Broker. October 2017

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October 2017


WE HIT THE ROAD WITH BMW exclusive benefits for FBAA Members


you need to press pause on your busy life




How dealing with niggles can boost your business.

In August we launched a TV, radio and online advertising campaign. It highlights homebuyers’ loan repayment ‘niggles’, and how they can be easily dealt with by speaking to an ALI Group authorised mortgage broker about a loan or mortgage protection plan. Which is great news if you’re already an ALI Group authorised broker. If not, you may have a couple of niggles yourself about missed opportunities. The good news is, they’re easy to deal with too. Get in touch and find out how becoming an ALI Group authorised broker can help your clients as well as your own business.

CALL US ON 1800 006 776 OR VISIT ALIGROUP.COM.AU/MORTGAGEBROKERS Australian Life Insurance Distribution Pty Ltd (ABN 31 103 157 811) (AFSL 226 403)



cover story


The Rose Tattoo rocker shares his own struggles with mental health


In the chair

With Jan Kirstein



Life in the fast lane



Broker education

24 Lender news

Non-banks: friend or foe?

24 Andrew Griffiths

Are your customers your best research and development team?

34 broker style

Deciphering dress codes

40 NatAsha Hawker

Why you need to fear premature offers


EDITOR & HEAD OF CONTENT Peter White MANAGING EDITOR Krystal Camilleri STAFF WRITER Rachel Licciardello CREATIVE DESIGN & PHOTOGRAPHY Jodi Kite Darren Paterson Krystal Camilleri ADVERTISING Krystal Camilleri TELL US WHAT YOU THINK We appreciate hearing from readers. If you have feedback, news or have a story idea you would like us to cover, please contact us using the below details NEWS, ADVERTISING AND ADMINISTRATION e: p: 07 4721 1174 w:



All information and images are subject to copyright. No part of this publication may be reproduced without prior permission in writing to the Finance Brokers Association of Australia Limited. The views and opinions of the authors and advertisers do not necessarily reflect the opinions of the publisher. While every effort has been made to ensure the accuracy of information at the time of publishing, the publisher accepts no responsibility or liability for errors, omissions or subsequent consequences including loss or damage from reliance on information in this publication.

In The Chair with Jan Kirstein


s you know, our core purpose as the finance broking industry association is to ensure the integrity of the industry in which we – and you our members – practice. We do this by being the voice of the finance/ mortgage broking industry, by pushing for best practice, developing training and education that upholds the standard for those operating within our industry, by working with government, regulatory bodies and other stakeholders to ensure compliance, and by safeguarding our members and your customers so that our industry remains professional. As part of this commitment, we have spent the past 18 months or so working with the ACCC and ASIC to develop a formal disciplinary tribunal. As this edition of Broker Magazine lands in your inbox, we are only just finalising the procedure guidelines. (Updated information around the disciplinary tribunal can be found at the FBAA website.) As our industry has grown, and the FBAA too as a result, this is an important piece for ensuring we deal with issues quickly, discipline members who have been shown to have acted against our guidelines, and protect members who have acted correctly in their processes and judgements. As brokers, we are required to mediate any disputes with our customers, which can be a conflicting position. Under the new process, should a customer lodge a complaint against you, an FBAA member and practicing broker, you can pass the complaint to us for assessment. If we deem the complaint serious we can put it through the formal disciplinary tribunal, which will determine whether mediation is required and a barrister will 6

deliver a professional legal determination. If the dispute then proceeds to court or goes to the ombudsman, the barrister’s legal position would be presented to the court. This new process will help us deal with lesser issues quicker while ASIC deals with more serious issues in the marketplace. Another item we have been working on in the FBAA offices of late is the review of our advisory committee structures. As we have grown, these committees, and the need for these committees, have too. As such, a Director now drives each committee. Aggregator and lender advisory committee – Jan Kirstein Commercial and equipment advisory committee – Chris Szigeti Equity release advisory committee – Stephen Rasmussen Motor finance advisory committee – Stanley Millar Student career path advisory committee – Kim Szigeti These committees will form an important part in supporting industry and expanding various programs to the benefits of members, and customers.

Jan Kirstein Executive Chairman Director


From a shiny new partnership with luxury vehicle brands BMW and Mini to our 2017 National Industry Conference pushing us to Go Beyond, the FBAA is committed to progressing us as brokers, as an industry and as individuals. And even though we love it in the fast lane, we also know it’s important to sometimes slow down so we can take care of our health.



life in the fast lane



life in the fast lane

IN THE DRIVER’S SEAT WITH BMW We are pleased to announce we have secured a partnership with BMW Group brands BMW and Mini, in which FBAA members can access purchasing discounts and exclusive benefits including extended warranties and servicing extras, when buying one of these vehicles new. BMW and Mini offer a range of models (and price tags) to suit the varying requirements within our industry – from a company fleet with a vibrant urban image that could be met by the Mini, to the luxury and prestige of BMW’s 7 series. To access these discounts and benefits, you will need a document from the FBAA to confirm you are eligible. Find out more information at our website. Click here

SPOTLIGHT ON MENTAL HEALTH We have an industry of over 26,000 brokers, around 500,000 bankers in the finance sector, and mental health is something we have historically tended not to talk about. Statistics show 10

45% of Australians will have a challenge with mental health at some time in life. At any point in time, 20% or 1 in 5 people are currently suffering a mental disorder challenge. A disturbing statistic is that approximately every three hours someone commits suicide in Australia. Given that we work in a fairly high stress environment, we want to make sure FBAA members – and all those in our industry – are aware it’s OK to talk about mental health and the challenges and stresses of life, and reach out for help. The FBAA has decided to take an awareness ambassadorship position, meaning that we want to have the conversation our industry has tended not to have around mental health. As well as engaging in September’s R U OK? Day and inviting Angry Anderson to speak on the topic of mental health at our national conference in November, we will incorporate various awareness days throughout our 2018 calendar.

ourselves to the next level, shatter that light bulb and go beyond what we’re doing. We have an inspiring lineup of speakers for this year’s conference, starting with our key speaker, Angry Anderson, who will speak about mental health, a topic we have identified as a priority for FBAA. Head to page 44 to read our interview with Angry.

At Go Beyond you will also hear from consumer finance specialist and commentator Lisa Montgomery; economic commentator and awardwinning broadcaster Peter Switzer who will discuss what’s going on in the economic climate in 2018 and beyond; cyber crime specialist Dr Graeme Edwards; and specialist coach and mentor and strategist for mortgage industry Mark Blundell. The evening’s MC will be silver Logie award winning actor, Rob Carlton.

WILL YOU GO BEYOND? The FBAA’s 2017 National Industry Conference this year takes inspiration from Albert Einstein’s words – “Once we accept our limits we go beyond them.” We all have light bulb moments, and in those moments we need to take

Friday 24 November sea world, Gold Coast Tickets are available here.

paper to Treasury and the Federal Minister in response to ASIC’s remuneration review, and will offer this industry response alongside our individual responses, which were submitted before 30 June 2017.

UNITED VOICE REACHES HIGHER VOLUME The FBAA is currently meeting with industry associations – FBAA, MFAA, ABA, COBA and AFIA – for what’s been named the Combined Industry Forum (CIF). This Combined Industry Forum is a significant standing, bringing associations, brokers, five lenders and five aggregators to the one table, for the first time ever, to work through the consequences, pros and cons of any decisions that may be made by government in response to the ASIC Remuneration Report. The Combined Industry Forum is currently writing an industry

The industry paper is expected to be finalised around November, however government response to ASIC’s Remuneration Report will likely be within the first half of 2018.

FBAA DIGITAL TOOL UPGRADES CONTINUE FBAA staff have been working vigilantly on an overhaul of our website. Our goal is to enhance the site’s usability and improve our services to members. The website changes are expected to go live by the end of November. As an extension of this, we are currently looking at app technology to expedite processing of loans and fluidity of processes. This app project is likely to conclude around

mid-2018, and I look forward to delivering updates along the way.

SBAA CHARTING THE WAY FOR SMALL BUSINESS The Small Business Association of Australia (SBAA) with which the FBAA is affiliated, has held its first industry summit and is currently developing its first Small Business Charter. The charter is designed around 10 pillars, which are all about how you engage with small business, best practice and so on. It is currently in draft phase. With most of 26,000 brokers operating as small businesses, this charter is significant to our industry.

Peter White

Executive Director Government | Media | Strategy



The Ultimate Executive Sedan the all-new BMW 5 Series

High-performing, luxurious and sleek, the all-new BMW 5 Series is to be experienced to be appreciated.

The BMW 5 Series is the quintessential executive sedan and is acclaimed worldwide for its intuitive driver assistance systems and agile performance. 12

The seventh-generation BMW 5 Series follows in the footsteps of its predecessors by combining the latest innovations with high performance, efficiency, safety and exceptional dynamism. Technological advancements and luxurious appointments from the flagship BMW 7 Series also feature heavily in the new saloon, including a spacious and sophisticated interior, cutting-edge connectivity and comprehensive autonomous functions.

Boasting improved interior space to the front and rear of the cabin, the new BMW 5 Series takes occupant comfort to the next level. Eight different massage functions can even be added to the electric adjustable front seats for on-the-go driver rejuvenation. The new 5 Series is the most connected BMW ever, debuting the iDrive 6 infotainment system. With an impressive 10.25-inch colour touchscreen users can now access the full suite of technologies and driver assistance

features via the traditional iDrive circular controller, dynamic touchscreen or BMW’s futuristic Gesture Control. Further advancements have also been applied to BMW’s signature Head-Up display with a 70% increase in projection area and full colour graphics. These are just some of the features prominent as part of the BMW ConnectedDrive suite of services. The 4G-capable service also includes 13


“BMW’s Remote Parking allows the driver to stand outside the vehicle while the car does the parking.” advanced real-time traffic information, intelligent emergency call, TeleServices, Concierge Services and phone app-based Remote Services.

Active Cruise Control with Stop & Go function brakes and accelerates according to traffic flow and maintains a safe distance from other road users.

Remote Services is particularly powerful, allowing the user to control key aspects of the vehicle while in a different location. Through the BMW Connected app, the cabin can be pre-conditioned, doors locked and unlocked and you can even flash the headlights. A Find Car function is also possible, meaning you’ll never be stranded in a crowded car park again.

The range commences from $93,900* with the BMW 520d and offers an additional diesel BMW 530d and two petrol models, the BMW 530i and 540i. This portfolio was recently expanded with the arrival of the BMW 530e, a plug-in hybrid that set an industry benchmark in Australia achieving price parity with the BMW 530i.

Journey management is another highlight of the BMW Connected app, enabling sending of destinations directly to the 5 Series’ navigation system as well as integrating with your calendar and providing ‘Time to Leave’ notifications, ensuring you will make your next engagement on time. Further advanced connectivity is realised when the BMW 5 Series is optioned with the Display Key. This device – which debuted with the 7 Series in 2015 – now takes things a step further by allowing access to BMW’s Remote Parking functionality, a system that allows the driver to stand outside the vehicle while the car does the parking; particularly useful when navigating tight spaces.

Most importantly, you can have peace-ofmind when purchasing a BMW thanks to the integrated condition-based service system that identifies the service requirements of your vehicle based on your personal use. Comprehensive BMW Service Inclusive packages provide further comfort covering all scheduled servicing costs for five years or 80,000kms, whichever comes first. Boasting exceptional driving dynamics, elegant design and cutting-edge innovation, the new BMW 5 Series makes every journey unforgettable.

Remote parking isn’t the only feature adopted from the 7 Series, a range of innovative assistance systems allow the 5 Series takes the next step towards automated driving. Front and side radar systems that continuously monitor the vehicle’s surroundings work with the Steering and Lane Control assistant offering occupants the ability to drive hands free for periods up to 30 seconds from 0–210km/h. 14

*Manufacturer’s Recommended List Price is shown and includes GST and Luxury Car Tax (LCT) – if applicable, but excludes dealer charges, stamp duty, statutory charges and on-road charges, which are additional and vary between dealers and States/Territories. Customers are advised to contact their nearest BMW dealer for all pricing enquiries.


Now that BMW is a proud partner of FBAA, as a member you can enjoy many exclusive rewards giving you the opportunity to experience the performance, style and dynamism of the Ultimate Driving Machine for yourself. You and your spouse will also have access to BMW Advantage benefits, such as complimentary BMW Scheduled Servicing for 4 years/60,000kms and corporate pricing,^ to name but a few. In addition and as a limited exclusive for FBAA members, if you purchase your new BMW before November 30 2017, you’ll receive a $2,000 bonus.* To find out more about how FBAA is making it possible for you to start a rewarding journey with BMW, please go to or visit your preferred BMW dealer today.

*Benefits apply to the purchase of a new BMW vehicle and only to the vehicle purchased. Subject to eligibility. Terms, conditions, exclusions and other limitations apply, and can be viewed at ^Offer applies to new BMW vehicles excluding BMW M4 GTS purchased by FBAA Australia members or their spouse between 01.10.2017 and 30.11.2017, and delivered before 31.12.2017. Bonus discount amount includes GST and is applied once to reduce the driveaway price of the vehicle purchased and may not otherwise be redeemable for cash and is not negotiable or transferable. Unless excluded, this offer may be used in conjunction with other applicable offers during the promotion period. Terms and conditions apply which are available at

BMW18570_297x210_Broker Mag_FA.indd 1


14/09/2017 10:23 AM

Keeping up with changes in the lending landscape is about much more than ticking a few professional development boxes. By investing in innovation, quality content and listening to what brokers want, Vow Financial is getting ready to reinvent the way our industry learns.


Aggregator news

Broker Education



Why we are reinventing broker education

By Vow Financial


he lending landscape has been changing fast in recent times. Keeping up with that pace of change is harder than ever. But that doesn’t mean we can afford to fall behind. Vow Financial has been watching these developments and ensuring we are on the front foot, and nowhere is this more important than in broker education. Simply put, we believe that learning and development has not kept pace with the broking industry’s evolution. Instead, it is based on a legacy of risk mitigation created by product providers and brokers box ticking CPD (continuing professional development). That’s nobody’s fault – it was the way the sector developed and reflected the focus, resources and reason for doing it. But being focused on selling and learning about products means the industry is subject to being commoditised. 18

Instead, we want brokers to be empowered, and to provide great service while protecting their business, reputation and clients’ interests. So, if we look at where our industry is heading it’s clear we need a new approach to education. The level of complexity and change means we need to get better at engaging with brokers, so we can help them to become better business owners as well as brokers. An innovation-led approach Our approach to learning represents a shift in thinking about how to support brokers. Innovation is at the heart of it. YBR Group has been focusing for some time on a major initiative that will create a new model for learning. We have a suite of great content, but are

now working on delivering that at scale, in the most engaging format. Our approach includes a greater focus on experiential learning, learning by doing and working as a team. The online platform will support both inductees and experienced operators and will be available 24/7, in multiple formats to suit all learners – video, webinar and text. We are also working closely with our lending partners in forming the content for this platform, to ensure material is up to date and relevant. The focus is on coaching brokers to run effective businesses, not simply do the minimum to keep up with CPD. It’s not just about compliance but about boosting efficiency, for example, by minimising re-work rates. It will also have a strong focus on practical business skills, such as lead generation, digital marketing and customer relationship management.

Ultimately, this is designed to help our brokers run a better, more profitable business and give consumers better outcomes. More than just compliance

We take a proactive approach to supervision and monitoring, so that our brokers feel confident about their business, not worried about audits.

Now we can extend this, equipping them with the latest knowledge and skills, in an interactive way.

what brokers want, we are getting ready to reinvent the way the industry learns.

We will draw on the latest tools and technology, to deliver a platform unlike anything available in the industry today. This will sit alongside our existing online and face-toface peer learning such as conferences and PD Days. By investing in innovation, quality content and listening to

Clive Kirkpatric Vow Financial




Don’t miss the


National Industry Conference Friday 24th November 2017 Sea World Conference Centre on the Gold Coast FREE for FBAA Members – $165 for Non Members




hat’s your measure of success? And what’s holding you back from achieving it today? This year’s FBAA National Industry Conference is all about YOU. It’s time to tackle your personal weaknesses, and business limitations head on. We’re going to arm you with the necessary knowledge to identify and overcome the unique challenges facing your business in today’s everevolving finance industry. We’re challenging you to rise above and to Go Beyond the rest of the pack. This year, the FBAA is hosting Australia’s largest finance industry event, 2017’s National Industry Conference “Go Beyond”. Join us and over 1000 delegates at the Sea World Resort Conference Centre. A one-of-a-kind industry conference for Finance Professionals around Australia, the FBAA has gathered the most knowledgeable industry experts and business speakers into a unique one-day event. 22

At night, it’s all beach and bubbly as we celebrate in style at the industry’s largest beach party ever: The FBAA Gala Dinner and Awards of Supremacy! Places are limited, don’t miss out.

Who should attend? FBAA’s National Industry Conference is an essential event for all practitioners in the finance industry who want to go beyond the status quo and overcome the challenges of building their business and brand. Small business owners, sole traders, BDMs, new to the industry to senior executives: this event is for anyone who strives to be the best.

5 Reasons to Register Today 1. Be heard and influence change at the exclusive Industry Panel. 2. Learn effective small business building tools to build your brand of tomorrow. 3. Gain first hand knowledge from leading industry speakers. 4. Go beyond the competition with training from the top sales experts. 5. Get fancy at the most talked about night, the FBAA Gala Dinner and Awards of Supremacy.

Guest Speakers Meet our leading industry leaders.

Rob Carlton Master of Ceremonies

Silver Logie award winning actor, Rob Carlton has been working in Australian film, theatre, and television since the age of 14!

Graeme Edwards

Lisa Montgomery

Peter Switzer

Live in the Moment

The World of Cyber Crime

To 2018 and Beyond

Council Member at Institute of Financial Services

Investigator at Fraud and Cyber Crime Group Brisbane

Award-winning broadcaster and founder of Switzer Group

Angry Anderson

Mark Blundell

Mental Health Speaker

Stand Out From the Crowd In a Saturated Market

A passionate and insightful keynote speaker on mental health.

Specialist Coach, Mentor, and Strategist at Mortgage Sales Mastery 23

Non-Banks: Friend or Foe?


Mortgage Ezy takes us back to the start of the ‘new non-banks’ and looks at what competition non-bank lenders have today for their slice of the market-share pie.




Non-Banks: Friend or Foe? T

he changes that Paul Keating made in 1983 failed to provide the Foreign Banks the competition the Labor government wanted in the housing market. However, this legislation paved the way for a new breed of non-banks such as Aussie Home Loans which in the mid-1990s undercut existing lenders by more than 3%. This sparked intense competition that finally made the banks respond by increasing the discounts offered to their best clients on standard variable rates in the late ‘90s and the overall margin on residential loans decreasing for all. Before the new non-banks’ arrival in 1994, the margin between the Big 4 Banks’ standard variable rate and the cash rate sat at 46% with the cash rate at 7.5% and housing rates averaging 11%. After the non-banks’ entry, the margin immediately started to be driven down until it accounted for just 34% being a 5.25% cash rate and 7.05% the average variable rate in 2005. The non-banks’ market share peaked at 25% around the same time, but when the Global Financial Crisis (GFC) hit in 2007 nonbanks share declined at a rapid rate largely due to the Bank Guarantee the Australia Government provided to approved ADIs


(Authorised Deposit-taking Institutions) which created a flight of deposits to them. This provided cheap money for lending and a competitive advantage over non-banks in uncertain times. Today as a result non-banks now sit at around 5% of the overall market. Shortly after the GFC the banks’ margin started to increase with many of the Big 4 buying direct competitors and repricing. Today, CBA, Westpac, NAB and ANZ represent 75% of the housing loan market directly with many of the other 20% of the smaller banks’ share being written by direct subsidiaries. The decline in competition has meant that today margins have increased massively to

240% being the cash rate at 1.5% and the average variable rate of 5.10%, however it’s in investment loans that the margin spread is even more pronounced at a staggering 300%, nearly nine times the margin at non-bank’s peak. Nevertheless, it has not been doom and gloom for all nonbanks with Peppers, Latrobe and Mortgage Ezy being the shining lights. These lenders have increased their market share as the sector has gone backwards. Back-to-back Non-Bank Lender of the Year, Mortgage Ezy more than doubled its share of the pie and now captures around 4% of its market share with innovative offerings at sharp rates, being one of the few lenders to still offer non-resident and SMSF loans at 1–2% under its competitors.

And with housing loans available at 3.59% and investor rates at 3.79% it has been a fierce competitor. Global giant Pepper has expanded its range from non-conforming loans to prime borrowers seeking higher LVRs or interest only for example and this has increased its overall loan book

from $7 billion to $8 billion in 2017 alone. While Latrobe has prospered with its specialty loans, it has also entered the prime space competitively and has been steadily increasing its volumes. With banks adopting stricter lending policies

generally, as well as having to limit investment loans in particular, increased pricing is not going away anytime soon. Unfortunately it will be left to those few remaining nonbanks to “keep the bankers honest”.

Peter James






CEO of Mortgage Ezy


Quick & easy solution for your clients cash flow Allow your clients to instantly pay supplier invoices on their trade facility Get paid immediately on their slow paying debtors Monitor their clients to avoid bad debt hurting their cash flow Securely sync with their cloud accounting



BEACH PARTY Friday 24th November 2017 ...

Sea World Theme Park, Gold Coast Cocktails – Dinner - Live Entertainment




RTO: 51428



Are Your Customers Your Best Research and Development Team?


Author • Mentor • Presentor 31

Author • Mentor • Presentor

Are Your Customers

Your Best Research and Development Team? And are you listening to what they have to say?

Generally, our customers are always giving us clues about what they want. Sometimes they aren’t even clues, they are outright demands, and the message is clear, if we don’t come up with what they want they will find a business that will. Clearly, we have an opportunity on our hands. That said, this only works if we are listening to what they have to say and that seems to be the problem. As business owners, many of us are too busy to hear what our customers are saying, and one day, we realise that the regular face that we were used to seeing hasn’t been around for a while. Or that regular order that we received online, simply stopped and we were too busy to follow up to find out what the issue was. I was recently running a four-day retreat in Bali for a number of my trainee authors. The conversation kept going back to speaking and presentation skills. Initially, I was getting a little frustrated as this was taking us off topic, but on day two, I finally realised what they were all telling me, they wanted training to be


better speakers. I got it, offered to do a four-day speaker training program and they all committed on the spot. The international franchise Bark Busters made a point of listening to potential customers. People were having issues entering properties with dogs, which was a major issue for many service related industries like meter readers. Bark Busters realised this was an opportunity, so they developed training programs to teach people who have to enter properties with dogs how to do it and avoid being bitten. They teach these courses to organisations everywhere. Generally, we lose customers over the little things, although we think we lose them over the big things. Our customers will gladly give us their ideas, thoughts, desires and needs, and whilst they may seem little in among the scheme of things in your day, to them, they are significant enough that they make mention of it. Imagine the stress of entering properties with ‘Beware of Dog’ signs all day long if you are not confident? What a relief

to be taught the skills to eliminate this fear? That’s a big relief for people in this situation. This is in itself a big deal, as people generally don’t want to speak up, fearing that the business owner might take their feedback in a negative way and often that’s exactly what happens, or just as bad, they are completely ignored. The moral to this idea is that we need to be listening really closely to what our customers have to say. Remember, what they really want, and need may come out in snippets of information in a short conversation. Our job is to get better at hearing these snippets and clues and being prepared to act on the information they share.







CODES It’s the season of office get-togethers, engagements, weddings and Christmas parties. All too often we receive an invitation with a dress code and have no idea what it really means. Here are the most common three dress codes you will come across this party season and what they mean. By Joshua Heath




Casual MEN This is not the occasion to wear shorts with your favourite logo t-shirt, nor the time to wear jeans and a jumper. You’ll want to invest in a quality pair of slim leg chinos in classic navy or tan. Avoid bulky side pockets and stick to sleek and tailored styles. When it comes to shirting, you can’t go past an open-collared linen shirt – they ooze casual sophistication and look great when the sleeves are rolled up too. Keep your shoes simple with either a loafer or modern trainer, ditch the socks or go no-show. If the event’s in the evening, think about a lightweight cotton blazer in a contrasting colour to your chinos.

Black tie MEN It’s the invitation that calls for tradition; so don’t miss the opportunity to step out in your sartorial best. For a contemporary twist on the traditional black and white tux, and to add your own personality to an age-old tradition, try a midnight blue tux or a white jacket option. A crisp white tux shirt, polished black shoes and of course a black tie or bowtie is essential and nonnegotiable. WOMEN Ladies, this is your time to feel every bit the Oscar award-winning actress, walking the red carpet. Just remember though, if you’re a guest never over shadow your host. When it comes to black tie for ladies, there is more scope for interpretation than there is for men, though darker shades and minimal prints are recommended for a classic look. Keep the style long and flowing, a simple clutch and elegant heel should complement not compete with the overall look. 36

WOMEN Ladies, a casual dress code is the perfect occasion to wear a playsuit, kaftan or a sleek pant and blouse in bold florals, prints or a bright colour. Keep your makeup fresh and dewy with a strong lip colour that complements your outfit. If your event is outside, you may wish to opt for a wedge or espadrille rather than a heel to avoid sinking into the grass.

Cocktail MEN This is the dress code that confuses so many men during the festive season, and normally refers to an evening function. Cocktail: think suave and dapper, but not a tuxedo. This dress code gives the opportunity to add some colour and texture with jacquard and velvet blazers, bright pocket squares, cufflinks and open collar shirts. WOMEN Sleek, sophisticated and elegant is what you are looking for in a cocktail dress. This is the dress code that encourages you to show your personality with colour and print. Brocade, lace and embellished details will have you standing out in the crowd for all the right reasons.

Mirza & Heath are Australia’s leading Made to Measure specialist, providing exception suiting for both men and women. Receive a complementary Made to Measure shirt valued at $150 when you purchase a suit from our extensive Zenga or Loro Piana cloth collection.


News Desk

Congratulations to our very own Executive Director, Peter White who has been nominated as a finalist in the 2017 Optus My Business, Business Leader of the Year Award. The Optus My Business Awards is the longest-standing business awards program in Australia, and identifies and acknowledges the achievements of Australia’s best business operators. Winners of these prestigious awards represent the best of the best. Winners will be announced on November 10th. Good Luck Peter!

The FBAA would like to Congratulate our National Business Development & Conference Manager, Leah Renwick who was recently nominated as a finalist for the Women In Finance Association Leader of the Year Award.

tion Posi nt Vaca

Keyinvest Mt Hawthorn in Perth WA is seeking to expand its team of brokers. New to industry applicants are welcome with mentoring available and full training provided. We have a centrally located office with some leads provided. Please contact Nick Harper on 0438 151 181 or to discuss this opportunity further.

FBAA Executive Director Peter White will be heading to San Francisco in October for The Adviser’s annual study tour. Designed exclusively for Australia’s elite mortgage brokers and third-party industry leaders, the 2017 tour will focus on innovation, tech, data, and how the best US mortgage brokers dominate their markets. This is an invitation-only event for close contacts and stakeholders of The Adviser’s editorial team. The tour will provide Peter and the FBAA the unique opportunity to hear first-hand from some of the world’s top technology and data firms to see how they’re revolutionising mortgage lending and broking, and opening up lucrative new markets. 38

The FBAA would like to extend a warm welcome to John Purvis who has recently joined the team as Commercial Brand Manager. John comes to us from the Professional Sporting Industry bringing a diverse and unique skill set to the team.

The FBAA is very proud to have been nominated as a finalist in the 2017 Optus My Business, Training and Education Provider of the Year Award. We would like to wish all of the finalists good luck and we look forward to seeing you all at the Optus My Business Awards event on November 10.

Fast finance: every second counts I

t can take a lifetime to build a successful business. But the unexpected can happen. Whether it’s seizing opportunity or acting quickly to stay afloat, fast finance can save the day.

But we love challenges, so after making contact with the original lodging party, we organised a withdrawal of the caveats for 9am the next morning; in person, in a different state.

One of our favourite brokers contacted us recently to do just that – save the day. Their client needed $1,000,000 to close a property deal.

Spending the night finalising paperwork, we were ready to catch the first flight out on Friday morning. From there it was a simple matter of meeting the client face to face, finalising the paperwork and attending settlement of the property at precisely 1:09pm Friday. All in a day’s work.

In just over 24 hours. A phone call on a Thursday morning got the ball rolling, and with plenty to do we needed to make every second count. To finance the loan, the client offered a first mortgage over the property in question, and second mortgages on property he owned. Performing our due diligence, we found not one but two existing caveats on the properties. Now we had a bigger problem to solve, and fast.

Fast finance isn’t something your clients will need often. It could be once a year or once in a lifetime. But when the time comes, we will make every second count. Contact Crown and Gleeson and find out what we can do in 24 hours. email: ph: 1800 73 56 26

How long does it take to build a business? How long can it take to lose one?

A lot can happen in just 24 hours. Including organising urgent finance that could save your client’s business. It’s a late night for us, but a new day for them.


Why you need to fear those PREMATURE offers By Natasha Hawker



Why you need to fear those PREMATURE offers 1. REFERENCE CHECKS

Natasha Hawker Hiring the wrong “ person happens

too often. Part of the problem is that business owners offer a candidate a position, without completing the ‘due diligence’ and, as a result, don’t always get what they wanted or were expecting.

So how can you protect yourself and your business?

It never ceases to amaze me how many owners don’t complete reference checks. You must! But do them effectively - ask the candidate who they were reporting to in each role and then ask to speak to them as referees (not the candidate’s listed choices). Watch them; if they squirm, you have your reference check!

2. BACKGROUND CHECKS At least 10% of my clients have previously experienced employee fraud. If your employees have access to cash or credit cards, complete background checks. It is also good to confirm qualifications.

3. PSYCHOMETRIC ASSESSMENTS We use Harrison Assessments because this actually matches the candidate to the specific role. It confirms whether or not they are a fit for the role and also details their other traits.

4. SKILLS TEST Most employers don’t think to include a skills test as part of the recruitment process. Why not give them a sample situation and ask them to tell you what they would do, the questions they would ask and the strategies they would employ?

5. MEET THE TEAM INTERVIEWS It’s a good judge of character to see how candidates react / interact when they meet the broader team. Your team will


judge cultural fit well and whether they can see the candidate working well as a team member

6. NUMBER OF INTERVIEWS Too many companies make a job offer on the basis of one 50 minute interview, where the candidate spoke for only 20% of the time. Why, would you risk this?

7. TRIAL CLOSE Rather than leap to an offer, it can make sense to complete a trial close. It could be, “hypothetically, if you were to be offered the role today, would you accept?” If the answer is “yes” then you know where you are, and if the answer is “no” you know you have more work to do. If you get all of this right you will: • Increase your offer / acceptance ratio • Attract a better quality of candidate • Have the added confidence of a psychometric assessment • De-risk the hire Make sure you complete all the ‘checks and balances’ on any candidate you are thinking of letting into one of your most prized possessions - your business and your team.

Natasha Hawker owns Employee Matters Pty Ltd; an HR Consultancy that assists small to medium businesses with their HR functions to make them more efficient and profitable. Their offering includes HR Management, Recruitment, Training, Coaching, and Exit Management. find them at

Click here to watch Natasha’s tip of the week.


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Angry Anderson Gives us the black and white on mental health 45

He’s the bald-headed, heavily tattooed, gravel-throated rocker who fronted Aussie rock band Rose Tattoo since the mid-1970s. His legacy though extends far deeper than the music he’s created. Angry Anderson has devoted the past 30 years to sharing his personal story of dealing with depression and abuse, with the goal of inspiring others to take control of their lives and kick the Black Dog.

All statistics quoted within this article were sourced through the Black Dog Institute, the Commonwealth of Australia’s National Mental Health Report 2010 and the Australian Bureau of Statistics (ABS).




ou only have to look at Angry Anderson to see that he fits the mould of a hard rocker. He’s a tough looking bloke. With a wild reputation, that by his own admission was well earned. If you were none the wiser, what you may not assume from his appearance is that Angry Anderson (Gary at birth), is a youth advocate and community activist who has been openly sharing his experience with mental illness since the 1980s. (He was even made a Member of the Order of Australia in 1993 for his role as a youth advocate.) For Angry, his story is a tragedy too common. His home was one plagued with domestic violence, his father was physically and emotionally abusive, his mother “did the best she could, but it wasn’t a nurturing home” and he was sexually abused by a family friend as a young child. “It led, I suppose, to a dysfunction in me,” says Angry, “a dysfunction when it came to academically achieving at school and when I left school, and that’s part of my story of how I got the nickname ‘Angry’. I became famous, or infamous as I say, for all the wrong reasons. “When I was young there wasn’t those networks, systems, programs and tools in place to support someone like me; there certainly wasn’t in schools. Finding support and advice is easier today.” In part that is because of people like Angry who spoke out, when it wasn’t the common thing to do. In the 1980s, while many in the public eye kept their personal tragedies under lock and key, Angry was compelled to speak up, regardless of what it may have done to his career. It was 1976 when Angry first joined Rose Tattoo, the band that would make him famous (or infamous). He has since led Rose Tattoo on and off, in line with the group disbanding

and reforming (that’s right, Rose Tattoo is still around 41 years later). He even added acting to his resume, including the role of Ironbar in 1985’s Mad Max Beyond Thunderdome. And this is what’s interesting: that a tough looking bloke with an even tougher reputation and an equally tough fan base would stand in the spotlight, and tell such a personal story. “My story is a story of dealing with it,” says Angry, who will share his experience in more detail at the FBAA’s 2017 National Industry Conference this November 24 on the Gold Coast. “It’s a story of trying to accommodate it as best I could, and at the same time employing functionality. In other words, living a life that was making sense, and being productive in one way or another even though I was a completely dysfunctional person. “And then of course, life offered me, as it does in its wisdom, a chance for redemption that changed my life around and for the better.” And that’s the message in Angry’s story; that in every person’s life there is a point, or points, when life taps you on the shoulder. Sometimes we just don’t notice the tapping. “Life in its wisdom will offer you the opportunity daily, periodically, if not systematically, during growth periods if you like. We all go through, metabolically speaking and spiritually or intellectually speaking, we go through cycles of growth,” offers Angry, who says it was his awareness and recognition of his own growth that helped him consciously regain control of his own life. “One of the modern day follies is that we are distracted too easily, and justifiably so, by achieving at school, or by deadlines to meet, so it distracts us from dealing with other educational processes which nature has designed. “I’ve been very much aware of my growth as a person,” continues Angry. “I got onto these 47

I take pride in the fact that I’ve been a person very much aware of my own existence, my strengths, my fallibilities, and that’s what helped me get through.



things at an early age. I went through the ‘70s and we took lots of drugs and read lots of revelatory and exploratory books and we talked about things that hadn’t been talked about until then. It was an age of awareness, becoming aware or making ourselves be aware and it was a very cultural time. “I take pride in the fact that I’ve been a person very much aware of my own existence, my strengths, my fallibilities, and that’s what helped me get through.” Today Angry is a keynote speaker, offering his story and experience with abuse and depression to a range of audiences, from schools to mining camps to corporate events like the FBAA’s national conference. The takeaway from Angry’s talk is simple – own your life, choose your life and live your truth. Almost half (45%) Australians will experience mental illness in their lifetime, with the most common illnesses being depression, anxiety and substance abuse disorder. One in six women (17%) and one in 10 men (10%) will experience depression in their lifetime. For men, such mood disorders are overall more prevalent in the 35-44 years age group, while for women they are more prevalent at 25-34 years. The World Health Organisation estimates depression will be the number one health concern in the world by 2030. At its extreme, depression is connected to suicide. A 2016 report from the ABS, showed more than 3000 people took their own lives in 2015 – that’s one person every three hours. The average age of someone dying by suicide was just 44.

skills and capabilities and promise, then what it comes down to is choice,” he says.

These figures demonstrate the need for open conversations on the topic of mental health, and the obligation we each have as friends, colleagues and employers to support those within the broking industry, particularly as we work in a high-pressure corporate environment.

If you believe you may be depressed or anxious, seek help from a GP or psychologist. If you are feeling suicidal, contact Lifeline’s 24 hour crisis support service on 13 11 14 or seek immediate help from a GP, psychiatrist or psychologist.

“It’s what we endure and how we endure it that and how we handle it and how we view it and how we value it and how we absorb it that really matters,” says Angry. “And I’m living testament to that because of what I’ve dealt with over the course of my life and how I’ve deal with it. I’m very proud to say that I’ve done quite well.


“I’m of the school of thought that if we are all born and imbued with the same talent and

“I dealt with, and you can deal with, depression.”

Angry Anderson will share his story at FBAA’s 2017 National Industry Conference: Go Beyond this November 24 on the Gold Coast. For more information about the conference, or to register now, go to events/fbaa-2017-national-industry-conference/


9 signs you need to press pause on your busy life, right now By Daniel Burgess


ay “personal development” and some people automatically think of Tony Robbins, of positive thinking, lots of clapping, cheering and walking on fire. But personal development is really just developing you beyond where you are currently now. Surprisingly, only 10% of the population does any kind of development after university. The thing about change is that it is constant. In nature, nothing stays still. If it did, we wouldn’t have butterflies. Some of us though hit a point where we settle with how things are. We have achieved a certain amount of success and life is good, it’s pretty comfortable. After chasing a career that would help me provide for my young family, I went to holiday in New Zealand. I was about four years into my whirlwind love affair with success at that time, and my boss forced me to go on holiday without my phone. It took that kind of removal from my “every day” and getting out into the mountains for me to realise how disconnected I had become from my wife and my family. I was drinking wine at night to relax and to sleep, coffee in the morning just to wake up and cans of Coke in the afternoon just to get me through. I wasn’t swimming, riding or getting out into the mountains half as much as I used to. 50

We suppress those hidden desires and dreams we had when we were young. At some point, the universe will force us to stop suppressing those thoughts, those feelings and demand us to listen. But what if the universe didn’t have to? What if we decided to take action and say, “I won’t suppress those feelings any longer?” Throughout my life, it always took a major life event for me to change. This time I made the decision to consciously give back to myself, bring things into balance and lose all the weight I had slowly gained and reconnect with my family and myself. Listed are nine signs that it is time to make changes in your life before the inevitable happens.


You wake at night thinking about work and can’t get back to sleep.


You check emails in bed or first thing when you wake up.


You have 20 things on your mind at once.


10–20kg overweight or haven’t been on the scales in a while.


You feel guilty when you overeat and your favourite beverage in the arvo is a can of Coke.


Deciding to change is the easy part, taking consistent action can be a little harder particularly if your reason for change isn’t strong. What is your big reason why this is important to you?

You tell yourself everything is OK, and when someone asks how you are you answer “I’m fine” or “not bad”.


You find yourself telling your kids “I can’t right now I am too busy” or “I just need to finish this first then I will come out”.


You don’t take enough annual leave for fear that the place will fall apart without you or when you do take leave you take your phone with you.


You feel disconnected to those you care about, and you’re not present and in the moment with them.

The answer to your question is….Yes there is more.

Maybe things are going incredibly well for you and maybe you don’t need to change, that’s awesome. What does the next level look like to you? How can you make a conscious decision to work less and earn more, to contribute more, strengthen your relationships, get fitter, stronger, healthier, be a better parent, be more mindful, fulfilled and grateful for all the wonderful things in your life? If you find yourself stuck, lacking motivation, reach out. Book a 30-minute ‘reconnect with what is important’ chat with me.

About the author. Daniel is a motivational speaker, facilitator, mindset coach and takes busy professionals on life changing experiences. A chance to press pause on your busy routine and reflect on what is truly important, before it’s too late. Join him on this journey.

I know you have wondered, is there more to life? The truth is most people don’t press pause long enough to ask. It’s entirely possible to get so busy being busy that you forget…or fail to find out - what is truly important to you. So I’m here today to offer you the opportunity to do just that… To leave your phone at home, disconnect from the Internet and let a Phoenix Experience shake things up for you…take you out of the everyday and into life. And if you’re thinking you’re too busy….then EVEN MORE reason to make this and you a priority.

The Phoenix Experience. Working with elite level busy professions to rediscover their purpose, and improve their health and happiness. Book a call today. e.

p. 0439 761 041



So, you want to be successful. We hear you. Here we look at some of the shared traits of the most successful people around us. What’s the key to success? The secret ingredient? That missing piece we need to take our achievements to the next level? Many people have studied and speculated just how to bottle success so we can all consume the delicious drops. Truth be told, success is different for everyone. Canadian success analyst, author and speaker Richard St John spent 10 years conducting interviews with 500 successful people across all fields, from actors to engineers to architects, athletes, CEOs and Nobel Peace Prize winners. [Think topnotch subjects like Richard Branson, Bill Gates and Russell Crowe.] His research analysed more than 300 traits and resulted in him identifying 8 common traits of successful people – passion, work, focus, push, ideas, improve, serve, persist – or the ‘8 to be great’ as he named them in his book. Ask others what traits the most successful people they know share and you’ll receive similar attributes – they’re ambitious, they lift their line of sight to never be content with where they are; they’re courageous and confident, they are willing to take risk and go where no man (or competitor) has gone before; they’re resilient and aren’t deterred by failure; they have high emotional intelligence and can view the world from different perspectives; and they work relentlessly, often long hours and long weeks because they love what they do.





We have to agree with Richard St John here that passion is numero uno when it comes to success. Most, if not all, successful people believe in themselves, in what they do, in their company, in the company’s vision, in their employees and in their customers. Intelligence is important, but more important is grit, hard work and the ability to hustle, and these naturally come from passion because work doesn’t feel as laborious. Also key here is that passion is often contagious – like positivity.

Successful people are committed to seeing things through. They are willing to work – and work bloody hard – make sacrifices and back themselves because they are committed to achieving the goal in sight. They are focused, persistent and will often work long hours, long weeks, because they want (or in many cases, need) to achieve the goal.

AGILE Successful people are comfortable with change; you may even say they are comfortable with being uncomfortable. They adapt to new surroundings, embrace new ideas and are flexible and accepting under the influence of rapidly changing external conditions, which in turn makes them more engaged in identifying improvements and enhancements. This is also where resilience comes in. Those who are agile and fail are then able to get back up and take a new approach.

USEFUL RESOURCES WATCH Richard St John’s TED talk – 8 secrets of success READ The Power of Full Engagement by John Loehr and Tony Schwartz

SELF-AWARE Successful people understand their capabilities, strengths and weaknesses, they know what energises them and what they need to do to work at their full potential. No book examines this as well as The Power of Full Engagement, which looks into what gives the highest of the high performers the edge they need to win. It boils down to energy management and how you allocate, conserve and reserve energy for the critical moments in your day.

CURIOUS It’s in our nature to be curious, so it’s no wonder that often the innovators, high achievers and the gamechangers around us use curiosity as a means to propel them. Being curious is about more than formal professional development (which is important too), it’s about always learning. Curious people probe deep into understanding the world around them – the market, the needs of the customer, the needs of tomorrow’s customer, their competitors, new technologies, work processes and more. Curiosity is a mindset that keeps people moving forward. 55

THE FBAA DIFFERENCE IN ACTION In June, the FBAA determined there would be greater emphasis placed on enhancing existing entitlements and introducing new benefits to our members, which will become more evident over the coming months. Information regarding the FBAA difference will be circulated to members and the industry as the FBAA becomes more entrenched as the industry leader and ‘service provider of choice’ for finance brokers. The FBAA is creating these new initiatives and opportunities by establishing partnerships within and outside of the finance sector, providing practical, and in select cases, exclusive benefits to FBAA members. The new initiative will also assist new brokers to stay focused on the journey ahead. Unquestionably, one of the biggest influences that the FBAA wishes to bestow upon its members is the importance of professional development. The FBAA now boasts new training tools in conjunction with industry partners. The FBAA is also providing members with the prospect of increasing business enquiries via a unique advertising platform, which will be explained in greater detail further on. On a final note, the FBAA marketing team will continue to keep members attuned of the latest in industry developments in media, technology, professional development, and other relevant industry practices and information. We will also continue to keep members abreast of the many professional development summits and social events that are occurring. Please ensure that you regularly review our social media posts, e-newsletter releases, podcasts, app updates, electronic direct mail, and website page links and updates for the latest information. All the best and good marketing from the FBAA! 56


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A has indorsed two training programs that were introduced to members in er including Top Broker’s Zero Down marketing training and ULetter’s Building Business in 100 Days.

er’s training course is designed to assist those FBAA members who have been ustry for two years or more and require additional training to continue the f their business. ULetter’s Building a Referral Business in 100 Days focuses on embers who are new to the sector and need initial guidance. Review FBAA’s or additional information.

A and Top Broker have also worked in conjunction to produce a podcast signed to both education and celebrate the success of our top brokers in nd. A sequence of interviews between Top Broker and finance brokers is now e from the FBAA website and is updated on a fortnightly basis. Information g topics and scheduling is updated in the FBAA’s fortnightly e-newsletter.


A and ULetters are also working together offering FBAA members an exclusive ity to utilise ULetter’s unique e-newsletter platform. ULetters will design a ed newsletter for your business that will be forwarded to FBAA member s on a regular basis. This platform saves time and money and ensures that embers are communicating to their customers in an appropriate manner, with nformation, and on a regular basis. Find out more about this valuable and ommunication platform by going to


A is proud sponsor of the Digital Bootcamps that have been occurring ut the country over the last couple of months. These bootcamps have shared stry just how important this medium is to business growth. Further, FBAA s, and will continue, to offer our members with information via appropriate ediums. The FBAA has been heeding members’ responses regarding the FBAA ts functionality, content and look and feel, and we are making adjustments that de members with one of the best industry websites.


has offered FBAA members in Sydney the exclusive opportunity to be part ed advertising program with a ‘guarantee’ that they will generate business for those participating. Review the FBAA website for further details or go to






Dip Fin Serv (MBM), Cert IV, FSMP, Dip




Executive Director, Special Responsibilities – Government, Media, Strategy

Director, FBAA Life Member Special Responsibilities – Company Secretary

Jan commenced his finance career in 1976 and has worked principally in senior lending and sales roles. Jan joined the broking industry in 1996 and formed his own broking company in 1998. Jan joined FBAA in 2002, was appointed North Queensland representative of the Association in 2002, and has been a Director since 2005. He has held several positions on the board such as National President, Chairman of various committees and has been Chairman of the Board for a number of years. Jan was admitted to the status of Life Member in 2013 in appreciation of services provided to the Association and members.

Peter has vast experience in Banking and Finance spanning over 38 years, which includes his most recent admission onto the advisory board of the Small Business Association of Australia. Peter is highly engaged with Government and Industry Regulators ensuring beneficial outcomes for current and future reviews that are, and will be undertaken. Peter has held FBAA roles of NSW President, National Vice President, National President, Chairman of the Board of Directors and Chief Executive Officer.

Stan has many years of experience in banking and finance. Stan joined ANZ Bank in 1966 and worked in that organisation until 1992, reaching the position of Branch Manager. A founding member of FBAQ which later became FBAA, he was elected Secretary early in the Association’s history and has held the position almost continuously ever since. He was made the first Life Member of the Association in recognition of his service to the Association and its Members.

Principal Brokir Pty Ltd Phone: (07) 3847 8119 Fax: (07) 4723 7699 Email:

Phone: 1300 130 514 Email:

Managing Director Bromac Business Services Pty Ltd Phone: 1300 130 154 Fax: (07) 3041 0350 Email:

Director, FBAA Life Member Special Responsibilities – Chairman of the Board of Directors





AFB, Cert IV (FMB), B.Com (Prof Acct),

AFB, Cert IV (FMB), Dip (ML) Sec Inst,




Director, FBAA Life Member Special Responsibilities – Treasurer and CFO

Director, Special Responsibilities – Member Finance, Audit & Risk Committee

Director, FBAA Life Member Special Responsibilities - Vice Chairman and IDR Chairman

Rick has vast experience in accounting practice and education, finance, financial planning, property investment, and mortgage broking spanning more than 15 years, and currently is a registered agent of ASIC. Rick joined FBAA in 2012, was SA State President 2013-15, and elected to the Board in 2015.

Chris has been involved in the finance industry since 1975, running his own Mortgage and Finance business, Chris Szigeti & Associates t/as CSA Finance and Mortgages Can Do. He started his finance career with IAC (Citibank), then 10 years with AGC, where he held senior managerial roles covering all aspects of Finance. Chris was a founding member of FBAQ in 1992 which evolved into the FBAA. He was Queensland State President (2004-09), first elected to the Board in 2009 as National Treasurer (200911). Chris was admitted to the status of Life Member in 2014 in appreciation of services provided to the Association and Members.

John Mulcair has vast experience in banking, finance and accounting spanning more than 50 years. John joined FBAA in 2002, was appointed ACT Representative in 2003, ACT State President in 2005, first appointed to the Board in 2006, National Treasurer 2006-08, Board Consultant 2009-11, then re-appointed to the Board as National Treasurer in 2011. John was admitted to the status of Life Member in 2009 in appreciation of services provided to the Association and members.

Business Owner Nieuvision Phone: (08) 8263 4009 Email: rnieuwenhoven@fbaa.

Managing Director Chris Szigeti & Associates Pty Ltd T/ as CSA Finance & Mortgages Can Do Phone: (07) 5592 2635 Email:

Director Wilde Mulcair Pty Ltd Mobile: 0416 049 423 Email:





AFB, Cert IV (FMB), B.Com (Prof Acct),

JP (Qual), AFB, Cert IV FS (FMB), Dip FS



Director, Special responsibilities­­Audit & Risk Committee

Director, Special Responsibilities - Director Policies, State Branches

Stephen has been involved in the finance and banking industry for more than 40 years, starting with the CBA in a branch environment. Stephen started his own broking business in 1995, essentially as a one-man operation. Having been appointed as QLD/NT State President in 2009, Stephen is now enjoying contributing to the board’s endeavours.

Kim Szigeti has vast experience in finance and mortgage broking spanning more than 20 years, and currently holds a Real Estate Licence. Prior to this Kim held various positions in retail and hospitality, as well as volunteer in previous and present positions with community organisations. Kim joined FBAA in 2005, was Secretary of QLD Council 2007-09, and elected to the Board in 2015.

Managing Director Tailored Lending Concepts Mobile: 0412 295 875 Phone: (07) 4615 5082

Mortgages Can Do Phone: (07) 5592 2635 Email:



How I source brokers for businesses W

hen a new client engages me to source talent for their business, whether it’s a Finance Broker or a Loan Processor, they are always keen to hear how I find them. More often than not the group has started the recruitment process already, maybe with an advert on seek or LinkedIn, asked their aggregator BDM but reached out to me because they’ve had no success. The way I find brokers isn’t the same as other recruiters and the reason for that is because of the industry in which brokers operate. The lack of industry standard when it comes to remuneration (no standard salary or commission split) brings about difficulties. Further, complications like changing aggregator or becoming qualified to write loans can take time and a slow turnaround isn’t good for anyone. In the past, engaging a recruiter was about access to a huge database. Companies like Michael Page that had been recruiting for years and had collected resumes of a period of time could search through, cold call or approach past candidates. However, LinkedIn and social media has devalued this proposition as now almost everyone can be found, in particular in the mortgage broking

space when everyone wants to be searchable and visible. Just like any sale or transaction, the best leads that turnaround the quickest are the ones that come to you. By having the right marketing in place, positioning myself as “The Expert” within mortgage broking, constantly demonstrating credibility and expertise and being seen across a broad range of mediums drives business and leads. The brokers that reach out to me have pretty much made up their mind, done the research and are ready to make the move. A broker who comes to me asking what opportunities I’m working on will convert quicker and is more motivated to move than someone who has received a cold message on Linkedin, needs to be convinced that a new opportunity is better than where they are, or has been interviewed but in the end could potentially take a counter offer anyway because they weren’t looking for a move in the first place. Really, when looking for the right candidate for the company, or looking for the right company for your next job, there is no option more efficient than engaging a recruitment specialist who knows broking.

Jobs for Mortgage Brokers... 61


Australian Lending Awards 2016

The 3Rs of lending:

it’s as ezy as W

ith the tightening of credit, together with the interest rate hikes of the banks, brokers are seeking lending alternatives. The name on everyone’s lips when thinking of Non-Bank these days is Mortgage Ezy. We talk to the movers and shakers at Mortgage Ezy to ask why. Led by the dynamic CEO Peter James who is a passionate advocate for brokers, always at the forefront of innovation, product design and technology to support them, life is never dull at Mortgage Ezy. When asked why Mortgage Ezy has had huge success while many of his peers have fallen by the wayside Peter James simply refers to his 3Rs of lending.


1. Rates 2. Responsiveness 3. Remuneration

Peter says the 3Rs of lending are similar to the 3Rs at school. “Brokers needs sharp rates to compete against the internet providers and the budget loans on offer, and Mortgage Ezy’s Owner Occupier rates from 3.59% and Investment rates at 3.79% give them the tools to do that.” However, Peter says the second R of Responsiveness is even more crucial to the service proposition. “Without the delivery of speed of our processing and approval, interest rate means nothing to a client in the hot markets across the Eastern Seaboard. Buyers need to get their finance in place quickly lest they lose the property to another buyer.” Lastly, Peter says the final R of Remuneration is “obviously important for any business person and brokers are no exception. However Remuneration is not just about the amount.” At Mortgage Ezy it’s also the speed of payment that is just as important to process remuneration at loan settlement; not weeks and weeks down the track. In addition, Mortgage Ezy recognises that each broker has different needs and so it caters for each business getting the broker trail or the package just right for them. Whether it be a high upfront to a higher trail, depending on

their individual needs, Mortgage Ezy caters to its business partners. Peter says that while getting the basics right is critical, the icing on the cake for our recent growth is spearheaded by the dedication of our team who go the extra mile. “At Mortgage Ezy service is like a taco to a Mexican – essential! In particular this ethos permeates from the top down with our six-person Executive Team: a living, breathing example of this commitment to excellence in service. Combined, they have over 75 years working with Mortgage Ezy and are a wealth of experience guiding us.”

Lender has continually offered premium products at sharp rates often filling the gaps where others fear to tread.

“Without the delivery of speed of our processing and approval, interest rate means nothing to a client…” – PETER JAMES

Mortgage Ezy has always done things its own way and while competing in lending has persistently meant an uneven playing field, this staunchly independent, Australian owned Non-Bank



Ezy Economizer Prof Pack Variable OWNER OCCUPIED

Take for example its SMSF loan at 4.99% or Non Resident Loans, areas few others play in. Every year it seems that Mortgage Ezy keeps expanding its reach, breaking its records and receiving more industry accolades such as winner of the 2017 and 2016 Best NonBank in the Australian Lending Awards, the 2016 MFAA Excellence Awards and this year’s Advisor’s Best Mortgage Manager Award, which is not only deserved industry recognition for the company but also a testament to its ongoing commitment to offer alternative solutions.

No wonder in these challenging times brokers are flocking to Mortgage Ezy looking for an alternative to mainstream lending. Too Ezy!



Ezy Economizer Prof Pack Variable INVESTMENT

Mortgage Ezy Pty Ltd Australian Credit Licence No. 393457 Australian Business No. 84 066 631 169 Broker enquiries only. Interest rate current as at 21 September 2017 and is subject to change.


S RD 1800 TOO EZY (866 399)


Visa Debit card 100% Offset Account Max Loan $1.5mil Max LVR 95% Interest Only option Construction available





GET IN TOUCH WITH YOUR STATE REPRESENTATIVE. Would like more information on an FBAA Event or PD Day that’s happening in your local area? Maybe you have some feedback or an issue you would like to discuss? MARY KOWALSKI Western Australia - State President

JOFF O’SHANNESSY South Australia - State President

Managing Director Synergy Financial Solutions

Director Finance Opportunities

Mobile: 0416 535 606 Email:

Mobile: 0419 820 149 Email:

CHRISTINE GREEN Queensland & Northern Territory - State President

GUS GILKESON New South Wales & ACT State President

Liberty Network Services

Managing Director Grow Capital

Mobile: 0434 338 584 Email:

Mobile: 0423 001 002 Email:

BRENDON KURTZ Victoria & Tasmania - State President State Manager VIC/TAS Outsource Financial Mobile: 0478 040 714 Email:


FINANCE BROKERS ASSOCIATION OF AUSTRALIA LIMITED Street: Level 1, 116 Ipswich Road, Woolloongabba Qld 4102 Post: PO Box 234, Stones Corner Qld 4120 Phone: 1300 130 514 Fax: (07) 3041 0350 Email: Web:

“Once we accept our limits, We go beyond them.” Albert Einstein 65