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New South Wales' top broker has said he typically works 19 hours a day to help clients get their loans.
Intelligent Finance managing director Justin Doobov said one reason why he was named Broker of the Year at the NSW leg of the Better Business Awards was that he and his staff worked so hard.
Mr Doobov told The Adviser he works seven days a week and will often start at 3am and finish at 10pm.
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“A lot of people say, ‘why do you do that?’. Well, I’ve done four hours of work before most people get out of bed. Is it sustainable? No, but that’s what’s necessary at the present time, and we will do what it takes to assist the client.”
The Sydney firm recently hired two admin staff to help process a growing loan book and is actively looking for another five, Mr Doobov said.
“I’ve got one of my guys whose role is to find more people. The problem is, we’ve got a pretty strict hiring process. We don’t want bums on seats. We realise from past mistakes that one bad apple wrecks the whole box,” he said.
Intelligent Finance won three other gongs at the Better Business Awards: Best Integrated Offering, Best Independent Office and Best Customer Service.
Mr Doobov said another reason for the firm’s success was that it regularly managed to change lenders’ minds after they had declined loans.
Intelligent Finance often persuaded lenders to switch their focus from rejecting a loan to searching for ways in which the client could get finance. That way, a client who had been rejected for a $1 million loan could apply instead for $900,000, he said.
“We find that a lot of the credit people at a lot of financial institutions see themselves as the credit police and the bouncer at the door trying to stop people from getting in,” he told The Adviser.
“We try and educate the credit officers as much as possible that their role should be not looking at the deal to find what is wrong with it, but what is right with it. It changes the perspective of how they look at the application.”
