New recruits must be trained on diversification

Speaking at a recent ING DIRECT roundtable in Sydney, Mr Ayliffe said new brokers need to be trained to diversify from the beginning of their career.

“When you hire a new recruit, it is the perfect opportunity to mould them into the ideal broker,” he said.

“You have to mould the new recruits in such a way that they see every opportunity associated with every customer from the very word go.

“While many borrowers will come to a broker in the first instant seeking a mortgage, this is not the only financial service they will require over their entire financial life.”

By educating new recruits on diversification from the very beginning, cross-selling additional services will not be such a big deal but rather form part of the overall broker proposition moving forward.