Real-life brokers share their tips for 2019

Posted 10-12-2018
people celebrating new year


We’d like to thank our broker partners for helping more than 53,000 customers achieve their goals in 2018 - be it a Pepper home, car or personal loan. Our mission is to help people succeed, but we couldn’t do it without you.

To show our gratitude, we've asked some real-life brokers to share their tips and goals for a successful 2019.

Tell us a bit about yourself

  • Jonathan Harris, FirstPoint Mortgage Brokers
    My name is Jonathan Harris from FirstPoint Mortgage Brokers in Cronulla. I have been in the mortgage industry since 2005 starting out in a boutique wholesale funding business as a credit and processing junior. I developed in this role over the first 9 years of my working life and was very lucky to have some outstanding mentors to shape my view and understanding of the mortgage world. After progressing to a senior credit position in 2014 I decided to make the jump over to the retail broking side of the business and haven’t looked back since.

  • Heath Brunn, H R Brunn
    My name is Heath Brunn, and my business name is H R Brunn Pty Ltd. I currently work for Aussie home loans and I am coming up to 5 years in my role as a mortgage broker. 

  • Carlo Catalano, Loan Market Daw Park
    My Name Is Carlo Catalano. I am a Director and Senior Broker at Loan Market Daw Park. I have over 25 years experience in the banking sector, with over 15 years of that as a broker. I have been running my own successful business for the past 10 years.

  • Stuart Styles, Arthurmac & Co
    My name is Stuart Styles and I am the Managing Director and Head of Credit at Arthurmac & Co Pty Ltd. Before getting into broking, I was initially in Motor Vehicle Finance with a Lexus Dealership. Before that I was a Financial Planner with a Bank. I started as a Broker in 2003 and specialised in non-conforming and private lending. 

Given the current lending climate, what do you feel will be key to your business’ success next year?

Jonathan: As a business we have historically performed better when the lending environment is tougher (like we have now). When lending is tight and money is hard to get, the skill and benefit of a good mortgage broker shines through and doesn’t go unnoticed by customers or the local market. As a business we really focus on attention to detail in our submissions, we take the extra time to write a comprehensive memorandum (sometimes 3 pages when needed) and try to do the credit assessors job for them - we want to present applications on a platter which makes their job easy and makes the path to approval for our customers quick with no reworks or missing info. We also really focus on understanding the customer’s comprehensive position and ensuring that the correct lender is selected first time; sounds basic but making sure every policy box is ticked before submitting to a lender is critical and really half the battle. Sticking to these principles should see FirstPoint continue to cement its position as one of the leading mortgage broking firms in Sydney and the Sutherland Shire.

When lending is tight and money is hard to get, the skill and benefit of a good mortgage broker shines through.

Heath: We all know it’s getting tough out there in the world of lending. I feel the key is to adapt and keep learning – make sure to take up all the training that is offered.

Carlo: I feel that focusing on our existing client base and ensuring that they are where they want to be and that their financial needs are still being met. Working on new ways to attract new clientele. Also working closer with lenders to achieve the best outcome for our clients.

Stuart: The key to our business success next year will be to continue with what we are currently doing. We will concentrate on our Private Lending book and assisting our non-conforming Borrowers and Developers. With the current lending climate the main banks and second tier banks will be declining a lot more applications because their systems are currently not set up to deal with these clients; to whom they have been lending in the past but their systems are now not allowing them to approve. This will change of course, however the real opportunity is speaking with your clients and having a discussion around their expenses to enable them to realise their lending aspirations outside of the main banks. By doing this you are providing a more holistic approach to lending and ensuring that your clients are serviced and as a result your retention of those clients should increase.

The real opportunity is speaking with your clients and having a discussion around their expenses to enable them to realise their lending aspirations outside of the main banks.

What’s your new year’s resolution for 2019?

Jonathan: Less screen time on my phone in after work hours - really going to try and cut down on the pointless phone scrolling at home and on weekends, sometimes I wish the old Nokia 5110 was still around haha

Heath: My new year’s resolutions are to finish off the home I have just built, grow my business to the next level and to keep learning and keep going.

Carlo: To continue to build on our team and its success. Set goals and stick to them. Work with my team to find more effective ways to get the job done. To try and increase volume without putting in double the hours.

Stuart: My New Year’s resolution this year is to try a relax more and spend more time with the family!