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Jessica Darnbrough
New recruits need to be more than mortgage brokers, FYI Group’s Sam Ayliffe has claimed.
Speaking at a recent ING DIRECT roundtable in Sydney, Mr Ayliffe said new brokers need to be trained to diversify from the beginning of their career.
“When you hire a new recruit, it is the perfect opportunity to mould them into the ideal broker,” he said.
“You have to mould the new recruits in such a way that they see every opportunity associated with every customer from the very word go.
“While many borrowers will come to a broker in the first instant seeking a mortgage, this is not the only financial service they will require over their entire financial life.”
By educating new recruits on diversification from the very beginning, cross-selling additional services will not be such a big deal but rather form part of the overall broker proposition moving forward.
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