delegate workbook - the adviser workbook brisbane – 3 october ... estate agent, rt edgar...

@TheAdviserAU

DELEGATE WORKBOOKBRISBANE – 3 OCTOBER Sofitel Brisbane Central

Gold Partners Tech Partner Event Partner

@TheAdviserAU


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Welcome to the New Broker Academy. The Adviser and Principal Partner Heritage Bank are delighted to welcome you to the inaugural New Broker Academy. We’re thrilled to be able to bring you this event, which aims to support brokers in the first two years of business with the tools needed to succeed.

We all know that mortgage broking is the fastest growing sector of financial services in Australia, with lucrative and rewarding career opportunities, but it’s a hard industry to crack; according to the FBAA, around half of new-to-industry brokers fail in the first 18 months. As part of our ongoing support of the mortgage broking industry, we have curated this conference specifically for new mortgage brokers to help you succeed in your broking career and get you through those crucial 18 months. We have brought together the top brokers, education providers and brokerages to reveal the tips, tricks and training necessary to get the most out of your time and energy, and help your business thrive.

Our speakers will also help you understand what to expect from a career in broking, what the first 18 months will entail, how to win and keep clients, and how to unlock the digital marketing secrets allowing you to increase conversions.

Thank you for taking the time to join us at the New Broker Academy and for taking a proactive step in your career progression. I look forward to meeting you all during the course of the day.

Sincerely,

James Mitchell, Managing Editor, The Adviser

WELCOME NOTE

8:15AM - 8:45AM REGISTRATION

8:45AM INTRODUCTION FROM THE CHAIR James Mitchell, Managing Editor, The Adviser

8:50AM WELCOME FROM OUR PRINCIPAL PARTNER

Robin Rose, State Manager - QLD/NT Broker Distribution, Heritage Bank

9:00AM – 10:30AM EFFECTIVE PLANNING: YOUR ESSENTIAL BLUEPRINT FOR THE FIRST 18 MONTHS

This practical session will outline what new brokers can expect to confront in the first two years of their journey and equip them with the fundamentals to steer them on a pathway towards a successful, sustainable and valuable business. This will cover:

The five must-haves for new brokers

Critical challenges and success factors

Goal setting and a process for continued improvement

Managing business growth and development

How to identify “quick wins” through alternative financial products and/or partner alliances

SPEAKER: Stuart Donaldson, Founder, Banyan Co

10:30AM – 10:50AM FRANCHISE VS NON-FRANCHISE?

A common question amongst many new to industry brokers is how to decide what’s best – franchise or non-franchise? In this session, discover some of the pros and cons of each and how to choose a model fit for your business needs.

MODERATOR:


SPEAKERS:

Andrew Stevens, National Franchise Recruitment Manager, Yellow Brick Road

David Stewart, State Manager QLD/NT/SA, Vow

10:50AM – 11:20AM MORNING TEA

11:20AM – 12:05PM BE MY BROKER FOR LIFE

Having used eight brokers and multiple lenders to secure finance for her 10 property purchases, Deena provides some valuable insights from the perspective of a client and her tips on becoming a “broker for life” and keeping your “clients for life” too.

In this session, learn:

Proven strategies to FIND clients

Best practice on how to ENGAGE clients

Why you should be their broker

The secrets to winning referrals and keeping clients loyal

SPEAKER: Deena Janes, Managing Director, Your Client Matters

12:05PM – 12:25PM MARKETING FUNDAMENTALS

The prospect of marketing your business can be overwhelming, particularly when you are operating on a shoestring budget.

In this session, The Adviser presents exclusive broker research that reveals grassroots marketing tips and strategies that actually work in practice.

SPEAKER: James Mitchell, Managing Editor, The Adviser

12:25PM – 1:05PM BROKER PANEL: SURVIVING THE FIRST TWO YEARS

In this candid session, you’ll hear real-world advice from established brokers about what it takes to make it through the first two years of broking, including:

What NOT to do

Where brokers can source leads from

How to overcome a lack of commission in the early days

How to overcome challenges to create more sales opportunities

The importance of sticking with it

MODERATOR:


PANELISTS:

Joshua Vecchio, Mortgage Broker, Hunter Galloway

George Samios, Mortgage Broker, MADD Loans

Melanie Smith, Mortgage Broker, Aussie

Nathaniel Flack, Chief Executive Officer, Fundamental Business Finance

1:05PM - 2:05PM LUNCH

2:05PM – 2:35PM THE SECRET TO WINNING BUSINESS TODAY

Creating success in broking requires drive, discipline and a significant investment of time in prospecting and building your client base from day one.

In this session, understand how to master the fundamentals of selling and learn:

Why it’s about relationships

How to structure your day to get the most out of it

How to balance prospecting with excellent customer service

How to build referral partnerships

SPEAKER: Glen Coutinho, Director/Auctioneer/Licensed Estate Agent, RT Edgar Boroondara

2:35PM – 3:00PM THE ROLE OF MENTORSHIP IN GROWING YOUR CAREER

The mortgage industry requires that all

brokers with less than two years’ relevant finance and mortgage lending experience should work under the supervision of a certified mentor during this time to ensure that consumers receive a quality outcome.

In this mentor-mentee interview, learn firsthand about:

How the relationship came to be

How a mentor works with the broker

The value of mentorship and results seen so far

MODERATOR:


SPEAKERS:

Tracie Palmer, Director, Cornerstone Group

Tonia Harding, Lending Specialist, Loanlink Finance Brokers

Kane Dury, Mortgage Broker, Blue Sky Mortgage & Finance

3:00PM – 3:30PM AFTERNOON TEA

3:30PM – 4:15PM ENERGY IS THE CURRENCY

The mortgage broking and finance industry typically demands long hours and is time-pressured. Burnout is often a key contributor to failure in the early stages of a broker’s career.

In this session, discover how to protect your most precious career asset — your energy!

SPEAKER: Sam Makhoul, Managing Director, MSA National

@TheAdviserAU


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AGENDA


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Welcome to The Adviser New Broker Academy for 2017! Heritage Bank is delighted to be the Principal Partner of the New Broker Academy program and to welcome you to this dynamic and exciting industry. Heritage is Australia’s largest customer-owned bank and boasts a 20-year involvement with the mortgage broker sector.

Our “people first” philosophy extends as much to our mortgage broker partners as it does to our home loan customers. We pride ourselves on providing personal, people-based service to everyone we deal with. We understand that starting out in a new industry is challenging for everyone.

By sponsoring the New Broker Academy, we’re doing our bit to help you quickly become comfortable and proficient in an industry we’re proud to support. Heritage is only too happy to help kick-start your career and to continue working with you as you build your profile in the broker sector. All the best as you tackle this exciting new challenge.

Michael TrencherHead of Broker Distribution, Heritage Bank

www.heritage.com.au

PRINCIPAL PARTNER

@TheAdviserAU

http://www.heritage.com.au

Bluestone was established in early 2000 in Sydney, Australia and steadily expanded from a mortgage origination and securitisation platform to become a multi-national lending and asset management business with offices in the UK, Ireland, Australia and the Philippines.

Since 2000, Bluestone has developed a suite of industry best practice systems and processes supported by extensive management expertise with a strong reputation for high quality asset management and servicing capabilities.

Bluestone currently operates in five countries, with over 260 employees and a total of $6.2 billion of assets under management.

Bluestone Mortgages was recently voted Australia’s No.1 specialist lender by Momentum Intelligence’s Third Party Lending Report: Non-Bank Lenders 2017 Survey.

Fundamental Business Finance’s purpose is to partner with small and medium business owners to provide advice, capital and finance strategies to grow sustainable businesses across Australia. The company has quickly become a trusted brand and leader in the niche SME market, with a national network of business finance specialists.

Our team is equipped and trained with one of the largest lender panels across all areas of finance assisted by customised tools and systems. The Fundamental model is based on building strong and enduring client relationships by providing advice and solutions under the five pillars of our business: commercial and business lending, asset finance, cash flow finance, residential lending, and insurance - protection and risk.

Fundamental is growing rapidly and always on the lookout for motivated and positive brokers to partner under our model, featuring multiple income streams, ownership of trail book and specialised mentoring and support.

www.bluestone.com.au

The Finance Brokers Association of Australia Limited (FBAA) was established in 1992, and today it is “changing the game”. The FBAA not only insists on the highest levels of professionalism, ethics and standards from its members, but has become the industry association of choice by finance broker professionals.

The FBAA philosophically stands to ensure there is always a choice of industry bodies within the sector and that brokers’ rights and futures are preserved and well protected.

www.fbaa.com.au www.fundamentalbusinessfinance.com


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GOLD PARTNERS

@TheAdviserAU

https://www.bluestone.com.au/

https://www.fbaa.com.au/

Pepper Money is an Australian-owned, people-focused lender providing home loans, car loans, equipment finance and personal loans. Whatever your client’s circumstances, we take a uniquely flexible, human approach, assessing each situation individually.

We’ve been awarded Best Specialist Lender four years in a row and Best Self-Employed Lender for two years in a row. At Pepper Money, we’re about discovering new ways to finance ambition. Talk to us today about what you want to achieve.

www.pepper.com.au www.smartline.com.au www.spectrumwealth.com.au


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Smartline was established in 1999 with the goal of building Australia’s best mortgage broking business and putting people, not banks, in control of their loan options. We never set out to create Australia’s biggest or most well-known mortgage broking business. Our goal was to give people the right loan advice and help them get ahead – be it buying a home, paying off their loan sooner or growing their property portfolio.

So we created a franchised business, with smarter software, and recruited the most experienced and knowledgeable advisers from the banking world. Instead of advertising to the masses, we focused our energy and resources on providing remarkable service to every single one of our clients.

As a result, the Smartline business has grown rapidly, and almost exclusively, on referrals and repeat business. We have become one of Australia’s most respected mortgage broking groups amongst Australian property buyers and our industry peers.

Spectrum Wealth Advisers is a financial services provider supporting finance professionals across Australia to diversify their income. We are specialists in providing additional revenue streams to mortgage brokers.

From a single conversation with your clients it is possible to double your income by helping them protect their assets, incomes and families. Your database is a gold mine to you – your existing and new clients are a rich, untapped vein of wealth for you.

For brokers looking to grow their income with minimum effort and maximum effect, Spectrum Wealth Advisers has a proven track record of increasing brokers’ wealth through the very simple and obvious strategy of diversification.

GOLD PARTNERS

@TheAdviserAU

http://www.spectrumwealth.com.au/



www.yourclientmatters.com.au www.vow.com.au www.ybr.com.au

GOLD PARTNERS


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YCM is Australia’s leading marketing specialist for the finance industry. Since 2003, YCM has been helping brokers build profitable and sustainable broking businesses through their diverse marketing program, education and support services.

Having all used mortgage brokers, the YCM team knows exactly what clients want from their broker and how they should be educated and marketed to.

Not only are their programs the best client communication system around for brokers, their program is also an excellent lead generator to qualify and build your database.

Whether you need a new website,direct and digital marketing solutions, or a social media program, you are best to chat to the YCM team first, before burning your money on marketing that doesn’t work.

Vow Financial provides lending professionals with support and guidance to run their business, their way. Its flexible commission models allow business owners to grow sustainably and profitably. Vow provides the most comprehensive lending panel in the industry, ensuring brokers have plenty of ways to maximise their revenue.

Vow is also a leader in broker education, offering a range of ways to learn – from PD Days through to bite-sized workshops with lenders, as well as a cutting-edge online learning hub.

Yellow Brick Road provides lending and wealth services to a broad range of Australians, through an extensive network of branded franchisee branches. With a diversified business focused on both lending and wealth, YBR is uniquely positioned to provide end-to-end financial services for clients, whatever their life stage.

Yellow Brick Road’s highly recognisable brand and expert support services give lending professionals the tools, guidance and products they need to build a successful business of their own.

@TheAdviserAU

http://www.yourclientmatters.com.au/


www.nextgen.net www.mybusiness.com.au

TECH PARTNER EVENT PARTNER


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NextGen.Net is Australia’s leading technology solution provider to the lending industry, focused on delivering quality products and services to a range of banks, non-bank lenders and brokers.

Its objective is to provide smarter solutions for now and what’s next - delivering best-in-class software as a service (SaaS) and leading the market in quality management and processing efficiencies.

My Business is Australia’s pre-eminent digital platform dedicated to equipping ambitious small to medium enterprise business owners with the knowledge and inspiration they need to grow their business.

Recognised as a trusted adviser to SME owners for 24 years, My Business provides innovative business strategies, practical tips and expert advice that Australia’s 2 million SME owners can use in their day-to-day operations.

@TheAdviserAU




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EFFECTIVE PLANNING: YOUR ESSENTIAL BLUEPRINT FOR THE FIRST 18 MONTHS This practical session will outline what new brokers can expect to confront in the first two years of their journey and equip them with the fundamentals to steer you on a pathway toward a successful, sustainable and valuable business. It will cover:

The five must-haves for new brokers Critical challenges and success factors Goal setting and a process for continued improvement Managing your business growth and development How to identify ‘quick wins’ through alternative fnancial products and/or partner alliances

9:00AM – 10:30AM

Stuart Donaldson, founder and owner of Banyan Co, is an experienced banking and finance executive, educator, business coach and financial advocate for owners of small to medium enterprises.

He established the business advisory division of a major bank and was personally responsible for bringing the best available financial management tools to SMEs, including the highly acclaimed Beyond Survival financial

education series. As a facilitator, Stuart has conducted hundreds of seminars, workshops and keynote addresses across Australia, New Zealand, the Pacific region and Singapore.

He has worked alongside scores of business owners, franchise groups, industry associations and professionals and has earned an enviable reputation. This is supported by consistently receiving outstanding feedback scores.

SESSION NOTES: PLEASE ENSURE YOU DOWNLOAD THIS WORKBOOK AS A PDF BEFORE ENTERING NOTES AND SAVE AFTER EACH SESSION

@TheAdviserAU

STUART DONALDSONFounder, Banyan Co

SPEAKER


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FRANCHISE VS NON-FRANCHISE? A common question amongst many new to industry brokers is how to decide what’s best – franchise or non-franchise? In this session, discover some of the pros and cons of each and how to choose a model fit for your business needs.

10:30AM – 10:50AM

@TheAdviserAU


ANDREW STEVENSNational Franchise

Recruitment Manager, Yellow Brick Road

DAVID STEWARTState Manager QLD/NT/

SA, Vow Brokers

SPEAKERS


BE MY BROKER FOR LIFE Having used eight brokers and multiple lenders to secure finance for her 10 property purchases, Deena provides some valuable insights from the perspective of a client, and her tips on becoming a ‘broker for life’ and keeping your ‘clients for life’ too. In this session, learn:

Proven strategies to FIND clients Best practice on how to ENGAGE clients Why you should be their broker The secrets to winning referrals and keeping clients loyal

11:20AM – 12:05PM

Multiple business owner Deena Janes is a regular presenter and key note speaker at aggregation and industry professional development days, sharing her knowledge and marketing strategies with over 1,000 business owners in the finance industry every year.

Her main business of over 12 years, Your Client Matters, delivers marketing services to mortgage and finance brokers, aggregators, financial planners, real estate agents and

accountants, with the sole purpose to educate their clients – home owners, potential home owners and investors – through the Finance Matters marketing program.

Using a combination of print and electronic communication, website and social media strategies, Your Client Matters is considered not only the best but also the most comprehensive marketing specialist in Australia for the finance sector.

@TheAdviserAU

DEENA JANESManaging Director, Your Client Matters

SPEAKER


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MARKETING FUNDAMENTALS The prospect of marketing your business can be overwhelming, particularly when you are operating on a shoestring budget. In this session, The Adviser presents exclusive broker research that reveals grassroots marketing tips and strategies that actually work in practice.

12:05PM – 12:25PM

James Mitchell is the Managing Editor of Mortgages at Momentum Media, where he oversees The Adviser and Mortgage Business titles. James has been a financial services journalist for more than five years, covering mortgages, wealth, real estate and banking.

Much of that time has been spent reporting on the mortgage broking industry. James is also the host of The Adviser’s Elite Broker podcast.

@TheAdviserAU

JAMES MITCHELLManaging Editor, The Adviser

SPEAKER



BROKER PANEL: SURVIVING THE FIRST 2 YEARS In this candid session, you’ll hear real-world advice from established brokers about what it takes to make it through the first two years of broking, including:

What NOT to do Where brokers can source leads from How to overcome a lack of commission in the early days Overcoming challenges to create more sales opportunities The importance of sticking with it

12:25PM – 1:05PM

JOSHUA VECCHIOMortgage Broker, Hunter Galloway

GEORGE SAMIOSMortgage Broker,

MADD Finance

MELANIE SMITHMortgage Broker,

Aussie

NATHANIEL FLACKChief Executive Officer, Fundamental Business

Finance

@TheAdviserAU

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PANELLISTS



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THE SECRET TO WINNING BUSINESS TODAYCreating success in broking requires drive, discipline and a significant investment of time in prospecting and building your client base from day one.

In this session, understand how to master the fundamentals of selling:

• Why it’s about relationships• How to structure your day to get the most out of it• Balancing prospecting with excellent customer service• Building referral partnerships

2:05PM – 2:35PM

Glen Coutinho is one of the most decorated estate agents in Australia, finishing in the Top 10 Agents in the country over the past four years running. With almost 30 years’ experience in real estate, Glen’s customer service skills are widely recognised as being the best in the business.

Before entering real estate, Glen spent many years in finance and money markets, working with

Westpac and Coles Myer. A good estate agent understands markets and will do his best to ensure an owner’s expectations are met when their property goes to market.

This approach has served Glen well during his 30 years in real estate. He has established himself as a major force in the Boroondara area and become widely recognised as one of the leading staff trainers in Australia and New Zealand.

GLEN COUTINHODirector/Auctioneer/Licensed Estate Agent, RT Edgar Boroondara

SPEAKER

@TheAdviserAU


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THE ROLE OF MENTORSHIP IN GROWING YOUR CAREER The mortgage industry requires that all brokers with less than two years’ relevant finance and mortgage lending experience should work under the supervision of a certifed mentor during this time to ensure that consumers receive a quality outcome. In this interview between a mentor and their mentee, learn firsthand about:

How the relationship came to be How a mentor works with the broker The value of mentorship and results seen so far

2:35PM – 3:00PM

TRACIE PALMERDirector,

Cornerstone Group

TONIA HARDINGLending Specialist,

Loanlink Finance Brokers

KANE DURYMortgage Broker, Blue

Sky Mortgage & Finance

@TheAdviserAU

SPEAKERS


ENERGY IS THE CURRENCY The mortgage broking and finance industry typically demands long hours and is time-pressured. Burnout is often a key contributor to failure in the early stages of a broker’s career. In this session, discover how to protect your most preciouscareer asset – your energy!

3:30PM – 4:15PM

Sam Makhoul was born and raised in Beirut, Lebanon. He is a ‘70s child with the progressive mindset of a Gen Y’er. He holds a Master of Laws degree (major in finance law) from the University of NSW, and is a director of MSA National, a law company specialising in mortgage processing.

He has advised and acted for the ‘who’s who’ of financial institutions, both domestic and international, and holds particular insight into the mortgage

process developed and refined throughout his career. He has a strong empathy for the customer experience and is credited with designing some of the most effective strategies in volatile market conditions.

When he is not practicing law, Sam is a keynote speaker and author of A Higher Branch. He is also the Wellness Warrior at MSA National where he continually mentors his leadership team on wellness and peak performance.

SAM MAKHOULManaging Director, MSA National

SPEAKER

@TheAdviserAU

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delegate workbook - the adviser workbook brisbane – 3 october ... estate agent, rt edgar...

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