We sat down with the top 10 brokers of 2013 to find out their secrets to success. This is our interview with William Chen.
NAME: WILLIAM CHENCOMPANY: PACIFIC MORTGAGE CENTRE
LOCATION: SYDNEY, NSW
SETTLED: $116,917,462
NUMBER OF LOANS: 283
What qualities make a successful broker?
Success cannot be achieved without the following ingredients: I always listen to my customers’ needs; I am upfront to my customers, I tell them the truth if they cannot borrow, and don’t waste my time and their time; I am professional and I have integrity; and last but not least, I have an excellent professional attitude to customers and excellent interpersonal skills.
What’s the key to staying at the top of your game year after year?
Serve customers with my heart and expect nothing in return.
What, if anything, have you done differently this year?
I have started to open the Chinese market window; but the challenge remains and that road is a difficult one.
What do you expect from the market in the year ahead?
I am expecting our Asian neighbourhood will buy Australian properties, both residential and commercial. The Chinese will encounter probably 4% in total volume and others will be Malaysia, Hong Kong, Indonesia, Vietnam, Taiwan and so forth.
What has been your biggest challenge this year?
Looking for a system to help me record as accurate as possible the NCCP requirement in line with customers’ changing needs.
What has been your biggest success this year?
Having a good back-office system and fixed monthly communications with my staff. This helps me to streamline my loan settlements more efficiently than ever.
