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Booming Century21 grows 49pc thanks to cross-selling

james green james green
Nick Bendel 5 minute read

Century21 Home Loans has revealed it will expand its broker network by more than half after growing its loan sales by 49 per cent.

Chief executive James Green told The Adviser that Century21 planned to increase its broker numbers from 26 to 42 by adding six in Melbourne and another 10 nationally.

He also said Century21 Home Loans had written more than $600 million of loans in the 2013 calendar year, a 49 per cent increase on 2012.

Mr Green said the growth was driven by a significant increase in leads from Century21 real estate agents.

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The group introduced a software platform in 2013 that captures data from visitors to Century21 open houses. The people who are looking for a mortgage broker then receive a follow-up call from the group’s call centre.

Mr Green said he had “always wanted to find a way to tap into the massive customer flow” of real estate businesses.

“We have the data, the CRM and the appetite to increase our service offering. The result is we have significantly enhanced the quality of the leads from our real estate network which allows our brokers to focus more on being dollar-productive and providing six-star customer service,” he said.

Mr Green said he had moved from Sydney to Melbourne in December as part of the company’s expansion drive.

The new brokers who join Century21 Home Loans are expected to benefit from the cross-selling done by the call centre.

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“We are growing in confidence as we learn how to capture the vast number of home buyers that flow through the thousands of open houses Century21 has each year,” he said.

Booming Century21 grows 49pc thanks to cross-selling
james green
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