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Over the last 12 months brokers have faced many challenges: natural disasters, a national housing crisis and buyer caution, just to name a few. This month, we ask...Can you increase volumes in a flat market? If so, how?
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ALISON WHITTLE, Tiffen & Co
Over the past 12 months my loan volume has grown both by number of loans settled and dollar amount. Challenges have come from banks tightening their lending requirements but I have taken this on board and ensured that I work with the banks and consider their new guidelines with all submissions. My conversion rate has remained at 100 per cent and client satisfaction has also remained at 100 per cent.
GERHARD MOSER, Home Loan Guru
Unfortunately no; this market has presented many challenges over the last 12 months. With the current market flat and buyers sitting comfortably on the sideline I have focused my attention on providing a total service offering to existing clients. Moving forward into 2011/2012 I will be extending my product offering and will look to tap into the insurance market.
MICHELLE COLEMAN, Buzz Finance
There is very little activity in the property market and unless vendor expectations meet the needs of current market conditions I see this trend continuing. A lack of first home buyers is also taking its toll. However, I expect this is occurring across the entire market as the government’s first home buyer boost scheme created abnormal levels of demand, and we are now witnessing the market correcting itself.
SAM AYLIFFE, FYI Group
Yes, absolutely so. Since we first opened our doors nearly eight years ago, we have seen exceptional growth each year – even during the GFC. The key to generating business in a flat market is to ensure that you have maintained and managed relationships effectively when the market was strong. We maintain a high level of service at all times for our existing clients. This is core to generating more referral opportunities.
BRAD NOLAN, Eastern Financial Solutions
This has been a challenging year for the industry. However, I am gaining new clients and new business as people are in search of quality financial advice from a recognised industry professional. With the market relatively flat, I will be making the message loud and clear to existing clients: seek advice from a professional finance broker; don’t risk advice from a bank.
