PROFILE
DARREN SAMBROOKS
DARREN SAMBROOKS: A HEAD FOR NUMBERS The Mortgage Choice rising star is one of a new generation of accountants moving into broking, and alongside his wife Renae, he’s bringing a new approach to the business
IN CAREER terms, broking and banking used to be pretty synonymous; indeed, almost all of the industry’s top performers worked for lenders for several years before branching out on their own. That’s no longer the case, as the success of the mortgage broker model – and its 52% market share – is attracting other financial professionals to try their hand at mortgages, with implications for brokers. Darren Sambrooks is Mortgage Choice’s broker for Fremantle and a number of other Perth suburbs, and won the franchise’s WA Rising Star of the Year award back in July. But his background is actually in accounting; not as a personal accountant, as many brokers are accustomed to dealing with, but in corporate and public accounting, at organisations including AGL Energy and ConocoPhillips in the UK. It’s been quite a journey getting to mortgage broking, and to Fremantle. Darren is from Geelong in Victoria, and later spent time in Brisbane and Royal Leamington Spa in the UK. It was his wife Renae, rather than broking, that brought the couple to Fremantle, and to mortgage broking, Darren explains. “We did about all of our life changes within three months: moved home, moved state, had a baby, changed jobs … it was pretty full on!”
Accountants in broking The surge, real or imagined, of accountants into broking is big news this year. Back in June, Certified Public Accountants Australia applied
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for an Australian Credit Licence, which could allow them to sell mortgages. And Darren’s approach to broking suggests accountants who make the move could prosper. From day one it’s helped him submit loans, he reflects: “I think my analytical thinking helps me to put the numbers together in the right spots and come up with scenarios for clients.” Worryingly for traditional brokers, Darren believes the link with accounting helps his marketing. “I think clients have a higher level
mortgage broking and accounting, I feel.” Apart from specific technical skills, Darren has brought the corporate accountant’s longterm strategic approach to an industry that has traditionally been focused on getting the best deal on a single transaction, the home loan. “I’ve had quite a lot of multi-clients,” he explains, “where they’ve wanted to refinance their home and cash out to buy an investment property, or are refinancing multiple investment properties.”
“I think clients have a higher level of trust in me because I do promote my CPA membership” of trust in me because I do promote my CPA membership and it helps from that perspective.” With accountancy being taught as a university degree and the Cert IV for mortgage broking being taught in as little as three weeks, it’s generally a one-way flow between the professions. While he advises clients to consult their own accountants, Darren is finding that his technical skills are a value-add for certain clients. “When I see self-employed clients and companies I can read their financials instantly and even give them general advice on things they could do a bit better. So there’s definitely a connection between
What is bringing these clients back isn’t follow-up calls, or database marketing. Inspired by their initial conversations with Darren, clients have gone out and got those investment properties themselves. It all springs from that initial interview. “I try and make clients realise they can see me for everything; that they’re a client for life, and I’m going to set up everything now to help them in the future … at least have that conversation with them, as it might trigger things that they might want to do.”
Staying relevant online While Darren brings his accountancy skills to the business, it’s his wife Renae who runs
www.mpamagazine.com.au
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23/11/2015 10:54:43 AM