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In today’s market, brokers need to be prepared for buyers of all types, and it all comes down to what you can offer that differentiates you from the rest.
If you’re an experienced broker, you know your strengths and you know your clients. But there can always be that little bit more you can offer buyers outside your regular sphere of influence that has the ability to really shape your business and take it to the next level.
In today’s market, activity remains buoyant across all buying categories, so you need to consider if you can take advantage of those conditions through the offerings of your current aggregator:
Investors
Can you offer buyers access to regular reports on what areas are hot and what’s not based on specialist research and enquiry activity? Experienced investors will have already done their homework, but new investors looking to dip their toe into the market can really benefit from that confidence of knowing they have additional information to guide their decision. And with this year’s Federal Budget announcement to tax rule changes around depreciation, brokers can also offer investors valuable access to tax depreciation experts.
First Home Buyers
Being able to educate and empower these buyers starts with not just the loan, but an ability to offer a broader range of products and services that can assist in structuring a financial platform to support their lifestyle goals. Insurances to protect the borrower, their loan and their assets are often overlooked in the rush to secure that very first property, but having those in place from the onset preserves their footing as well as their trust in you. Likewise, being able to utilise an experienced buyers’ agent for that important first property can also be a useful service for a broker to offer new borrowers.
Upgraders
Moving house brings its own challenges and having access to ancillary service providers to make that period of transition seamless for the time-poor borrower can really develop the relationship you have with your client, above and beyond just finalising the loan. When the task of sorting out utility connections, removalists and cleaning arrives, all can be outsourced and managed by external providers through a broker, and your value proposition increases substantially.
Refinancers
When it boils down to it, this is all about securing a better deal for their changing needs, so a broad lending panel that caters to all borrower demographics and funding requirements eliminates the risk of losing the deal to another broker who can offer a better solution through their aggregator.
To join eChoice and secure yourself a free broker information pack, visit: https://www.echoice.com.au/join.
