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Jessica Darnbrough
Despite a slowing residential property market, one brokerage has bucked the trend, achieving a record month in May.
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Tiffen & Co & The Mortgage Detective settled more than $48 million in home loans last month, underlining the opportunities that exist for brokers regardless of market cycles.
Director Alison Whittle told The Adviser that while May was always a strong month for mortgage sales, the excellent result was thanks to the company’s ongoing communication with its existing client database.
“We just had our big movie night for the year, where we take 600 of our best clients and referral partners out for a night at the movies,” Ms Whittle said.
“We don’t use the movie night as a way to push company propaganda on our business partners. Rather, we think it is important to do something that shows them how much we appreciate what they do for our business.”
Ms Whittle said it is important brokers stay in touch with their clients on a regular basis.
“We have various touch points throughout the year. The more regularly you interact with your client database, the more likely you are to generate repeat or referred business opportunities,” she said.
However, Ms Whittle said the company’s record result can also be attributed to the company’s new mentor program.
“We have recently started using sales mentors, which has had a really positive impact on everybody at the company. It has given our sales team a lot more confidence.”
“In addition, the Canberra market is still quite buoyant.”
According to RP Data, Canberra’s property market is still strong in comparison to the other capitals.
Residential prices in Australia’s capital city rose 0.7 per cent, to a median value of $490,000 in the year to May.
