UP FRONT • TMMONLINE.NZ/NEWS
New next for mortgage advisers
Hamilton-based Nest Home Loans is aiming to go national with a series of franchised operations across the country. Founders, Jeff Kerwin and Richard Petersen, say their franchise business model will turn the industry on its head. Nest Home Loans has the potential to provide new competition in a field dominated for years by Mike Pero Mortgages. Although Kerwin doesn’t view Mike Pero as competition. He says the sector has a strong future as mortgage advisers account for an increasing amount of loans originated each year. “I think as time goes by, more and more consumers will turn to mortgage advisers instead of going straight to the bank as their first option.” Kerwin’s aim is for advisers to be able to grow a business that offers a better work/lifestyle balance. 06
TMM 04 • 2021
He says many successful advisers often find themselves working up to 60 hours a week in a room by themselves. “They are unable to get away from their customer’s finance dates and take a holiday, which is a steep price to pay for success.” In order to achieve that Nest has invested heavily in technology, systems and processes, having the right staff in the right areas, and a focus on a great customer experience. Nest have built their own CRM software that is only for use within the Nest Home Loans network. “The CRM software hasn’t been seen by many people, but those who have seen it have said its better than anything they have seen in the market. It is fully workflow driven and is designed to deliver the client and adviser a high quality and replicable experience.”
The CRM is well complimented by a centralised team of admin who drives 80% of the tasks within the CRM and the workflow. The broker only needs to worry about doing their 20% part in the process, and the rest is taken care of by the admin team. Simple things like sending things like email updates to the client is automated through the CRM and admin team. There is a UMI calculator that compares all banks and lenders simultaneously. Under the Nest model advisers have access to a mentoring scheme, and leads are generated through its website and social media platforms. Kerwin says “leads that are handed over from the centralised unit in the past have a 47% settlement ratio.” Franchise owners are also taught how to generate leads at a local level such as farming referral partners and live seminars.
