Paving the way forward

More than 450 guests attended this year’s event, which was hosted by comedian Vince Sorrenti.

Seventeen awards were handed out on the day, with Warren Dworcan of Rate Detective Finance the big winner, taking home both Residential Broker of the Year and Australian Broker of the Year, and pocketing $10,000 from Commonwealth Bank for his efforts.

It was the second consecutive year that Mr Dworcan has taken home the coveted Australian Broker of the Year award, with the judges stating his exceptional customer service skills and forward-thinking approach to business were key to his success.

Over 300 brokers, brokerage groups and aggregators entered this year’s Awards, all hoping to be recognised as Australia’s best.

All entrants were required to answer an online questionnaire as well as provide the judges with key business indicators. Questionnaires were then assessed against specific metrics and business performance parameters to determine a shortlist of finalists.

These shortlisted finalists were then asked to provide a submission with additional business details and information to support their nomination.

Jim Hall, publisher of The Adviser, said all finalists in this year’s competition deserved congratulations, not just for the quality of their submissions but for the industry-leading work each finalist has demonstrated over the last 12 months.

“The quality of this year’s submissions was unbelievably high. Each finalist had really done a great job over the year, making judging particularly hard work. It was such a hard task to separate the finalists in almost all of the categories,” he said.

An independent judging panel made up of respected industry professionals was assembled to assess the submissions. The judges were asked to provide an overall score based on broker business metrics and the broker submission. Several awards also involved face-to-face interviews, which were assessed alongside the submissions and business metrics to provide an overall result.

“The independent judging panel really helps the Awards to gain the industry’s trust and respect. The Australian Broking Awards is certainly the most coveted awards within the Australian broking industry,” said Mr Hall.

Now in its third year, the ABAs continues to grow in popularity and status. In 2013, a record number of nominations show how the industry has embraced the Awards. Winning an Australian Broking Award is now a benchmark for success in the industry.

“It’s important to recognise the top professionals in any industry, but particularly broking. The guys who are up for the awards – not just the winners, but all the finalists – set the benchmark for the modern day broker,” said Mr Hall.

“The finalists are leading by example in terms of volume and the way they run their business – their customer service, their focus on detail and quality, and the way they market their business.”

The 2013 judging panel

Alex Boorman
Research director – Australia and New Zealand, RFi

Douglas Driscoll
CEO, Starr Partners

Josh Frith
Managing director, The Dubs

Bob Hall
CEO, Sandstone Technology

Jim Hall
Publisher, The Adviser

Brian Knight
General manager, Kaplan

Steve Langdon
Manager of video and IPTV products, NBN Co Ltd (National Broadband Network)

Doug Mathlin
Principal, Front Runner Consulting Group

Helen Merrick
General manager - marketing and donor relationships, Camp Quality

Dr Fariborz Moshirian
Professor of finance, director of the Institute of Global Finance, Australian School of Business, University of New South Wales

Peter Needham
Principal, Helpwise

Josh Phegan
Principal, Josh Phegan Training

Julie Ryan
South Island performance manager, Success

Bridget Sakr
Chief commercial officer, Genworth Financial

Nigel Stevenson
Engagement partner, assurance and advisory business services, Ernst & Young

Peter Strong
Executive director, Council of Small Business of Australia

The Adviser thanks the judges for the considerable amount of time they invested into selecting the award winners.

The award winners

AUSTRALIAN BROKER OF THE YEAR

The coveted Australian Broker of the Year award went to Warren Dworcan, his second award for the day.

Mr Dworcan won over the judges with his commitment to his clients and his forward-thinking approach to business. The judges said the relationships he has with his referral partners and existing clients are exceptional, and his settlement figures are a testament to that.

Mr Dworcan praised his entire team for their hard work, saying he couldn’t have done it without them.

“It’s vital to make sure that the people who are working alongside you have the same capabilities but also the same desire and drive to succeed, and that comes from passion,” he said.

BEST DIGITAL PRESENCE

This year’s award for Best Digital Presence went to eChoice.

The judges were impressed with how eChoice highlighted the way in which their digital presence not only empowers its brokers for better lead generation and customer servicing, but supports their ongoing business development.

General manager at eChoice Peter Andronicos said eChoice’s initiative with Domain had generated about 10,000 inquiries in less than two months.

Not resting on their laurels, Mr Andronicos said “Next year we hope to win the New Technology award because the team and the programs we have in development for the next six to 12 months should take eChoice a step above anyone in the industry”.

Award sponsor: RP Data

BEST IT PLATFORM

This year’s award for Best IT Platform went to Australian Finance Group (AFG).

According to the judges, AFG’s IT platform empowers brokers with better customer servicing and business practices. The IT platform demonstrates technological development and innovation based on the evolving needs of brokers, by providing multiple ways of using the system for both the customer and the broker.

AFG NSW state manager Stephen Doyle said they were delighted to win the award as IT is such a huge part of the broking business.

“It’s all about time management, making sure the correct processes are in place and having a good IT system in place to assist brokers to build their business,” he said

Award sponsor: Suncorp Bank

BEST MARKETING

This year’s Best Marketing award went to Australian Finance Group (AFG).

According to the judges, AFG managed to create a marketing plan that is diverse yet structured. The marketing mix leverages multiple marketing channels and helps brokers connect with customers across a myriad of platforms.

AFG NSW state manager Stephen Doyle said marketing was a key focus of AFG’s business. “We have a number of individuals over in our WA office who consistently look at ways to improve the marketing on behalf of our broker channel,” he said.

“We give them tools so they can actually get out and run small businesses, or big businesses, and have those tools implemented into their business to actually increase volume.”

Award sponsor: Citibank

BEST INNOVATOR

This year’s Best Innovator award went to Liberty Financial Services.

According to the judges, Liberty managed to successfully demonstrate how their particular innovation has improved the business across a range of key metrics, including bottom line benefits.

Liberty’s managing director, Brendan O'Donnell, said Liberty spent a year developing the ‘Spark’ iPad app, looking to improve the efficiency of their brokers.

“We really spent a lot of time looking at how they can be more efficient and more productive … it is a very new way of doing business. I’ve got no doubt that others will follow, but it’s certainly been a great success for our advisers,” he said.

Award sponsor: Pepper

BEST ETHICAL/SOCIAL RESPONSIBILITY PROGRAM

This year’s Best Ethical/Social Responsibility Program award went to Mortgage Choice.

The judges said while the battle for Best Ethical/Social Responsibility Program was hard fought, Mortgage Choice highlighted how their specific program has not only affected change but delivered bottom line benefits.

Marie Pitton, head of HR at Mortgage Choice, said they had a real focus on building networks that benefit them internally as well as give something back to the community.

“Two years ago we formed a partnership with Ronald McDonald House Charity, and that really set the foundations of giving to the community and working as a team to help others. Not only does that help us help others, but it also helps us to form a united bond internally,” she said.

Award sponsor: RP Data

BEST TRAINING AND EDUCATION

The award for Best Training and Education went to Connective.

According to the judges, Connective’s various training and education initiatives have helped its broker partners take their businesses to the next level and their commitment to the third party channel is second to none.

Connective director Mark Haron said one of the most important things for an aggregator to do is provide education and training support for brokers, particularly around the compliance space.

In 2013, Connective are celebrating 10 years in the business. “We have loved providing services to brokers over the last decade and we can see us doing it for another decade,” Mr Haron said.

Award sponsor: Nab

BEST DIVERSIFICATION IMPLEMENTATION PROGRAM

The award for Best Diversification Implementation Program went to Zobel Finance.

According to the judges, Zobel’s diversification program is well thought out and shows both flexibility and innovation in its implementation. In addition, the winner demonstrated clarity of purpose and an exceptionally high standard of submission.

“We have diversified our business offering from day one, so to be recognised like this after 14 years in business is brilliant,” Zobel’s Andrew Zobel said.

“Over the years, we have listened to the clients – what they’ve said and what they’ve been asking for – and we’ve been able to cater to those needs.”

Award sponsor: ING DIRECT

BOUTIQUE AGGREGATOR OF THE YEAR

The Boutique Aggregator of the Year award went to Ballast Finance.

According to the judges, Ballast’s commitment to its brokers and drive to quality helped it to stand out amongst its competitors. They were impressed by the aggregator’s overall quality of submission and the way in which it demonstrated its various recruitment and retention strategies.

Ballast CEO Frank Paratore said it was amazing to be recognised for the great things they do.

“It just cements what we are, what we represent within the industry, the fact that we are a boutique and we certainly view competition as very important in the marketplace,” he said.

Award sponsor: CBA

AGGREGATOR OF THE YEAR

The Aggregator of the Year award went to Connective.

According to the judges, Connective takes a forward thinking and innovative approach to business. The judges believe Connective’s ongoing commitment to the broker channel and determination to better the lives and businesses of its members sets the aggregator apart from their competitors.

Connective principal Mark Haron credited the support given to new brokers – in a period of expansion for the aggregator – to the business’ success.

Looking forward, Mr Haron said the next 12 months were about “making it even easier for brokers to make their businesses work and provide great service to the customers”.

“It’s very much what we are about,” Mr Haron said.

Award sponsor: CBA

RESIDENTIAL BROKER OF THE YEAR

The coveted Australian Broker of the Year award went to Warren Dworcan, his second award of the event.

Mr Dworcan won over the judges with his commitment to his clients and his forward-thinking approach to business. The judges said the relationships he has with his referral partners and existing clients are exceptional, and his settlement figures are a testament to that.

Mr Dworcan praised his entire team for their hard work, saying he couldn’t have done it without them.

“It’s vital to make sure that the people who are working alongside you have the same capabilities and the same desire and drive to succeed, and that comes from passion,” he said.

Award sponsor: ING DIRECT

NEWCOMER OF THE YEAR

The award for Newcomer of the Year went to Loan Market’s Josh Bartlett.

The judges said Mr Bartlett had demonstrated a better defined business strategy and customer care program than his competition. Mr Bartlett’s results also show that he is a stronger performer not just by settlement figures, but by conversion rate as well.
Mr Bartlett has been in the industry for just two years and said he loves the different challenges he faces each day.

Eyeing the Australian Broker of the Year award in 2014, Mr Bartlett said, “I need to start setting my goals a little bit higher to see what I can step up to”.

Award sponsor: Nab

FINANCE BROKER OF THE YEAR

This year’s Finance Broker of the Year award went to Intelligence Finance’s Justin Doobov.

The judges said this year’s battle for Finance Broker of the Year was closely fought, admitting it was hard to pick a winner. Mr Doobov was chosen because of his flair for broking, commitment to the client and successful cross-sell practices.

Mr Doobov said the award meant everything to him and gave thanks to his entire team for their support.

My Doobov credited his success to going that extra mile. “It’s all about spending a lot more time up front before putting the application in, so it has the highest chance of getting approved,” he said.

Award sponsor: Pepper

MAJOR BROKERAGE OF THE YEAR NON-FRANCHISE

The Major Brokerage of the Year Non-Franchise award went to Loan Market.

According to the judges, Loan Market presented very well in their interview with the judging panel, bringing in key personnel who successfully explained the company’s business objectives. In addition, they were able to successfully highlight what makes Loan Market unique.

Executive chairman of Loan Market Sam White said the award was an acknowledgment of the hard work of so many people at Loan Market, both in the executive team and the broker force.

“We are really thrilled that it’s an award that recognises what the guys have done and what they’ve worked hard to do,” he said.

Award sponsor: Citibank

MAJOR BROKERAGE OF THE YEAR FRANCHISE

The Major Brokerage of the Year Franchise award went to Mortgage Choice.

This is the third consecutive year in which Mortgage Choice has taken out this award.

According to the judges, Mortgage Choice demonstrated a structured approach to growth, with clear objectives and associated results. In addition, the brokerage continues to engage in best practice and innovation.

Susan Mitchell from Mortgage Choice said that after 21 years, to still be awarded for the core business of what you do is really a treat.

“We are expanding and moving into different things, but to still be recognised for that core business is really wonderful,” she said.

Award sponsor: Suncorp Bank

BEST OFFICE – NON-FRANCHISE

This year’s Best Office (Non-franchise) award went to Tiffen & Co.

According to the judges, Tiffen & Co showed an incredible level of detail in their pursuit to be the best of the best in the mortgage industry. The winner has clearly developed all channels within their business and demonstrated a strong level of professionalism and innovation.

Offices considered for this category had to have between three and 10 brokers/loan writers and could not be part of a franchise group.

This award recognises Tiffen & Co’s business growth over the last 12 months across all product sectors.

Award sponsor: Bankwest

BEST OFFICE – FRANCHISE

This year’s Best Office (Franchise) went to Mortgage Choice Glenelg East.

According to the judges, the Glenelg East franchise proved they are more than a successful office; they are a pillar of their community. Their track record and results are amongst the best in their field, and their ability to give back and support their local community is most commendable.

Mortgage Choice Glenelg East’s Wendy Higgins said she was very excited to accept the award on behalf of the entire office.

“I think we have to be one of the most productive offices in Australia. We just love what we do, we love helping people,” she said.

Award sponsor: Bankwest