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A Melbourne rising star has set bullish growth targets based around close client contact and high referral rates.
Monica van Riet, principal of Mortgage Choice South Melbourne, said referrals provide 75 per cent of her new business.
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Ms van Riet told The Adviser she expects to set a personal record with $6.5 million of loans in February after averaging $3 million per month during 2013.
The two-person franchise also includes an admin assistant but is looking to expand to three staff with the addition of a loan writer.
Ms van Riet said she wants the franchise to write $5-7 million per month by mid-2014 and $7-10 million within 18 months.
Having become a broker in December 2010, she won the Rising Star award at the Melbourne leg of the Better Business Awards last week.
Ms van Riet said a large part of her success was due to her keeping close to clients during the pre-purchase phase.
“I keep following up with them, not to the point of stalking, but letting them know that I’m always here to help,” she said.
“My pipeline has been building up and building up. My pre-approvals have been converting and they’ve been telling their friends.”
Ms van Riet told The Adviser she also stayed closed to her clients after settlement through a systemised process involving things like phone calls, emails, birthday cards and newsletters.
About one quarter of each day is devoted to follow-up communication, she said.
