Australia’s Top 10 Commercial Mortgage Brokers 2015 - 5 Daniel Green

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Whilst most of this year’s Top 10 pride themselves on big-money deals, Daniel Green has achieved astonishing productivity in ​specialist markets. He set up Green Finance Group in 2010. 

MPA: Do you focus on any particular area of commercial lending? Why?
Whilst my lending experience spans most industries, pub and hotel finance is my personal specialty. I’ve worked hard over the last few years to develop my name in this space, working with a diverse range of clients, from small-business owners and family-owned local pubs and high-end wine bars to some of Australia’s largest hoteliers, developers and investment groups. It’s a dynamic industry with elements of tradition and transition, particularly as larger players continue to expand their holdings. Add in the intricacies around liquor licensing and gaming, and it makes for an interesting work environment. And yes, there are some perks of the amber variety!

MPA: From your experience, is it essential to have run a business in order to succeed in commercial broking?
It’s definitely advantageous, and I think I’m a better broker because of it. My hands-on business experience and interests over the years (pubs, construction, childcare, food distribution) have given me a better understanding of the challenges faced by my clients, from managing staff to cash flow and everything in between. From the finance perspective, I am definitely better able to provide workable solutions as opposed to theoretical fixes, and clients respect that.

MPA: Would you term yourself an advisor? How do you present yourself to clients?
I’m not hung up on terminology. I see my role as more of a business partner. There’s more to the client relationship than the initial finance approval, and I’m legitimately invested in the success of my clients’ business long term. The long-term approach sees me provide regular reviews, monitoring adherence to banking covenants, reviewing interest coverage, debt servicing and profitability, and management strategies where needed. It’s an approach that has worked well for me, with eight out of every 10 deals referred by existing clients.

MPA: Do you see opportunities in your area of broking over the next 12 months, or is it time to consolidate?
There’s always opportunity. There’s no denying the statistics, particularly when it comes to the mining sector, but there’s also no point in a doom-and-gloom approach. Rates are low, lenders are looking for business, and there are savings to be had and efficiencies to implement. Our clients are looking at ways to work smarter. My team is growing, and we will continue to add experienced finance specialists who can focus on additional market segments, our latest being health, beauty and gyms. Our established in-house financial planning and insurance divisions offer efficiency our clients appreciate and a business strategy that only strengthens our relevance.