New training for brokers looking to crack commercial market

by Adam Smith21 Dec 2015
A non-major lender has announced a new training program for brokers looking to break into the commercial market. 

ING Direct has announced a full-day course for residential brokers looking to diversify into commercial loans. The course will cover topics including borrowing types and the fundamentals of financial assessments, client interview and engagement techniques, the benefits and challenges of different business structures and developing valuable partnerships. 

John Kolyvas, National Partnership Manager, Commercial at ING DIRECT said commercial lending offered a valuable opportunity to brokers as the residential market slows. 

“I spent 15 years specialising in commercial property lending before becoming a residential broker for a further 10 years, so I understand first-hand the differences not only between these two lending types, but also between the standard operations of commercial and residential broking businesses," he said. 

“In developing this program we have purposefully moved beyond products and lending types to address the more intangible aspects of commercial broking such as client engagement, marketing and partnership opportunities. These are the elements that can make a real difference in building a sustainable, diversified business.”