Welcome address from the Editor of the Adviser

Annie Kane

Editor of the Adviser

Hear from our Principal Partner, HashChing

Arun Maharaj

CEO, HashChing

Bernard Desmond, the journey of an award-winning broker

Mortgage and finance broking is one of the most rewarding careers imaginable. There are few businesses that deliver so much client value, such incredible flexibility and highly lucrative revenue streams. Find out how Bernard fast-tracked his career to go from rookie to award-winning broker in just two years and why taking this leap of faith was the best decision he ever made.

Bernard Desmond

Mortgage Broker. State President for FBAA (VIC & TAS). Founder & CEO at Blank Financial

Benefits of the Mortgage Choice Model

David Zammit

General Manager Distribution, Mortgage Choice

What is an association & why are they so important?

There has never been a better time to become a broker. Record low interest rates combined with surging demand for brokers have paved the way for new brokers to join the industry. In this session discover how brokers are supported by the industry associations, why borrowers are significantly better off using a broker and how professional standards are the foundation that the strong broker proposition is built on.

• What associations do to support their members
• How they advocate brokers
• Why mortgage and finance broking is so important to Australian borrowers

Peter White

Managing Director, FBAA

Training & Education: What qualifications do you need?

Peter White

Managing Director, FBAA

The value of a top mentor

Finding the right mentor can have a massive impact on your business, whether it’s helping establish good business practices, understanding how to build a good work/life balance or guidance in writing good business in those critical first years.

• What to expect from your mentor
• How to select the right mentor for your business
• What costs are associated with a mentor
• How the right mentor can have an immediate impact on your business

Sue Hayter

Founder, Director, Mortgage Broker & Mentor, Quality Financial Group

Arun Maharaj

CEO, HashChing

The Three Keys to Launching a Successful Mortgage Broking Business (On Your Own Terms)

Buyers Choice CEO Brett Mansfield shares the right questions to ask and proven strategies used by successful brokers to reach their business goals sooner.

Brett Mansfield

CEO, Buyers Choice

Broker panel

Different brokers have different needs – and the industry caters for all. This session introduces three successful brokers from different mortgage broking models. Hosted by Annie Kane, editor of The Adviser, you’ll discover how they have forged success in their respective marketplaces.

• How to set a new broking business up for success
• Why referral partnerships are the key to winning clients
• The essentials of good customer service
• Why the potential to grow is uncapped for successful brokers

Annie Kane

Editor of the Adviser

Caroline Jean Baptiste

Owner & Manager, Mortgage Choice Franchisee in Fortitude Valley in Brisbane

Michael Tait

Co-director & Owner of Adelaide based brokerage HT Capital

Concluding remarks

Annie Kane

Editor of the Adviser

MC Introductory Remarks

We will look at the key findings and lessons learnt from day one and find out about todays sessions.

Annie Kane

Editor of the Adviser

How to win more business

Solid sales fundamentals are essential to every successful broking business. In this session, you’ll discover the critical sales skills that will have a dramatic impact on your business. Whether it’s securing the most lucrative referral partnerships or converting a high percentage of client enquiry, this session will teach you about:

• Polished presentations – how to win more business face to face
• Dress to impress – why first impressions count
• Positive influence – why people are drawn to confident communicators

Glen Coutinho

Director, Senior Auctioneer & Licensed Estate Agent, Harcourts

Marketing 101

Learn about how to use marketing to support growth (and the secrets to getting it right)

• Learn the fundamentals of what to do, and how to do it – on a shoestring budget
• Discover how to identify potential clients and convert these leads
• Get an overview of the top tips to maximise your marketing

Sascha Moore

Director, Create Design & Marketing

PANEL: Referral partnerships — the secret to building a high-volume business

Every successful broking business is built on solid referral partnerships. But good referral partners are hard to find and are often already working with a broker. This session highlights how to find the best referral partners and how you can position yourself as a valuable partner.

• Overview of key referral partnerships
• What to expect from a referral partner – and what they expect from you
• How to win referrals for the best partners
• Managing relationships – how to maintain

Annie Kane

Editor of the Adviser

Gordon MacVicar

Owner and Manager, Mortgage Choice Peregian Beach

Anthony Landahl

Managing Director, Equilibria Finance

Concluding remarks

Annie Kane

Editor of the Adviser