Majors, non-majors and specialist lenders tell MPA about their plans and offers for brokers
Majors, non-majors and specialist lenders tell MPA about their plans and offers for brokers.
JONATHAN STREET, CEO, THINKTANK
We are continuing to build on the success of our national program of working with aggregators and brokers at all levels to keep bringing relevant, useful and timely tailored sessions and events to the industry. As a lender, our ongoing commitment is to give back as much as we can of our combined experience and knowledge to the industry, and over time off er ongoing education, mentoring, workshopping and skills development.
In 2016/17 we are focused on identifying and assisting to address the changing concerns and needs of brokers through continual engagement at all levels. Our events calendar is pretty heavily mapped out for the next 12 months around prospecting, whole-of-commercial lending training, SMSF lending and other specifically requested group and webinar sessions, but one of our core propositions is responsiveness.
ROBYNNE FROST, NATIONAL MANAGER SMALL BUSINESS AND COMMERCIAL, SUNCORP
Continued education to equip brokers to diversify into small business lending with programs such as our SME Masterclasses is of top priority to Suncorp Bank. Helping brokers to understand financial statements, ratios and also what bank credit assessors are looking for will provide the best chance of fast assessment and less back-and-forth with customers, ultimately improving customer experience.
We are committed to simplifying our processes and making it easier for brokers to do business with us, and have some exciting developments in the pipeline to improve service and turnaround and strengthen the relationship between brokers and their customers. This includes aligning home and small business lending processes, an example of which is the recent changes we made to our commission structure to streamline the process for brokers.
Importantly, we will continue to provide on-the-ground, expert support to brokers seeking to diversify into small business lending through our
national team of small business BDMs.
CHRIS THOMAS, HEAD OF COMMERCIAL BROKER, NAB BROKER
NAB broker’s plan to engage brokers over the year ahead is twofold. Firstly, we will continue to grow our BDM capabilities and numbers, as it is very important for NAB to have strong personal relationships with our brokers and be able to support them via BDM guidance.
Secondly, we are working hard to develop a digital lodgement facility for equipment finance and small business lending. This is a very exciting development as it will streamline processes, simplify any administrative burdens, and provide a quick, responsive platform for brokers to use. I look forward to sharing more on this in the coming months.
JOHN MOHNACHEFF, NATIONAL SALES MANAGER, LIBERTY FINANCIAL
Liberty has long understood the value of face-to-face meetings so brokers have the opportunity to ask about a wide variety of loan scenarios. Because Liberty provides such a broad range of lending solutions and thinks differently to traditional banks, brokers appreciate our ‘can do’ approach and the accessibility of our BDM network. In the year ahead, Liberty will continue to increase its commercial BDM network in response to the growing demand and interest from brokers in our products and services.
Liberty is further investing in all of our aggregator partners, and specifically sponsoring their commercial ventures at PD days across the country. We’ve also sponsored the Commercial Better Business Summit and will be supporting the industry peak body events held by organisations like the MFAA.
CORY BANNISTER, VICE PRESIDENT, LA TROBE FINANCIAL
We have enjoyed great success with our recent broker engagement strategy, and plan to continue along the same path in 2016, increasing our footprint further each year.
We will continue to demonstrate to brokers personally, through tailored presentations conducted by our sales team, how we can add value to the
finance broker’s business. This is done by providing them with access to a broader suite of loan products, many of which they may otherwise not have access to, which allows them to expand their business capabilities and in turn increases their bottom line.
Giving brokers access to commercial loan products forms a key part of this strategy and is extremely important to us, as it goes to the very heart of our company’s mission. This mission is to assist underserved markets. Commercial lending is an area where many finance brokers feel they are underserved by lenders, often due to volume and accreditation barriers.
COSI DE ANGELIS, GENERAL MANAGER COMMERCIAL
We will continue to engage brokers as we have been ... With our existing commercial brokers we will focus on deepening this relationship whilst at the same time assisting mortgage brokers in making the move into commercial lending. We will invest in those markets where there is an opportunity to continue the growth we have been experiencing, with a particular focus on broker professional development, strengthening and streamlining our processes, and additional BDMs.
JOHN KOLYVAS, NATIONAL PARTNERSHIP MANAGER, COMMERCIAL, ING DIRECT
For residential brokers, they will have comfort in dealing with their current ING DIRECT residential BDM across commercial loans. Our residential BDMs are fully supported by our Credit Assist team ... We will also continue with the roll-out of our successful commercial training program for residential brokers.
For commercial brokers, we’re focused on tailoring our solution with dedicated commercial BDMs, bespoke commercial events/training programs, and by building closer relationships between our credit team and commercial brokers.
JONATHAN STREET, CEO, THINKTANKWe are continuing to build on the success of our national program of working with aggregators and brokers at all levels to keep bringing relevant, useful and timely tailored sessions and events to the industry. As a lender, our ongoing commitment is to give back as much as we can of our combined experience and knowledge to the industry, and over time off er ongoing education, mentoring, workshopping and skills development.
In 2016/17 we are focused on identifying and assisting to address the changing concerns and needs of brokers through continual engagement at all levels. Our events calendar is pretty heavily mapped out for the next 12 months around prospecting, whole-of-commercial lending training, SMSF lending and other specifically requested group and webinar sessions, but one of our core propositions is responsiveness.
ROBYNNE FROST, NATIONAL MANAGER SMALL BUSINESS AND COMMERCIAL, SUNCORPContinued education to equip brokers to diversify into small business lending with programs such as our SME Masterclasses is of top priority to Suncorp Bank. Helping brokers to understand financial statements, ratios and also what bank credit assessors are looking for will provide the best chance of fast assessment and less back-and-forth with customers, ultimately improving customer experience.
We are committed to simplifying our processes and making it easier for brokers to do business with us, and have some exciting developments in the pipeline to improve service and turnaround and strengthen the relationship between brokers and their customers. This includes aligning home and small business lending processes, an example of which is the recent changes we made to our commission structure to streamline the process for brokers.
Importantly, we will continue to provide on-the-ground, expert support to brokers seeking to diversify into small business lending through our
national team of small business BDMs.
CHRIS THOMAS, HEAD OF COMMERCIAL BROKER, NAB BROKERNAB broker’s plan to engage brokers over the year ahead is twofold. Firstly, we will continue to grow our BDM capabilities and numbers, as it is very important for NAB to have strong personal relationships with our brokers and be able to support them via BDM guidance.
Secondly, we are working hard to develop a digital lodgement facility for equipment finance and small business lending. This is a very exciting development as it will streamline processes, simplify any administrative burdens, and provide a quick, responsive platform for brokers to use. I look forward to sharing more on this in the coming months.
JOHN MOHNACHEFF, NATIONAL SALES MANAGER, LIBERTY FINANCIAL Liberty has long understood the value of face-to-face meetings so brokers have the opportunity to ask about a wide variety of loan scenarios. Because Liberty provides such a broad range of lending solutions and thinks differently to traditional banks, brokers appreciate our ‘can do’ approach and the accessibility of our BDM network. In the year ahead, Liberty will continue to increase its commercial BDM network in response to the growing demand and interest from brokers in our products and services.
Liberty is further investing in all of our aggregator partners, and specifically sponsoring their commercial ventures at PD days across the country. We’ve also sponsored the Commercial Better Business Summit and will be supporting the industry peak body events held by organisations like the MFAA.
CORY BANNISTER, VICE PRESIDENT, LA TROBE FINANCIAL We have enjoyed great success with our recent broker engagement strategy, and plan to continue along the same path in 2016, increasing our footprint further each year.
We will continue to demonstrate to brokers personally, through tailored presentations conducted by our sales team, how we can add value to the
finance broker’s business. This is done by providing them with access to a broader suite of loan products, many of which they may otherwise not have access to, which allows them to expand their business capabilities and in turn increases their bottom line.
Giving brokers access to commercial loan products forms a key part of this strategy and is extremely important to us, as it goes to the very heart of our company’s mission. This mission is to assist underserved markets. Commercial lending is an area where many finance brokers feel they are underserved by lenders, often due to volume and accreditation barriers.
COSI DE ANGELIS, GENERAL MANAGER COMMERCIAL We will continue to engage brokers as we have been ... With our existing commercial brokers we will focus on deepening this relationship whilst at the same time assisting mortgage brokers in making the move into commercial lending. We will invest in those markets where there is an opportunity to continue the growth we have been experiencing, with a particular focus on broker professional development, strengthening and streamlining our processes, and additional BDMs.
JOHN KOLYVAS, NATIONAL PARTNERSHIP MANAGER, COMMERCIAL, ING DIRECTFor residential brokers, they will have comfort in dealing with their current ING DIRECT residential BDM across commercial loans. Our residential BDMs are fully supported by our Credit Assist team ... We will also continue with the roll-out of our successful commercial training program for residential brokers.
For commercial brokers, we’re focused on tailoring our solution with dedicated commercial BDMs, bespoke commercial events/training programs, and by building closer relationships between our credit team and commercial brokers.
