Victoria’s top operators reveal their business strategies

At Loan Market Victoria’s “insights” session that aimed to enable and inspire brokers to partner with Ray White agents, the state’s number one broker, Josh Bartlett, revealed his key business ethos: his real estate referral partners are his customers.

Speaking among a group of four presenters, Josh’s co-director and former general manager of Ray White Victoria, Kristy Bartlett discussed the operational strategy that drives Josh’s business success.

Having joined the mortgage broking industry less than five years ago, Josh has seen significant growth in his business. In his fourth year as a broker he achieved $116 million in receipted settlements. Kristy said this success was due to Josh’s commitment to his referral network.

“If you ask Josh who his customers are, he’ll tell you it’s his referral partners.

“While his business is very customer service focussed and he has processes in place to ensure his clients are always satisfied, Josh works closely with his 89 referral partners to make sure those relationships are strong and productive.

“Josh’s business is based on building relationships,” Kristy said.

Joining Kristy on stage was Ray White Ferntree Gully director, Matt Sims. Matt runs a Ray White business that has fully integrated with Loan Market and he shared his business strategy with the audience.

Outlining a culture of collaboration as well as reward and recognition, Matt explained that his success is largely due to creating an environment that drives agent and broker growth through working together.

One of Matt’s young, successful brokers, Jacob Decru also presented and described how in less than two years, he’s built a business based on referrals from Ray White. He went through the tactics he’s employed to generate trust among Ray White agents, and at 25, is nominated in the Young Broker of the Year awards.

The final speaker, Paul Smith, of the Loan Market Marketing team discussed digital marketing and how to stand out in an age of digital disruption. His advice to brokers was to simple: building a strong online presence comes down to working in synergy with Google. His went through the technology and innovations that are being rolled out to Loan Market brokers and explained how to use them to your advantage.

As the Loan Market Victoria team continue to educate brokers on building stronger businesses, the next insights session is due before Christmas.