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ISCOVER
Staff Reporter
Brokers who do not understand the market and their clients will not succeed in business, Australia’s Broker of the Year has claimed.
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Rate Detective Home Loans director and winner of the 2012 Australian Broker of the Year Award, Warren Dworcan, said brokers looking to excel in the competitive mortgage market need to provide clients with a holistic service offering built around self-education and a genuine understanding of the market.
“As a mortgage broker it is our job to provide a range of loan products that meet the financial goals and needs of a client. But a genuine broker goes further than that,” Mr Dworcan said.
“Successful brokers are those who are proactive in their approach to understanding the market and educate themselves on all of the various products available across all lending institutions – and that’s what’s got me to where I am today.
“Only if you’re up to speed on all of the latest market developments can you provide your clients with a complete service offering.”
In addition to being named Australia’s best mortgage broker at the 2012 Australian Broking Awards, Mr Dworcan, who is a broker with aggregator FAST, took out the Residential Broker of the Year title, which recognises the mortgage industry’s best residential loan writer considering business processes, efficiencies and volumes.
While such success does not occur overnight, Mr Dworcan said brokers who focus on understanding the overarching goals and objectives of each and every client will deliver a better client service, which will in turn drive more business volumes.
“Much like a lawyer or a doctor, my clients enter the office expecting to receive professional and accurate advice,” Mr Dworcan said.
“When I sit down with a new or existing client my first priority is to determine their goals and financial needs. By understanding my client I am able to provide a product that not only meets their needs now, but into the future,” he said.
“This complete approach not only satisfies the client, it creates a stronger connection between us which means they’re more likely to become a long term client, or better yet, a client for life.”
