Approved Financial Planning broker Janine Leafe shows how a first-home purchase can be enjoyable for both broker and borrower
Three months ago, Janine Leafe met a couple looking to purchase their first home. Seeing how nervous they were, she guided them through the whole process step-by-step – from financial application to negotiating with real estate agents, to choosing the best option to pay off debt prior to retirement.
"It was important to me that the client understood that it was an investment and it will create an impact on their retirement," Leafe said.
Although the husband has a job, he maintains a substantial salary sacrifice arrangement with his employer. His wife receives a family tax benefit, which increased last January due to the arrival of their new child.
A challenging circumstance
The couple's situation came as a challenge for Leafe. They required a lender that would accept the husband's salary sacrifice as untaxed income to increase their maximum borrowing capacity because the couple's combined income was not enough to get them the property they wanted.
Most lenders would have grossed back the salary sacrifice, but Leafe took a different approach. She shopped the situation with several lenders and had the Australian Finance Group come up with a suitable product.
On 27 February this year, the couple, with the assistance of policy niche, got the required funds to execute the purchase. They were ecstatic. Leafe had a bottle of wine at the ready.
Sharing the joy
"Their story stood out for me because I love seeing home buyers into their first home," Leafe said. "That is special to be part of." She admitted that sometimes brokers, in the routine of everyday work, can easily lose sight of the joy of celebrating a purchase. Leafe knew the couple needed close assistance, so she made herself available to them at each point to make sure their experience was enjoyable.
Leafe always emphasizes the importance of researching the applicants' situation before putting their hopes up. She likes to tackle possible issues with real estate agents, land agents, builders or any stakeholders behind closed doors before presenting the situation to applicants.
"Take yourself back to when you first purchased a home and how overwhelming it seemed at the time, then try to simplify the process so applicants can enjoy it," Leafe said. "Always put yourself in your applicant's shoes, and they will be clients for life."
In MPA’s happiest client short story series we showcase stand out “client success stories” from brokers and discover what they learnt along the way. Leaving aside the details of the deal, we explore the human side of the story and how brokers really make an impact in people’s lives. If you have a client story you would like to share, please email the editor.
This broker's story was sourced through the "Why Brokers" Facebook page, which highlights stories that demonstrate why consumers are choosing brokers more often than not.
