For Aaron Giles of Newcastle-based Australian Property Finance, being a broker comes down to delivering on the promises you make - and generally “being nice to people”.
Having begun in the industry as a CBA mobile banker in the Newcastle area, Giles was talked into broking in 2006 by Greg Sterland, who still manages the business.
Giles said that six years later, he is not going anything different from what we was doing from ‘year dot’ – and it is all about treating clients and referrers as you say you will.
“I’m not doing anything differently than when I first started. It comes down to doing what you say you are going to do, being nice to people, being professional and at the end of the day getting the application done and not stuffing people around,” Giles says.
This modus operandi might seem obvious to many, but Giles says that referrers speak to him about other brokers they have dealt with that “just don’t know what they are doing”.
“Some brokers are out there wasting everyone’s time. They need to be giving the institutions what they want, to make sure the deals run smoothly,” Giles says.
And his reputation for doing just that is propelling Giles’ business forward. A high volume writer, Giles says he had achieved $40m in settlements in the financial year to April – a significant lift on the preceding financial year, which saw him net a more modest $27m.
Giles says the boost in both loan numbers and loan volumes (he beat the previous financial year within the six months to December 2011) came down to solid repeat and referral business, including from two key real estate relationships in Newcastle.
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