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With the market tightening and conditions changing, now is the time to ensure you have a point of difference when discussing your service with potential clients. Working with a Loan Market broker is the perfect opportunity to not only differentiate your client offering but also offer them a superior customer experience.
We spoke to Nathan McMurtry from Ray White Wantirna and Loan Market broker James Ruddick about their partnership and the benefits it brings to their business.
“Here in Wantirna there are at least seven real estate agencies in a 1km radius, so the environment is super competitive for both the sales and property management teams.
“Being available for them is a strong selling point when it comes to securing a listing,” James said.
“It’s a massive point of difference when it comes to a listing presentation. It’s leverage above other agents who don’t have an in-house broker working with them,” Nathan said.
According to Nathan, being able to offer that extra level of service to a potential vendor is invaluable.
“I always use the same process because I know it works. I will pre-warn James about an upcoming listing presentation and then let him know as soon as I’ve walked out the door. He will then take the time to call the vendor, which is not only an opportunity for him to introduce himself but also leaves a great lasting impression of me and the service I can provide,” said Nathan.
“I position my service as a way to help them secure a buyer - whether it’s pre-qualifying buyers throughout the campaign or reviewing buyer’s finances to ensure maximum borrowing capacity (meaning a higher selling price). I will always try to guide the vendor and provide as much assistance as possible,” James said.
For a buyer, it’s all about saving money, so the offer of speaking to a broker to find the best deal (at no extra cost) is foolproof.
“When it comes to buyers, my focus becomes about assisting them in getting the best deal or helping them secure the finance to purchase their dream home. I’ll ask if they’re using a bank or a broker - most of the time they’re using a bank so I suggest that I get my broker to give them a call so they can see all available options.
“On the flip side, this ensures that each buyer James works with is approved for finance when they come to purchase my vendor’s property,” Nathan said.
As the only in-house broker for the Wantirna team, James is the go-to for all things finance.
“A lot of agents will also come to me with questions regarding deals, borrowing, funds, stamp duty etc so it’s great that I’m seen as more than just a loan writer because we can provide so much more to their business,” James said.
For Nathan, who has only been in the real estate industry for two years, having a secure partnership like this is extremely useful.
“James is a great source of knowledge for me. It’s so beneficial having someone who I can ask questions to and who is so readily available to help me improve and win more listings.”
