Broker Spotlight: John Martin, All About Financial Services
John Martin, a broker with more than two decades' experience, understands the industry inside out, and around ten years ago, he could see a change emerging. DIY superannuation was on the rise, along with an appetite to buy property within the SMSF structure.
As a result, his clients were often looking for more than a loan - they needed advice on their superannuation and wealth. John forged a referral relationship with a local financial planner, however, this year he wanted to evolve beyond referrals, and generate revenue through wealth as well.
Now, John has a dedicated YBR head office planner he can refer his clients to with confidence, as well as receive an additional, structured revenue stream using his existing client base. This will help future-proof the business against any potential slowdown in the lending market, leveraging its cashflow and client relationships.
The relationship is complementary, with YBR's Nash Maktumi able to provide full, licensed advice on SMSF strategies, insurance and other wealth issues. John continues to provide the broking services he's well-known for and retains all his relationships - and loans - with clients.
"It works because we are both 100% focused on the same goal: to make people wealthier," John said.
He says offering a full service creates value for both his clients and his business.
"You really need to put people around you that you trust and that complement you - someone you can genuinely recommend. It makes people feel special, because they feel like they have the A-team working for them.
"You have to have a strong network; if you don't have that, then you don't have a business," he said.
Taking on a new loan is an obvious trigger for brokers to start a broader wealth conversation, says John.
"I don't know why some brokers are scared to speak to their clients about insurance or wealth. It's all about asking the right questions," he said.
If you're interested in diversifying your revenue streams through wealth, YBR can help.
Contact Cosimo Vallelonga to discuss your needs.
Ph 0402 895 072 or 02 8226 8275