'If you are standing still, you are going backwards in this industry'
Name: Geoff Gower
Job title: Franchise development manager – broker success program
Years in the industry: 3.5 years
Company: Mortgage Choice
Location: South Australia
In this edition of MPA’s long-running BDM in the Spotlight series, Geoff Gower, franchise development manager – broker success program at Mortgage Choice, discusses the power of listening over talking, and why the industry should constantly strive to deliver innovation.
This series serves to shine a light on the best business development managers, franchise development managers and relationship managers in Australia’s vibrant mortgage broking industry.
What’s your favourite part of the job?
I enjoy sharing the journey of success and self-development as new franchisees and brokers tackle everything there is to being a successful business owner and finance broker.
What’s a goal that you aim to achieve in your role?
My goal is to coach, advise and support my brokers, to enable them to create the business and lifestyle they want. I like to be the enabler for someone who is new to the mortgage industry and help them build success in the areas of their business that are important to them. My broker's being successful is what I define as success.
What sets successful brokers apart?
Successful brokers listen, learn and most importantly, implement what they learn.
What should brokers expect from their state manager or BDM?
They should feel valued and listened to. Their BDM should help them find the innovative ways to grow their business and supply them with proven and best practice guidance that fit their individual business needs and goals.
Are there any industry-wide changes that you think would benefit brokers?
If you are standing still, you are going backwards in this industry, which is why I believe aggregators and lenders should constantly strive to deliver innovation so the industry can support the changing needs of Australian borrowers.
Whether that’s improving broker education, broker tools and systems, or finding better ways to meaningfully engage with clients, it all makes a difference to people trying to navigate the complex lending landscape.
What do you provide to brokers that makes you valuable to them?
I bring over 30 years of sales coaching that I tap into to empower my brokers to implement customised plans on lead generation, client retention, business operations, process efficiencies and community engagement. I match my skills to my brokers’ needs and wants.
What I believe sets me apart is: Listen more, say less.
Describe your ideal weekend:
My ideal weekend would include an isolated beach, a sunset and a cool breeze passing through the crashing waves. Being with family and friends is fantastic, but a bit of me time can't go astray as well!
