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An award-winning mortgage broker has credited his success to an ability to keep real estate agents happy.
LJ Hooker Home Loans ACT principal Scott Cameron won the mortgage broking category at last week’s Real Estate Business Awards, which was run by The Adviser’s sister title, Real Estate Business.
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The other finalists were star Perth broker Bianca Patterson, fellow Momentum Wealth broker Sarcha Sagisaka and Peter Ellis from Century 21.
Mr Cameron said he had grown his business during the past eight years through carefully building and maintaining referral relationships.
“I’ve always backed myself to look after the client, but the key is convincing the real estate agent and property managers that you can look after them as well, because they’re putting their livelihood in your hands,” he said.
Mr Cameron told The Adviser that he understands the urgency often felt by real estate agents and makes himself available 24 hours a day so he can discuss finance scenarios with them.
He said he also provides the agents with regular feedback so they understand where their clients are in the process and so they don’t prematurely take properties off the market.
Another way he maintains the relationship is to send referrals their way, without expecting a commission in return, he added.
Mr Cameron’s business includes one other broker and three support staff, with a new broker set to start in September to cope with growing volumes, he said.
[Related: LJ Hooker makes Top 25 Brokerages list]
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