Mortgage veteran to train struggling brokers

by Miklos Bolza08 Feb 2017
My Local Aggregator, an expansion of My Local Broker, has announced the appointment of mortgage veteran Ross Laurenson as its new national sales manager.
These moves signal the company’s readiness to go out and attract more brokers to the business, Laurenson told Australian Broker.
“The attraction will be for new entrants and brokers who might have put two or three years into their business but are now contemplating packing up pencils and doing something else because it hasn’t quite worked for them.”
Too much emphasis has been placed on new entrants to ensure they are compliant while the essential skill of lead generation has fallen by the wayside, he said.
“What is the point of being the most compliant broker in the world if you haven’t got any business to be compliant in?”
After his career at Aussie Home Loans in 1996, Laurenson worked with a wide range of companies including Suncorp, Wizard Home Loans, Resimac, Buy Property Direct and Vow Financial.
He also opened his own mortgage business, Home Loans by the Bay in 2005 and later sold it in 2008. In 2010, he opened a Yellow Brick Road franchise in Frankston which won the number one office in Victoria for 37 months in a row.
Laurenson’s role before My Local Aggregator was as state manager for Vow Financial Victoria/Tasmania where he worked closely with My Local Group during its development period.
In his new role as national sales manager, his first step will be to ensure his BDMs are trained so that brokers can get the same quality across the board.
“We’re going to place as much importance on those who are struggling as everyone else does when they praise their top twenty or fifty brokers.
“Most aggregators will praise and invest in their number one brokers. We want to do the reverse: we want to identify a need with each individual broker and we want to create a game plan to help them.”
Jaci Smith, CEO of My Local Group, said that Laurenson had a great understanding or what it meant to be a good broker, how to fit into a corporate role, and how to stand out as an educator.
“Ross will be a great asset to the business. Leveraging his years of experience from grass roots broking to supporting brokers and assisting them with growing their businesses, we have a lot to learn from him,” she said.
“A big focus for us here at My Local Aggregator is the focus on delivering brokers what they need and in order to do this listening is a big part.”
Related stories:
Sub-aggregator hire to commence broker recruitment drive
New hire to permit stronger broker channel at non-major
Challenger bank snaps up Westpac mortgage exec