Coming in at joint eighth place is ACA Mortgage Solution – ‘a place where service is a way of life’. Canna Cao, senior manager, explains why her business philosophy pays dividends.
What’s the secret to building a successful brokerage?
Excellent service. To provide the best possible service to clients, their referrals, and any business partners. Mortgage industry is a people business. This means that we have learned to prioritize our client relationships by providing exceptional service every single time. Our success is based on providing consistent and excellent service. We also provide regular training every week to keep the consultants’ product and policy up to date.
What are the benefits of an independent brokerage?
Being an independent broker gives me the freedom to give my clients honest advice. We are also fully accountable for our own marketing strategy/team-building/management. This allows me to explore all possibilities and maximize sales results while using the best approach to grow my business. AFG has been a great aggregator and we have received great support year after year. It is an exceptional relationship that we greatly appreciate.
How do you think independent brokerages can continue to thrive in today’s market?
I believe that many consumers would prefer to deal independently with a broker. Our business is built on word-of mouth referrals. This is the most powerful approach to lead generation.
What advice would you give brokers looking to establish an independent brokerage?
Sometimes, people have to leap of faith. Believe in yourself, and you can make it happen. A good mortgage broker requires dedication, sacrifice, and hard work. While financial reward is an added benefit, the real satisfaction comes from helping clients achieve their goals. It is an emotionally rewarding job. Through business transactions, we have made many friends over the years. They come from all walks and backgrounds.
What’s your strategy for generating new business?
Cross-selling has been our main focus in recent years. Our clients receive a variety of financial services, including mortgage lending, financial planning, and property consultation. We have also made substantial investments over the past decade in developing new loan writers as well as creating opportunities for the recruitment of young people. By acquiring leads from all ages, we have increased our business revenue.
What are your plans and goals for the new year?
With five full-time employees working round the clock, we are operating at our maximum capacity. Our main goal is to provide ongoing mentoring programs, foster new entrants and offer opportunities to the younger generation.
Do you have other business ventures than mortgages? How have you integrated this into your business, if so?
We have successfully implemented diversification strategies into our business. Now we offer financial planning services for our clients.
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|Head Office||265 Castlereagh St. Sydney NSW2000|
Top 100 Brokers, MPA 2013, 2012 and 2011,
Elite Business Writer, The Advisor 2013, 2012
Excellence Award, AFG 2012 – 2011
Independent Broker of The Year Finalist, ABA 2012.
Westpac Platinum Broker
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