The AMAs’ 2012 Broker of the Year, Mark Davis, has revealed a lack of aggressive marketing, and a focus on specialisation, not diversification, is a key component of his success.
“We don’t advertise, we don’t market and we have a very limited web page,” he told Australian Broker Online.
“It’s about clients finding us. We have clients who know what they’re doing when they walk in the door.”
Davis won Broker of the Year for a second-time running this year.
His business, Australian Lending and Investment Centre, has a “specialist focus” which he claims is now crucial for success.
“I believe in specialisation. I believe in being great at what you do, knowing where your limits are and bringing specialists in around you.
“We could make more money by cross-selling and doing different things, but that’s not the space we want to play in,” he said.
“It’s very investor-driven. It’s around creating opportunities for clients, opening doors for them and creating net wealth for them.
“It’s really just improving a client’s circumstances and doing the right thing every time. We don’t believe in loan writing. We don’t believe in selling a product. We believe in seriously looking after clients the way you’re supposed to.”