Australian Broker TV

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Brokers targeted in national headhunt campaign

James Green has been tasked with building the broker business for property giant Century 21. He tells Australian Broker TV about his growth strategy and the challenges of finding star recruits.

Video transcript below:

Donna Sawyer: James Green is facing the biggest challenge of his career todate but he is still smiling.  Tasked with building the broker business for Century 21, James says he has learnt a lot from his experience with Oxygen Home Loans and has a clear strategy for growth.

James Green, Century 21 Home Loans
James Green:  Look it’s a very simple strategy.  We want to recruit quality brokers to soak up the leads that we currently don’t have brokers servicing those offices.  So I am looking now, right now people that want to grow their business with us, want to take on some additional leads for their business.  We are also going to provide some quality training around value proposition so we can join you with the agent and make it a seamless transaction for our customers, our Century 21 customers.  Another couple of back office or compliance type areas that we are sort of improving is, we are now going to be using our ACO so we can attract credit reps that can work underneath our ACO, you don’t have to have your own license and on top of that, we are doing a lot more internal PR and networking with our group to expand the value proposition and sign up more agents and officers to the Century 21 Home Loans value proposition so that we can increase the number of leads to those brokers that join our group.
 
Donna Sawyer:  He says the recruitment phase is in full swing with new entrants keen to join the ranks.
 
James Green:  Really, it’s quite a challenge to find those people.  That’s why we have looking at a lot of the younger new people or new entrants into the marketplace because they are hungry, they want to get out there, they want to pick up the phone, they want to sell the value proposition down the phone and make lots of money with us, but we would be happy to hear from any broker that just wants to grow their business.
 
Donna Sawyer:  But finding quality brokers is not without its challenges.  James Green says some of the barriers have come from within the industry.
 
James Green:  Another big challenge is really a fault of the industry’s.  Aggregators and lenders have made the induction process or the recruitment process of brokers overly complex and overly long.  It can take upto 3 to 4 months to bring a broker on, to get the necessary documentation and transfers in place to change them from one aggregator to the next and that is a huge deterrent inside the industry today that needs to be improved.  I haven’t seen it in any other industry or any other area that makes it so hard for a person to leave one area and move to the next to do exactly the same activity with exactly the same lenders.  
 
Donna Sawyer:  This is Donna Sawyer reporting for Australian Broker TV.