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One brokerage is changing its criteria for new recruits following a recent joint venture with a national accounting and wealth advisory group.
Origin Finance has announced a deal with Chan & Naylor in a bid to expand its footprint to a national scale and will require brokers to build on existing client relationships to cross sell accounting and financial advice.
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Graham Salt, director of Origin Finance, said the sort of broker the company will recruit “will be different”.
“In the past we have probably wanted a lot of hunter and killers who are quite entrepreneurial and get out there,” he said.
“Now we will be employing people to sit in offices, probably from a banking background.”
Mr Salt said Origin’s brokers will focus on farming the client relationships a lot more from within the offices and making sure that clients are well looked after.
“It is more that if you go into a local branch and meet your home loans person, they are very professional but not necessarily entrepreneurial,” he said.
Mr Salt said that Origin has historically recruited self-employed brokers who work on a commission basis, but the new deal with Chan & Naylor will place greater emphasis on presentation and management.
“This will move our recruitment more to thinking ‘Well, do we need people who are well presented but are happy to manage the existing book rather than going out looking for new business?’” he said.
While Chan & Naylor has offered mortgage broking in the past, the Origin joint venture is the first time it has been done on a national basis.
Mr Salt expects to receive interest from brokers who have experience working for larger organisations.
