Turning a 'no' into a 'yes'

A hatred of the word "no" has helped this broker smash MPA records

Turning a 'no' into a 'yes'

A passion for turning a “no” into a “yes” has led Justin Doobov (pictured) to become one of Australia’s top mortgage brokers.

Doobov, a broker at Intelligent Finance, holds the number-one slot on MPA’s 2021 Top 100 Brokers list. In fiscal 2021, he wrote $422,884,964 in residential loans – the highest value in the history of the Top 100 Brokers list – smashing his own 2017 record.

Doobov told MPA that his success was spurred by consistent processes, a well-trained team – and a hatred of the word “no.”

“The easy answer is to give a ‘no’, but I can’t count the number of times I’ve heard ‘no’, and we’ve turned it into a ‘yes’,” Doobov said. “...Don’t tell me ‘no’ – tell me what you can lend them. If you tell me we can only get a $800k home loan, not a million-dollar home loan, then we’re 80% of the way there. So how do we increase the bank’s comfort level and bridge that gap?”

Doobov also credited a willingness to take on hard work, and an unwillingness to procrastinate, for his success. He said in an industry that can change at any time, his advice to other brokers would be “do today what you could do tomorrow.”

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“If there’s an application to submit, then do it today, because the lending criteria might change tomorrow, or rates might change,” he said.

Doobov said that most of his customers are referrals from former clients.

“Our customers are our marketers,” he said. “We look after the client so well that they become a raving fan. Because of my finance experience, we understand the complex tax structures that others don’t. We might be able to get them a larger loan or a more favourable rate because we can explain the position a lot better to the bank.”