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WOMEN IN THE SPOTLIGHT With 12 female brokers in our Top 100, 2015 has been a better year for broking’s gender balance than 2014, although clearly a lot of work still needs to be done.
Rank Name
Company
Total value of Total number of State residential loans residential loans FY 2014/15 FY 2014/15
26
Wendy Higgins
Mortgage Choice Glenelg
SA
$116,717,999
433
30
Deslie Taylor
Mortgage Choice Beenleigh
QLD
$110,204,112
360
33
Jenni Adams
Smartline
WA
$107,354,751
292
43
Stephanie Cook
Mortgage Choice Lane Cove
NSW
$97,134,842
190
44
Vivian Wei Wang
V Money
VIC
$96,735,000
198
46
Deanna Ezzy
Trilogy Investment Property Funding
ACT
$95,090,841
388
78
Helen Chandler
Elite Finance Group Australia
NSW
$76,000,000
160
86
Bianca Long
Mortgage Choice Glenwood
NSW
$74,239,282
227
91
Angelika Darbinian
Aussie Crows Nest
NSW
$72,129,506
79
96
Leeanne Scott
Mortgage Choice North Sydney
NSW
$71,499,358
189
97
Erica Elvy
Aussie Rouse Hill
NSW
$70,853,307
133
98
Stephanie Brennan
Tiffen & Co
ACT
$70,814,642
242
LEADING LADIES A Top 100 legend, Wendy Higgins has topped the Top 100 charts several times and is SA’s top broker; and, if that wasn’t enough, her brokerage Mortgage Choice Glenelg came in at No. 1 in our 2015 Top 10 Franchise Brokerages report. Although she only established her Mortgage Choice franchise in 2007, Deslie Taylor is emerging as one of Queensland and Australia’s top brokers, beating the $100m mark. She’s based in Ormeau, Queensland.
10
LOUIS KOVANIS Genius Loan Solutions, Kogarah, NSW Total value of residential loans FY 2014/15: $155,000,000 Total number of residential loans FY 2014/15: 110
What do doctors have to do with finance? Well, quite a lot, if you’re Louis Kovanis. The Sydney-based broker, who specialises in finance for medical professionals, is surprised and delighted to be back in the Top 10, having been No. 8 in 2014. He’s moved to a sparkling new office in Kogarah, where “the theme is very much modelled around the medicos: top-notch – when you walk in you think you’re visiting a plastic surgeon”. Kovanis admits the move has taken his focus off broking, but he “had to be close to the action”; Kogarah has a large number of hospital facilities, and thus medical professionals who he will be able to visit. Kovanis insists his clients are the ideal clients: they’re well paid, get favourable policies from banks (including up to 90% LVR), and aren’t affected by recent APRA changes. It’s because of them that Kovanis’ average loan is by far the biggest in this list – an impressive $1,409,091 – despite still being a lone broker with just one supporting staff member. Medical professionals are, however, extremely busy, which is why Kovanis is moving to their doorstep, and they rely on referrals to find brokers. Kovanis has built up a network of satisfied clients, but has other plans: “I’m actually expanding interstate now, into Victoria … I’m sponsoring medical conferences; I did a big sponsorship of a cardiology conference recently … the convener was my client.” Kovanis doesn’t advertise, however, because he wants to focus on high-level professionals: “You don’t want to start reinventing the wheel; look at the changes that are occurring but don’t necessarily change your model.” Now established in the new office, Kovanis is ambitious about rising even higher in the Top 100: “My turnover will be a lot higher; I’m going to be in the top five next year.” Although working in a niche area, Kovanis believes he faces the same challenges as all brokers: “You’ve got to keep on top of the game; it’s not only other brokers, it’s private bankers. Everyone’s your competition at the end of the day, so you’ve got to keep in touch with your clients, keep them up to date, and make sure you deliver exceptional service, the best products, be fully transparent and have integrity.”
www.mpamagazine.com.au
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3/11/2015 6:25:37 PM