We find out how Mr Trewin switched to broking, what it means to service a regional community, and what supporting your community can look like.
For Robert Trewin, the decision to become a mortgage broker was one sparked out of opportunity and spontaneity. However, in the 18 years since, the now-managing director of Trewin Mortgage Broking has established himself not only as an award-winning broker for the people of Bairnsdale, but as a pillar of its community.
At this year’s Better Business Awards Victoria, for example, Mr Trewin was named winner of the Best Community Engagement Programme, and as well as Editor’s Choice.
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We find out how Mr Trewin switched to broking, what it means to service a regional community, and what supporting your community can look like.
You were once with Westpac for 10 years – half of which you spent as a manager. How did you transition into broking?
A good friend of mine who I worked with – and has now got a brokerage in Sale – went out and became a mortgage broker with National Mortgage Brokers. I touched base with her six months in, just to see how she was going. She showed me her numbers and said: “Rob, you could do this.”
Being young, naive, and with no kids, I agreed. I went down and saw National Mortgage Brokers, caught up with Gerald Foley and said: “I want to be a broker with you guys as well.”
Did your experience with Westpac help you with that transition?
100 per cent. Back in the day, being a Westpac manager, I had a credit authority, so I could actually approve loans.
But also with credit, I've always found that you catch more flies with honey than vinegar, so I always try to keep my cool and have a discussion. Sometimes that works, and sometimes it doesn't. Whenever a credit manager rings, I just take it as an opportunity to get the deal across the line whichever way we need to.
You later established yourself an independent broker – why did you decide to go down that path?
I’d say, at the time, there may not have been as many franchises around as there are these days. But also, I'm very much an individual – I wouldn't have sat well with a franchise model. I don't think it probably would suit my personality.
But the other side of that is that I didn't need the leads. I knew that I had a following already, and knew I could go and do the hard yards. I didn't need a model that actually gave me business to write, and for them to take a fair portion of it.
You’re based in Gippsland – the city of Bairnsdale to be specific. What are the types of clients you deal with?
I've got lots of clients that are farmers and working in that industry. There's lots of mums and dads, lots of government workers, and teachers. There are just so many different individuals, because it's a small community. I don't have a niche.
What does that mean in terms of the services you provide?
Being regionally located, it's a little bit like a GP. You have to be across a whole lot of different types of lending. We look after it all. We do owner-occupied, personal loans, equipment finance, commercial, and self-managed super funds.
You were named as the broker with the Best Community Engagement Programme earlier this year. How do you actually engage with those around you in Bairnsdale?
I've been a Rotarian for many years – I'm on a bit of a hiatus at the moment, but I've been president of the club, and I've been on the board for probably eight years. I'm also a Paul Harris Fellow.
But we also did a lot with the bushfire victims – a lot of the builders contacted us to ask if we would assist their clients. And even though they didn't need a mortgage or they weren't my client, in helping them apply for the government grants.
It doesn't sound much, but I took it on board that that is something that we would do as an office to help out our community. I wasn't out dressed up in firefighting gear, helping fight those fires, but what I could do is myself and my team help people with the bureaucracy of the government in obtaining some funds.
You can find out more about how Robert Trewin built his broking business in the Elite Broker podcast.
Tune in to listen to the epsiode with Robert Trewin, How this broker makes a difference in his community, below:
