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banyanco.com.au
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FAST-TRACKING GROWTH
banyanco.com.au
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Fast-TrackingGrowth
Create a business
model that is
Scalable.
“
Product
Process
People
Partnerships
Agenda
The Industry and YOU!
Building Business Muscle
Sources of Growth
How to Fast-Track?
The Challenges of Expansion
The Industry and YOU!
The Industry and YOU! +3%
Broker numbers increasing, new lending
stagnated (Jaws are tightening)
+10%# of Brokers writing
Commercial Loans
$6.2Bn New White Label
products
What do
we know
about the
industry?
16,009 Brokers
Tighter regulation,
more compliance
MFAA IIS
report –
a must
read
banyanco.com.au
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The elephant in the room is…
where will the
growth come
from?
Are you thinking strategically?
Increase market share
Acquire a competitor
Expand through diversification
Develop alliances
banyanco.com.au
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Insurance
Cars
Personal
Debts
Investing
Financial
Planning
Lifestyle funding
Property
Purchases Asset
Finance
BuildingBusinessMuscle
Building Business Muscle;
THE MUST HAVES…
Outsource support
Weekly activity targets
Mentors
Alliances
Digital enablement
banyanco.com.au
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First six months $20M
settlements says it
works
BusinessBlocks:
Multi licensee business
Recruitment
Productivity Metrics
Centralise, Digitise
New age Marketing
Revenue Channels
Whatis YourWhy?
The Enemy is Within –Ignore at your Peril
Inaction and Complacency
Less prospecting, too much stuff
Bad and Old Habits
A lazy latent database of clients
Database –
mining from within!
Expanding
revenue channels
Referral and Partner
relationships
Sources of Growth
“When a market shows signs of capacity,
new markets emerge, and the savvy
pivot their business towards a more
sustainable model”
- Paul Goldsmith, SME Adviser, 6 April 2017, Is Diversification King in 2017
SME: High demand for Cash Flow solutions
Alternative Finance market + 52%
Vehicle finance - make it easy!
$30 Billion in Credit Card debt @ 20% interest
Insurances: Managing client risk
Sources of Growth
banyanco.com.au
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Insurance
Cars
Personal
Debts
Cash Flow
Financial
Planning
Lifestyle funding
Investment
Property Asset
Finance
Sources of Growth
Number of pure
specialist mortgage
brokers in the Elite
club?
6/50
2016
0/25
2017
OPTIONS + - PATHWAYS
In- House Specialist
Recruit Specialists
One stop shop
Expensive
Slow burn
Resource intensive
Recruitment firms
Partnerships Reciprocal referrals
Lack capability
Broader proposition
Revenue share
Relationship
dependant
Other providers
Professional network
Alliances Multiple revenue channels
On the job training
Share the spoils
Lose some control
Aggregators
Mentors
Finance Brokers
banyanco.com.au
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Revenue sharing for all referrals
Quarantine YOUR clients
Nominate participation level
Learn as you Go
No lock-ins, walk away when skilled
A Partnership Blueprint
Fast-Tracking Growth Strategies
F O C U S
Mortgage Broker
< 2 Years
Lead generation
Survival
Marketing
Networking
Professional Development
P R I O R I T I E S
Business planning
Investing in marketing
Leads, leads, and leads
Finding a mentor
Education
F O C U S
Mortgage Broker
2-5 Years
Brand and reputation
Database management
Systems and Processes
Profit and Cash flow
Growth and market share
Re-investment
P R I O R I T I E S
Mentors
Alliances and Partnerships
Outsourcing / Efficiencies
Technology / CRM
New Revenue Streams
Existing clients
F O C U S
Mortgage Broker
5+ Years(Established Team)
One Stop Shop
Business Hub
Cash flow smoothing
Efficiencies
Diversification /New Products
Business value (nest egg)
P R I O R I T I E S
Digitise and Centralise
Strategic Planning
Dashboard / Key Metrics
Productivity drivers
Recruitment plan
Market share
Challenges of Expansion
StrategyFund
Expansion
Achieve a
‛Step
Change’
Expand into
new
territories
Target new
types of
customers
for your
existing lines
Creating
new
revenue
streams
Acquire
another
business
Challenges
32
banyanco.com.au
Fast-Tracking Growth
What is it I want to
achieve?
How will this influence
my plans?
What do I need to do
and how quickly?
The time is NOW
Know who you are
Know where you want to go
Map out ‘how’
Set milestones
Execute
