Flint is leading the way in servicing high-net-worth clients, setting up Flint Private
The most successful people in life and business aren’t happy with the status quo. They want to get out of their comfort zone, challenge themselves and strive for new goals.
This is especially true for Salvador Huetos, Matthew Mohl and Sabrina Jhugroo, who have made the leap from working at major banks to joining financial services brokerage Flint.
Former senior private bankers Huetos (St.George) and Mohl (CommBank), and particularly in the building phase,” Huetos says. “But creating something from the ground up was key, not only for myself but for my family.
“Rebuilding my network, client base and competing in a market with a vast number of brokers was a steep learning curve, but ultimately it taught me resilience and the importance of strong client relationships.”
Huetos says what drove his decision was the but also most rewarding leaps”, Mohl says. Unlike in banking, where excellent performance can only get you so far, and incomes are capped, Mohl says “going stronger and harder for our clients” as a Flint Private Broker reaps rewards. “Every minute that you put in is what you get back out in this industry. Every opportunity that comes your way is another chance to further your network and increase
Jhugroo, a former NAB credit assessor and head of settlements at a large brokerage, are now using their impressive skills and banking knowledge as members of Flint’s Private Broker team focusing on high-net-worth clients.
Private broking is a niche sector of the mort- gage and finance industry, with a limited number of brokers who have the experience to offer high-income clients flexible and individualised solutions to their financial needs.
MPA asked the Flint Private Broker team about their career transitions, the benefits of the Flint ownership model, and the extensive support structure in place to assist both brokers and their clients.
Huetos says leaving the familiarity of a tradi- tional banking environment was a professional and personal challenge. “The most significant part of this was stepping out of the comfort of a stable salary and entering an environment where income can be mostly inconsistent, desire for greater autonomy and control over his future. “Flint’s robust support system was instrumental during this transition, allowing me to focus on the relationships and values that matter most.”
Mohl says moving from banking to broking was a scary but logical leap. The bank provided a certain level of comfort, resources and fast turnaround times, but there were also the limitations of offering one product.
Making the transition from a stable PAYG role to the unpredictability of self-employment as a broker was “one of the biggest challenges your income. That sense of ownership – the idea that my success was now directly in my hands – became motivation.”
Flint Private Brokers have access to a wide range of lenders and loan options, unlocking better outcomes for clients. Huetos says this gives them the flexibility to offer tailored solutions that fit each client’s unique circumstances. “Now that we have access to the best policies, [and] our clients have more options, that increases their chances of approval, and it ensures we get the best deal possible to suit their needs and objectives. Flexibility and choice are game changers for both clients and brokers,” Huetos says.
The aim is to build trust and help private clients, whether business owners, investors or individuals, achieve their financial goals.
Mohl says having access to multiple lenders on Flint’s panel has been incredible. He has been able to assist customers who had run out of options with their banks and provide out- of-the-box solutions.
While broking is a highly competitive market, Flint Private aims to carve out its own space by focusing solely on high-net-worth clients whose incomes are at least $600,000, for minimum total lending of $5 million.
Huetos says it’s all about providing a tailored, client-centric and strategy-led approach to mortgage advice that goes beyond a mortgage, looks at a client’s full financial picture and delivers solutions aligned with their goals.
Our emphasis is on high-quality customer experiences for our target market. We believe we have the best-in-market capabilities for assisting the complex needs of high-net-worth clients. It’s about being a trusted partner, not just quick wins.”
Flint Private has built a team of highly experienced professionals. Its strategy team is made up of certified accountants (CPAs) who have a deep understanding of tax strategies, cash flows and complex financial structures.
The brokerage also employs skilled admin staff and uses a network of financial planners, buyers’ agents, accountants and wholesale investment managers to ensure a holistic approach to servicing HNW customers.
Jhugroo leads Flint’s settlements team, which proactively manages settlements, ensuring transparency and seamless communication. “This builds trust with clients and referrers, strengthening relationships and encour- aging repeat business,” she says.
“Our back-office team manages communica- tions with lenders, lawyers and stakeholders, freeing brokers from administrative tasks. This allows brokers to focus on nurturing client rela- tionships and expanding their business.”
Jhugroo ensures that all transactions are executed flawlessly, resolving potential issues before they arise and ensuring stress-free settlement experiences. She says Flint Private’s settlement expertise gives its brokers a point of difference by offering a seamless, high-quality experience tailored to discerning clients. “This fosters trust and strengthens client and referrer relationships.”
Huetos says Flint’s private brokers “don’t just earn an income – they own their trail book, clients and partners and, by extension, their future”, creating long-term assets that provide
security for their families. “This approach ensures brokers stay invested in the success of their business while having the flexibility to build their brand. Flint provides the support, but ultimately the success and growth belong to the brokers,” Huetos says. “By managing loan processing, client onboarding and other admin- istrative tasks, Flint allows brokers to concentrate on growing their business.”
Flint Private Brokers specialise in complex structuring and lending, ranging from residential to commercial and development finance. HNW clients benefit from tailored policies and solutions that are usually not available to the retail channels. These can range from higher LVRs to HNW loan policies that align with clients’ exit strategies. Niches also allow asset lending, professional investor IO servicing, as well as the use of alternative sources of investment income due to complex income structures, flexibility around cash flow, or asset and liquidity-based lending.
This service model considers the busy lives of clients. It includes a concierge-style service featuring after-hours meetings, virtual consultations and a dedicated senior onshore team to manage the entire process from start to finish.
Mohl says a high-touch experience is essential to the successful retention of private bank clients. Flint’s directors/bankers are available seven days a week, while also working closely with the clients’ private bankers
