Prioritising clients' needs leads to better outcomes
Melanie Robertson (pictured), a mortgage adviser with a background in tax and property, shares her journey, insights on industry challenges, and advice for new brokers, highlighting the importance of client-focused service and real-world property experience.
From lockdowns to broking: A unique start
Melanie Robertson became a mortgage adviser in April 2022, right after completing her NZCFS qualification and emerging from the COVID lockdowns.
“It was an interesting time to start,” Robertson says, acknowledging the challenges of navigating the post-pandemic market.
Client-centric broking: The key to success
For Robertson, one of the most positive developments in the industry has been the shift towards client-focused advising.
“Ensuring that brokers are now doing the right things by their clients and using the right providers based on their clients’ requirements, not their own personal needs, is a win-win in my eyes,” she says.
This approach not only builds trust but also leads to better outcomes for clients.
Buyers’ market presents chances despite challenges
The current economic climate presents both hurdles and opportunities. High interest rates and slow finance approval times have impacted property sales. However, Robertson also sees the upside.
“Reduced property values have created awesome opportunities for buyers, especially first-home buyers or investors,” she says.
In today’s buyer’s market, clients can negotiate and secure favourable deals, especially with pre-approvals to mitigate finance delays.
Helping clients through difficult transitions
One of the most rewarding parts of Robertson’s work is helping clients through tough life transitions. Drawing on her own experience with separation, she provides a supportive, wraparound service for clients going through similar situations.
“I recently helped a young lady in her 20s buy out her ex and repurchase their family home,” Robertson says. “We took all the stress out of the process, and she’s now set up in her home, in her own name.”
Advice to broking newbs: Learn from real-world property experiences
For those new to the industry, Robertson stresses the importance of understanding the property market from the client’s perspective.
“Go to open homes, learn what tenders and auctions mean, and follow the property market in the areas you want to work in,” she says.
With her extensive background in tax and property investing, Robertson knows firsthand how valuable real-world knowledge is in providing excellent service to clients.
“The rewards can be so memorable knowing you helped somebody get into their first home,” she says.
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