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MFAA Prosper : Mortgage and Finance Brief 11
Mor tgage & Finance brief | 41 People W hat separates Pola Perry from others is that when she makes up her mind about a particular business approach, she doesn’t just stick her toe in the water, she dives the whole way in. “What I am currently doing is: networking, networking and more networking,” she says. “This includes joining a boot camp – I need to keep fit – and forming relationships with the instructor and other boot camp attendees.” Indeed, Perry sponsored a personal trainer’s free boot camp open day in August, with both aiming to gain business through the event. The plan received radio and newspaper coverage, and Perry also provided giveaways at the open day. “I made up notepads and flyer/gift vouchers with my contact details, plus a banner advertising my business,” she says. Perry says she is always open to new ideas and is tenacious in following- through. “I have tried a number of real estate agents, conveyancers, immigration agents, hair dressers, beauticians, letter box drops and telemarketing – all with limited success,” she says. “But that doesn’t mean I will give up. I am still new to broking and have been busy gaining accreditation – and maintaining it with the new regulations – but I would be disappointed if I didn’t realise sales in excess of $18 million in the coming financial year.” Referrals are the bread and butter of Pola’s business, and her willingness to pursue opportunities through ongoing referral chains was first honed as a St George Licensee. “About 90% of my work comes from referrals and past customers,” she says. “Referrals are the ultimate compliment of my integrity – reinforcing that I am exceeding my customer’s expectations.” “I find the best results have been recommendations by those who have tried my service and have experienced the ‘extra yard’, because only when a person is truly satisfied with the service are others convinced to try.” “It’s really a case of trial and error though, as what works for one business does not necessarily work for another. Setting goals and then measuring these are of paramount importance. Pola Perry Advance Mobile Lending Taylors Lakes, Melbourne “Referrals are the ultimate compliment of my integrity – reinforcing that I am exceeding my customer’s expectations.” “I am learning this through Doug Mathlin at his Business Performance Coaching Webinar Series run by MFAA. I don’t look at myself as a sales person, but instead believe I am helping people, by providing the service they need at that point in time.” Perry also credits her former business coach Scott Maclean, who she met when in her St George days. “He helped me develop the confidence I needed to stay in the industry when the St George mortgage broking channel closed.” She believes that brokers need to do more with technology, and she is no exception. She has adopted Facebook but has just launched a business page. “I need to use as many different media channels as possible to get my business out there,” she says. “The mortgage industry is tough. To succeed, you must have a passion to do the right thing by your customers and be prepared to work long, hard hours. It helps to plan and have your family’s support. Above all, never give up.”
Mortgage and Finance Brief 10
Mortgage and Finance Brief 12