8 ANDREW MIRAMS
Total value of residential loans FY2015/16: $164,988,544
Total number of residential loans FY2015/16: 344
For top businesses, chaos can provide opportunities, as Andrew Mirams' increased volumes demonstrate this year. Crackdowns on investment lending are driving more clients to Intuitive Finance, and although the brokerage remains relatively specialised in high net worth investment lending, Mirams says he can’t rest on his laurels if he is to keep up with demand.
“I’m looking at my business growth plan and in the next year or two we’ve got a couple more back-office staff coming and then, in the next 12 to 18 months, [getting] a general manager to run staffing is high on the agenda to free me up to do what I’m good at, which is business development and client relations.”
Getting people to do what they do best is central to Mirams’ management of the brokerage. When a client approaches Mirams, his EA will get the client’s information up front. Mirams and his senior analyst then take that information, structure the loan and pass it to the client services team, which in most cases do the processing without Mirams’ involvement, he explains. “I can process a loan, but I don’t do any of that any more.”
Brokers need to take a critical look at their own skill set, Mirams believes. “If you think you can do all of these jobs and write good volumes, then you’re kidding yourself; we all have different strengths and weaknesses … you need to get people who can complement and help grow the business and have strengths that aren’t the same as yours.” Taking on staff in order to grow the brokerage is a leap of faith, Mirams admits, one that is made easier for brokerages like Intuitive Finance with its growing number of leads; he now only hires full-time staff.
As well as more back-office staff and management support, Mirams wants to give the other brokers at Intuitive Finance a greater role. “We’re starting to diversify our offering out there; it’s nice to be up there, but to be strong it doesn’t have to be me writing the loans.” Growth is crucial to stay ahead of the competition, Mirams argues. “It’s getting a separate set of eyes across things: making sure we’re having more contact, not less … it’s having enough staff here so that the client feels like they’re the only client of Intuitive Finance.”