This broker has found her exclusive market, and explains why it’s important to become known in a community
Momentum Wealth finance broker and 2017 Young Gun of the Year finalist (independent) Ashleigh Patterson has built her business on her ability to deconstruct and analyse it. She sets aside two hours each week to reflect on how she’s done things, and to identify if there are any areas for improvement. She starts with the upfront processes that she discussed in the first meeting with clients all the way through to post settlement matters.
“There is always a better way to do things. I believe staying still is going backwards, so I always like to be learning and improving,” Patterson told MPA.
Language as a niche
Along with this routine, Patterson has a large referral network and markets her ability to speak French as a way of drawing in new customers.
After living in France for six months some time ago, Patterson learned the language on her own and has remained fluent ever since. She originally began with one French-speaking client, who then referred her to friends. From there, the network grew. Although the community is small, Patterson is glad to make French-speaking customers her exclusive market.
“It is important to have a niche in the market, especially when starting out, because they are extremely loyal and provide multiple referrals,” Patterson said. “Whilst the majority of my clients tend to provide referrals, every single one of my French-speaking clients has provided at least one referral, either a friend or family member.”
Continuous learning
Patterson is just as dedicated to educating clients and she is herself. She is currently enrolled in a Bachelor of Business, majoring in finance, which she aims to finish by next year.
While some consider her extra schooling an unnecessary stress because she’s already employed, Patterson is already reaping the benefits. Her accounting unit laid the foundation that enables her to read and understand self-employed financial statements, and to navigate various entities and trusts her clients’ use.
Studying has helped her gain a better understanding of the tax implications associated with broking. “With this understanding, I’m better able to work with my clients’ accountants, and to ensure their loans are set up in the most effective way possible,” she said.
