How mentoring programs help new entrants navigate industry challenges

Finding the right mentor model is crucial, says one industry leader

How mentoring programs help new entrants navigate industry challenges

Australia’s mentoring programs have been put under the spotlight over the past few months, ever since the CBA decided last December to tighten the qualifications of mortgage brokers it conducts business with. Among other things, the bank decided to only do business with brokers who have had at least two years’ experience writing residential loans.

Brokers who write CBA loans also need to hold at least a Diploma of Finance and Mortgage Broking Management; be a current member of either the MFAA or the FBAA; and be a direct credit representative or an employee of an approved aggregator/head group or an Australian credit licence holder

In an interview with MPA, Specialist Finance Group executive Blake Buchahan said it’s natural for education and entry requirements to come under review, as the industry is scrutinised “more and more.” He said the implementation of mentor guidelines is a positive step for the industry especially now, as some big banks have begun to change their own mentor policy. One major bank actually no longer accepts mentors who don't reside in the same state as the mentee.

"[T]he banks are reviewing the value a new broker brings to their organization, and tweaking their mentor program is a lever they can pull to see how it affects the volume, value, and quality of deals that come through their gates," Buchahan explained.

Finding a mentor
Brokers can choose from a variety of mentor models: from digital savvy programs, national programs, higher touch face-to-face programs, right down to reactive models. 

"It's about finding the model that suits you," Buchanan said. He believes that having resources at one's fingertips via a well-resourced website or CRM is a great start. To be able to reach one's mentor anytime is a must, but mentors have their own businesses to run. They might not be able to always respond on time. Buchahan suggests looking for one who keeps a backup.

Adjustments can be made
Presently, mentors often don't have access to the CRM brokers use. This could make transactions cumbersome and time consuming.
A mentee who spent a significant amount of time doing emails and phone calls to settle an agreement may find his or her submission suffer further delays if the mentor doesn't have a CRM access. The situation opens an opportunity for the mentee to submit and settle a deal without the mentor's endorsement or knowledge.

Buchahan and his team worked a way to solve the problem by digitising the process. "By making it CRM-driven, mentees can review, comment and ultimately approve the loan and move it to the next stages anywhere in the world," he said.

 

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