Navigating the broking world can be daunting for a new recruit and Let's Finance explains what they're doing to help.
Navigating the broking world can be daunting for a new recruit and Let's Finance explains what they're doing to help.
What really comes across when talking to Scott McCartney is his genuine passion in giving his new recruits the best start to broking they can imagine, through Let’s Finance’s very own tailored cadetship.
“A lot of experienced brokers don’t want to do construction because it is harder, it does take longer,” McCartney said.
That was part of the reasoning behind the training program, allowing young, keen starters with no broking background to be tailored to the needs of the business, especially when it comes to writing complex construction loans.
“We don’t hire experienced brokers,” said McCartney. “Unfortunately a lot of brokers have bad habits.” He said their intricate understanding of construction finance sets them apart from other brokerages along with their customer focus.
“Our interview process is all about educating the customer. We pride ourselves that our customers walk out of here knowing what’s going on as opposed to being confused.”
And having a comprehensive training course quickly equips new brokers with the knowledge they need to do just that.
“One of the biggest hurdles is just getting that knowledge,” said McCartney. “Brokering is a bit of a secret society – it’s really hard to get into and when you get into it, it’s really hard to get the right training. It’s a bit of a trusting thing; people don’t want to share their knowledge.”
McCartney has seen each one of Let’s Finance’s nine brokers through the three month intensive cadetship which covers everything from the sales process to product knowledge to cross selling, with a scenario based approach.
All his brokers have come from banking or car finance backgrounds, said McCartney, which was a deliberate choice. The brokerage is very thorough in their recruitment process as McCartney said he can teach them how to be a broker, but it’s whether they have the personal traits to succeed that is most important.
“Someone who’s very approachable,” said McCartney, is vital. “Someone who’s relaxed, has got a good work ethic and someone who’s very good at working on relationships, because that’s the stuff we couldn’t teach.”
This article originally appeared in Australian Broker issue 12.06
What really comes across when talking to Scott McCartney is his genuine passion in giving his new recruits the best start to broking they can imagine, through Let’s Finance’s very own tailored cadetship.
General manager of the Western Australian brokerage, McCartney’s team is among the few who specialise in construction finance.
“A lot of experienced brokers don’t want to do construction because it is harder, it does take longer,” McCartney said.
That was part of the reasoning behind the training program, allowing young, keen starters with no broking background to be tailored to the needs of the business, especially when it comes to writing complex construction loans.
“We don’t hire experienced brokers,” said McCartney. “Unfortunately a lot of brokers have bad habits.” He said their intricate understanding of construction finance sets them apart from other brokerages along with their customer focus.“Our interview process is all about educating the customer. We pride ourselves that our customers walk out of here knowing what’s going on as opposed to being confused.”
And having a comprehensive training course quickly equips new brokers with the knowledge they need to do just that.
“One of the biggest hurdles is just getting that knowledge,” said McCartney. “Brokering is a bit of a secret society – it’s really hard to get into and when you get into it, it’s really hard to get the right training. It’s a bit of a trusting thing; people don’t want to share their knowledge.”
McCartney has seen each one of Let’s Finance’s nine brokers through the three month intensive cadetship which covers everything from the sales process to product knowledge to cross selling, with a scenario based approach.
All his brokers have come from banking or car finance backgrounds, said McCartney, which was a deliberate choice. The brokerage is very thorough in their recruitment process as McCartney said he can teach them how to be a broker, but it’s whether they have the personal traits to succeed that is most important.
“Someone who’s very approachable,” said McCartney, is vital. “Someone who’s relaxed, has got a good work ethic and someone who’s very good at working on relationships, because that’s the stuff we couldn’t teach.”
This article originally appeared in Australian Broker issue 12.06
