Becoming more efficient, productive and customer-centric is the key to success in a tightening credit environment. Total figures may have dropped this year, but the Top 100 tell MPA editor Otiena Ellwand that they’re still optimistic about the future
While value and volume have become ‘bad words’ in the broking industry of late, they still count for something. There are a lot of insights to gain just by tallying the figures and analysing the data, which is one of the many reasons we have continued with the Top 100 listing. The numbers tell us things that words can’t always do.
Not only is it an important way of recognising and learning from the accomplishments of some of the most productive and efficient brokers in the market, but it also gives us a better understanding of how the industry’s top participants are handling the latest onslaught of challenges. And if the top are feeling the pinch, then imagine how those at the bottom are doing.
This year’s figures have dropped across the board, which proves what brokers have been telling us: as lending gets tighter, their jobs get tougher. They’re putting in more hours and more money per file to get the deal across the line. At the same time, the increased compliance demands have forced them to become more streamlined, consistent and thorough, which will produce better customer outcomes.
Despite the current environment, these brokers know they’re still doing well in the grand scheme of things. Many of them have the advantage of years of experience, knowledge and connections, so they don’t have to worry about pounding the pavement and knocking on doors like their younger or newer counterparts must do.
While numbers are an important indicator of progress and success, they will never show us the whole picture. Many brokers have pointed out that regional brokers have no chance of making it into the Top 100 despite how successful they are, because their loan sizes will never match those of a broker working in Sydney. That’s a fair comment, and something we need to work out how to accommodate.
To those reading the interviews on the following pages, it will quickly become clear that, while the numbers these brokers are pumping out may not be attainable for everyone, they are in many ways just the same as the average broker: they want to help their customers achieve their goals and realise their dreams.
Here’s how they did it.