Seeking improvement, bank manager takes the leap into mortgage broking
Robert Trewin’s success in the mortgage industry is the fruit of a blend of professional dedication and personal strength. His story underscores the importance of integrity, technological adaptation, and the profound impact of community support.
As he continues to navigate the evolving landscape of mortgage broking, Trewin remains committed to providing exceptional service and making a meaningful difference in his clients’ lives.
Getting into the industry
Trewin’s journey into mortgage broking began two decades ago, a natural progression from his role as a bank manager, when he founded his own business, Trewin Mortgage Broking. For eight years prior to that, Trewin managed a bank, gaining an in-depth understanding of the financial needs of clients. It was this experience that spurred him to start his own brokerage, aiming to provide more personalised and effective services.
“I saw mortgage broking as an opportunity to improve upon what I was already doing,” he said. “So, I decided to take the leap and have not looked back.”
Situated in a regional area, Trewin underscores the importance of reputation, as “word gets around fast if you’re not good at what you do.”
Technological advancements: a double-edged sword
In looking back over his career, Trewin highlights technological advancements as the most positive development in mortgage broking. From the early days of fax machines to the convenience of emailing applications, the evolution has been significant.
More recently, industry-specific applications like Broker Engine and Quickly have revolutionised the field, Trewin said. These tools, designed by professionals with firsthand experience, have streamlined many processes, allowing brokers to focus more on client interaction and less on administrative tasks.
However, Trewin also acknowledges the challenges that come with technological progress. He expresses concern that banks might attempt to bypass brokers due to the market share they’ve gained, leveraging artificial intelligence as a potential disruptor.
Despite this, Trewin remains confident in the enduring value of personal advice.
“Many of my clients will still prefer to seek first hand advice from an expert who they trust for their financial decisions rather than dealing with a machine,” he said. “I worry though that either lenders or government bureaucracy might intervene, forcing clients to deal directly at some stage.”
Lessons from the field
Throughout his career, Trewin has encountered numerous memorable and challenging experiences that have shaped his approach. He recalls instances where persistence and creative problem-solving were crucial, such as saving clients’ homes from foreclosure. These experiences reinforced the importance of tailored financial advice and the profound impact it can have on people’s lives.
“Helping clients get into self-employed businesses or investment properties that significantly improved their financial positions underscored the value of empathy, dedication, and staying informed about the best options for my clients,” he said.
Advice for aspiring brokers
For those aspiring to enter the mortgage broking industry, Trewin’s advice is grounded in integrity and client-centric service. He emphasises the importance of putting the client's best interests first, which leads to long-term success.
“Always follow through on your promises, be honest, and take responsibility for any mistakes you make,” he said. “Clients value honesty and reliability, and explaining the reasons behind your fees is crucial to building trust.”
Giving back
Trewin is particularly grateful to the mortgage industry as he found incredible support from the community when he lost his son, Cooper, to sudden and unexplained death in childhood (SUDC).
With Gerald Foley from National Mortgage Brokers leading the way, Trewin and his peers established the Cooper Trewin Foundation. Their collective efforts have raised nearly $2 million to fund research and advocacy for SUDC, a testament to the community’s solidarity and compassion.
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