To go with our poll on turning away potential clients, the example of leading commercial broker Daniel Green may provide an interesting compromise.
To go with our poll on turning away potential clients, the example of leading commercial broker Daniel Green may provide an interesting compromise.
Could rejecting clients be part of your business strategy? That’s the question we’ve been asking Australia’s brokers this week, as our forthcoming Top 10 Commercial Brokers survey reveals sharply divided opinions on the issue. Some of the Top 10 will only operate in areas where they feel they can add value; others believe being adaptable brings in vital extra business. However Top 10 broker Daniel Green, of Green Finance, provides an alternate solution: simply hire more specialists.
With $86,764,370 of loans settled over the past year, Green’s practical solution will undoubtedly interest growing brokerages. Of course Green’s numbers are his own, but having colleagues who bring other skills to the table helps attract clients with his company. As he puts it, “the advantage I’ve got is breadth of offering; we’ve also got in-house financial planning and insurance divisions, so I can offer the whole suite of solutions to one client.”
Recent arrivals at Green Finance include Jamie Giles, who specialises in healthcare, Craig Newnham for construction and Lachlan Dreaver on equipment finance, with more planned. They complement Green’s focus on pub, hotel and childcare development finance, which he insists remains at the core of his success: “I’m the only finance broker who specialises in hotels; if you go and Google pub and hotel finance we come up as number one. The issue is it’s not something you can just learn overnight.”
You’ve got until Monday to answer our poll on how often you reject clients who don’t fit your profile – join the debate now! And read more about the Top 10 Commercial Brokers, proudly sponsored by Thinktank, in MPA 14.10, out next month.
Could rejecting clients be part of your business strategy? That’s the question we’ve been asking Australia’s brokers this week, as our forthcoming Top 10 Commercial Brokers survey reveals sharply divided opinions on the issue. Some of the Top 10 will only operate in areas where they feel they can add value; others believe being adaptable brings in vital extra business. However Top 10 broker Daniel Green, of Green Finance, provides an alternate solution: simply hire more specialists.
With $86,764,370 of loans settled over the past year, Green’s practical solution will undoubtedly interest growing brokerages. Of course Green’s numbers are his own, but having colleagues who bring other skills to the table helps attract clients with his company. As he puts it, “the advantage I’ve got is breadth of offering; we’ve also got in-house financial planning and insurance divisions, so I can offer the whole suite of solutions to one client.”
Recent arrivals at Green Finance include Jamie Giles, who specialises in healthcare, Craig Newnham for construction and Lachlan Dreaver on equipment finance, with more planned. They complement Green’s focus on pub, hotel and childcare development finance, which he insists remains at the core of his success: “I’m the only finance broker who specialises in hotels; if you go and Google pub and hotel finance we come up as number one. The issue is it’s not something you can just learn overnight.”
You’ve got until Monday to answer our poll on how often you reject clients who don’t fit your profile – join the debate now! And read more about the Top 10 Commercial Brokers, proudly sponsored by Thinktank, in MPA 14.10, out next month.
