption to the economy and the mortgage industry – and it won’t be the last. She shares her advice and insights to help brokers not just survive the pandemic but come out the other side batting to win.

Q: What advice are you providing to your brokers, particularly those who are newer and dealing with a massive economic upheaval for the first time?

A: I must admit, when I went through the GFC I thought: how is this going to change the landscape of finance in the future? Will business be the same? I saw a number of large nonbanks stop funding, others went into shutdown mode, and brokers were really uncertain. That’s what’s happening now, and there’s a really high level of insecurity, and for newer brokers who haven’t been through the GFC or a big economic shift, you can really look to people who have been in the industry a long time for guidance.

My the advice is to be really authentic and give your clients a level of understanding of what you’re doing and how you can help them with their current challenges.

Q: As an MFAA and FBAA accredited mentor under the More than Mentoring program, what is one piece of advice you believe every broker should follow right now?

A: You’ve got a great opportunity to work on your business rather than in your business. Do you have a business plan? A strategy for what type of product you want to be offering post-COVID? Have you ever looked into asset finance, or non-­resident lending, or low-doc loans? Use this time to do additional training and fine-tune your offering. The value you can get from attending a webinar right now is fantastic. They are so efficient; you can access 40-60 minutes of dedicated content without having to drive anywhere, and you can get some great contacts potentially with other brokers and BDMs.

Q: Is it possible to lead-gen at the moment, and if so, how?

A: I definitely think it is. The way brokers traditionally generate leads is through networking events, knocking on doors, asking for referrals from existing customers or referral partners, and through social media. All of that is still available; it’s just accessed differently. Instead of knocking on doors, reach out digitally – I’ve seen some fantastic examples of brokers putting together video updates on what’s happening in the market, and becoming a resource for their clients. Right now there’s so much complexity in lending, and customers need brokers more than ever. Everyone is disconnected and isolated, so picking up the phone and calling someone in your network goes far.

Q: What is the best approach for brokers to build a sustainable business and loan book in this COVID-19 economy?

A: People think it’s impossible to business-plan at the moment, but it’s actually about looking at what your strategy is. The times of writing a three-year business plan are gone; with the rapid changes we’ve experienced over the last two years, regardless of the COVID-19 pandemic, now you really need to have a strategy and the ability to pivot, and that becomes your business plan.

Q: What is your final tip for brokers?

A: Always look at the opportunities – there are a lot out there at the moment. Over 45% of adults in Australia have been affected financially by this pandemic, so people are looking for help. They need someone who can hold their hand, help them with their financial strategy and help them find the opportunity in this market.

客户和合作伙伴对我们的评价

给客户解释清晰、办理速度快、服务态度亲和

Jun,

我的BDM Mikai Ning从我第一次认识她到现在有两年多的时间,非常的专业、超高效,很耐心的聆听和讲解我的每一个问题,即便是在她怀孕期间也专门嘱咐我“不要紧,有问题尽管问,看到一定及时回复”。态度永远超级nice!和她沟通总是让人感到轻松和愉快!我做贷款这么多年,Mikai是我最喜欢的BDM没有之一!我要给她120分的好评

Lulu, 铂腾注册贷款经理人

对Mikai Ning超级好评,她不仅业务娴熟,而且对工作认真负责及时答复无无论是任何时间都会及时回复。节假日有问题咨询也能做到及时回复。对broker超级有耐心和负责,我们非常喜欢和支持Mikai Ning和Brighten!

Fan, 铂腾注册贷款经理人

Brighten的BDM Liwen给我留下了深刻的印象,无论是policy和product方面的扎实度,还是在贷款环节中的任何一个小问题,Liwen总是在第一时间及时给出帮助。Brighten一直给我很好的体验,好的利息和好的BDM和好的credit team,让我总是在第一时间把Brighten产品作为推介给客户的首选

Jinkai, 铂腾注册贷款经理人

Mikai 是一个积极主动,工作能力强,并且拥有良好的交际技能的人。我们和Mikai的合作十分的顺利,希望能和Brighten保持这样良好的合作关系。

Alan, 铂腾注册贷款经理人

我的BDM Leo Liu 在产品方面的介绍为我提供了很大的帮助。 我期待与Brighten和Leo Liu建立更好的合作关系。

Anthony, 铂腾注册贷款经理人

Mikai 是我们的BDM 她很负责任. 能及时的回复我们的问题 如果有policy的update 她也是尽可能的除了email 之外 电话或者message给我们. 确认我们能收到 了解这些变化. 以确认我们能更好的为客人服务. 非常感谢长期以来对我们broker的支持。

Terry, 铂腾注册贷款经理人

非常便捷,利率也比较亲民,铂腾房贷解决了海外客户贷款难题;感谢BDM Mikai 的大力支持。

Yuhui, 铂腾注册贷款经理人

我要表扬并且感谢BDM-刘丽雯Liwen。她一直以来很负责,对每一个我的递交的申请都很负责,并很耐心的帮助每一个客人提出的麻烦的要求。最后都有效的解决了,并且让客人也很满意。她也非常专业,经常能给出有效可靠的建议帮助我们broker。是个很好的BDM。谢谢。

Jakie, 铂腾注册贷款经理人

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