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2 Jayden Vecchio

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Whilst studying for a degree in business and information technology, Jayden Vecchio got matched with a mentor to show him what ‘real world’ business was like. That mentor happened to be MFAA chairman and Vow Financial CEO Tim Brown, then at Macquarie Bank, who helped Vecchio get started in the industry. Since then, he’s had a rapid rise, featuring in MPA’s Young ​Guns and Top 10 Commercial Brokers 2014. He maintains a blog on broking, Top Broker, and has just finished writing a book on the subject.

MPA: What distinguishes you from an average commercial broker?
I think having worked within the banks for a few years, I have a good understanding of what they are looking for on applications, how they want information presented and the types of clients they will take – and the ones they don’t.

MPA: Do you focus on any particular area of commercial lending? Why?
Development finance and some commercial property investment.

MPA: From your experience, is it essential to have run a business in order to succeed in commercial broking?
No, not at all – it is more about having an understanding of the asset class you are lending against and having access to the banks and bankers that also specialise in that area – in commercial lending, it’s not only what you know, but who you know in the banks!

MPA: Would you term yourself an advisor? How do you present yourself to clients?
No, I consider myself a finance broker. Really I just present myself as a specialist.

MPA: Is every loan different, or are there similar scenarios you frequently encounter?
Yes, they are all fairly unique.

MPA: Do you see opportunities in your area of broking over the next 12 months, or is it time to consolidate?
I think there are always going to be opportunities for those willing to take them. For example, in the residential broking side of things, even though some banks are tightening criteria and LVRs on investment lending, I think this could present a terrific opportunity for brokers because suddenly customers’ banks are going to be unable to help them achieve the outcomes they are seeking.

MPA: What is your advice for brokers looking to enter the commercial market?
If you’re going to do it, make sure you do it properly. Learn the products, make the contacts in the banks, and understand the various asset classes, financial structures, lease requirements, etc., because you aren’t going to be able to give your clients the service they require if you try to do it in halves.
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