Hot Seat: Damien Roylance

The winner of this year’s AMA for Broker of the Year Productivity discusses how pouring beers at the Australian Open led to a career in mortgages



What has been the biggest lesson you have learnt in your career as a mortgage broker?
-Provide a consistent, quality level of service to all clients no matter who they are. In my experience the best way to win new business in a world of referrals is to exceed clients’ expectations so they are excited about telling their friends and family. This rings true with lenders and stakeholders, as we want to be build long lasting relationships with everyone involved in the transaction.

What has been your most rewarding client experience?
A young couple with three kids, of which the youngest suffered from a disability, who had been told that they wouldn’t be able to get a mortgage. The mother was a full time carer, which left the father as the only source of income. Even though they didn’t earn a lot they still managed to save a decent deposit.  We got them approved with a mainstream lender and when they purchased they were ecstatic. A phone call I won’t soon forget.

You just won Broker of the Year – Productivity at the AMAs. What are your top three tips for making the best use of your time?
I do 95% of my meetings in the office which eliminates dead time in travel and allows for a much more productive day. I will often switch off all of my communication devices and dedicate periods of my day to contact leads and work on hard deals without distraction. In this day and age notifications are the biggest time thief of all as it takes so long to get back on task. Before submitting any deal, I do comprehensive research to make sure it’s going to be approved. We are very firm believers in only submitting deals that we know meet the criteria. We are constantly looking at ways of improving our systems and processes and in 2016 we will be concentrating on introducing more technology to increase efficiency.

What inspired you to become a mortgage broker?
I was serving beers in the Heineken Bar at the Australian Open when a family friend suggested I contact him as he thought I’d be good at broking.  Since becoming a broker almost 10 years ago, I’ve loved the satisfaction of helping hundreds of people get into their home or reach their investment objectives.

What is your biggest fear?
Collingwood won’t win another premiership, as I’ve been to three losing Grand Finals and yet to see us win!

If you could have dinner with any three people (dead or alive) who would it be and why?
Michael Jordan. He was my child hood hero and I’d hope he could give me some tips to improve my jump shot.
My wife Amy. Since our baby girl Millie came along our nice dinners are few and far between.
Jerry Seinfeld. Every table needs some comic relief.

What would you be doing if you weren’t a mortgage broker?
I’d like to think I’d be a professional sportsman but more than likely I’d be a personal trainer. It’s what I studied at university and the career path my eldest brother took.

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