We sat down with the top 10 brokers of 2013 to find out their secrets to success. This is our interview with Justin Doobov.
NAME: JUSTIN DOOBOVCOMPANY: INTELLIGENT FINANCE
LOCATION: BONDI JUNCTION, NSW
SETTLED: $154,011,428
NUMBER OF LOANS: 235
What qualities make a successful broker?
Consistently following through and being very persistent are key qualities of a successful broker. It is paramount to deliver on all of your promises to a client. It is equally important to not take ‘no’ from a lender without discussing other options with them. Many times lenders have said they would not fund a certain client’s loan, but I was persistent and modified the loan structure, and the lender was then happy to fund it. I have learnt that ‘no’ is negotiable.
What’s the key to staying at the top of your game year after year?
All of my business comes from referrals and repeat business. In over 10 years we still have not had to do any conventional advertising. The key to ensuring we stay on top each year is to offer fantastic service and advice so that our clients become advocates and actively go out and encourage their friends to use Intelligent Finance.
What, if anything, have you done differently this year?
In the past year I have focused on improving the efficiency of how I process a loan application. This has allowed me to process more applications and still enabled me to keep customers extremely happy with our award-winning service.
What do you expect from the market in the year ahead?
I expect to see some lenders coming out with more competitive pricing, though I am cautious about getting what I wish for as this may put pressure on how lenders remunerate brokers if their profitability drops.
What has been your biggest success this year?
Promoting two of my team members to enable them to manage more of the mortgage business, which allows me to focus on other areas of the business.
