'You need to be showing that you care from the initial phone call'
Matt Spears (pictured), managing director of Evoke Capital and member of the prestigious 100 Best Mortgage Brokers of 2024 list, recently caught up with MPA to discuss the lofty goals he has for his Sydney-based brokerage.
Spears touched on:
- the importance of diversification in mortgage broking, especially in today’s competitive market
- how “the simple stuff” – genuine care, deep understanding of client needs, and proactive service – leads to true client retention
- what it’s like being a sole broker with a growing team
- why brokers must position themselves as trusted advisors, working alongside clients’ accountants, solicitors, and financial planners
- why finding mentors and learning from experienced brokers is essential for the industry’s newcomers
“I think it's just the simple stuff,” Spears said about client retention. "It's just showing that you care. You need to be showing that you care from the initial phone call, diving deep into their needs and understanding what they want to do today, but more importantly, tomorrow, and helping them build a plan to get there.”
Listen now for this and plenty more in the latest episode of MPA Pod.
Read more: The best mortgage brokerages in Australia
