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Dean Naylor from Mortgage Choice Springwood sat down with host Kate Aubrey for The Adviser’s New Broker podcast to chat about his relatively fresh foray into the broking sphere.
After stepping into broking only seven months ago, Dean Naylor shares how he got into the industry, what he enjoys about broking, how he maintains relationships with clients, and his top tips for others wanting to break into the industry.
How long have you been broking and are you still under a mentorship?
This would be month number seven and I’m not under any particular mentorship programme but, I do work really closely with Michelle Hendrix. I was her credit analyst for a year and a half before I got promoted to my current role.
How did you get into broking?
I was working in a restaurant and a few guys who used to come in for Friday drinks were asset finance brokers, gave that a try within six months, 80 per cent of the workforce there had all moved onto other things for one reason or another.
I also put my hand up and left, but as I was leaving, I met Antony Muir who offered me a job on the spot. I actually met him in the same restaurant. I picked up every finance job I’ve ever had through serving drinks.
Why do you enjoy broking?
There’s something tangible to it. You’re able to see what you’ve achieved at the end of it.
I had a short-lived stint in financial planning for about 12 weeks when I was still studying at university and when I realised it wasn’t for me, I had to go and find another aspect of finance that I was good at.
I’m quite extroverted, so having the ability to talk to people regularly in a brokering role is also very good.
What sort of loans are you writing?
Because I’m new, I’m just focusing on getting residential loans right. Usually with things like business finance, I’ll get an inquiry but I just pass that on to my principal, Antony Muir, mainly because he’s a lot more across it than I am at the moment.
Predominately, I’m getting a lot of refinances now due to the stock shortages everywhere in South-East Queensland.
Are you facing any struggles being new to the role? Do you feel supported by your network?
In terms of being supported by my network, absolutely.
If I was going to say anything about struggles and problems that I have, it’s likely self-inflicted. I’m very hands-on, very energetic, so trying to be patient with things like mortgages takes some time.
They can take anywhere between one to six months depending on the level of inquiry and it takes a lot of getting used to having to wait for things to progress.
How are you finding managing relationships with clients?
There are definitely enough clients to go with under the umbrella of the franchise to start with, but that’s not to say we’re not doing more to pick up new business.
I’m doing everything at the moment from early mornings, after hours, house visits, and weekend appointments. I’ve got my calendar available for bookings Monday through to Friday from 7:00 am to 7:00 pm if anyone wants to book in, I’m doing a lot to try and increase my client base.
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