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ISCOVER
Award-winning Home Loan Connexion is the latest brokerage to partner with Mortgage Advice Bureau Australia. The Brisbane-based firm is now trading as MAB Connexion and to celebrate Mother’s Day, we caught up with managing director Tracy Kearey and her daughter Taylor Kelly to discuss family business.
How long have you been working together?
Taylor: I started working with Mum part-time after university. Like many new graduates, I didn’t know what career I wanted to pursue so I took a gap year. It was during that time that I started working in Mum’s business. Seeing the success she has created for herself and her clients was inspiring.
Tracy: There was never any pressure on Taylor to become a broker like me. She earned a double degree in psychology and criminology, so I was sure her path would be very different! But working together has been a blessing and she is becoming an exceptional finance professional. She must take after her Mum.
Why did you decide to partner with Mortgage Advice Bureau?
Tracy: I’m excited about the opportunity of partnering with a global firm that has the technology in place to assist us with our referral partners, allowing them to track the process of a client’s financial journey.
The database management and integration into our current software for loan processing will significantly improve client service levels.
The support from MAB has been fantastic and it’s a great cultural fit for our business. Our partnership with MAB gives us the opportunity to provide a steady flow of leads to our brokers. In the long term, it means MAB Connexion will be a more valuable asset due to the client management, data management and referral management agreements now in place.
Taylor: The support and technology from MAB are second to none. It will ensure my clients and referrers are kept up-to-date. The MABRefer platform is a game changer in our industry and will offer a streamlined process for our customers.
Let’s talk about succession planning. Will Taylor take over the business at some point?
Tracy: Taylor and I have discussed the succession plan for the business, and we are currently working on her transitioning and working closely with me and my referral partners and clients.
When it comes to managing lead flow, does Taylor hunt new business or service existing relationships?
Taylor: I work on servicing the firm’s referral partnerships while also assisting Mum (Tracy) with any overflow.
Tracy (Mum): Taylor has developed her own client database and referral partners. She also works on the Metricon project. As part of our succession planning, Taylor is also being introduced to and working with my referral partners and clients, which encompasses our overall strategic plan for the business.
What are your growth plans for the next financial year?
Taylor: My plan is to build my own referral sources so that I have a consistent flow of leads, along with the ability to refer my clients to people I trust and want to work with. Growing my network will be a major plan for FY22.
Tracy: Working with key referral partnerships and our current brokers on their business plans and lead flow. Providing strong and consistent lead flow is essential. I also want to increase productivity and improve the customer journey by utilising MAB technology to streamline the process for our loan processors, lenders and customers.
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