Total value of residential loans FY2018/19: $154,193,606
Total number of residential loans FY2018/19: 295
Storming his way into the top 10 this year from 12th place in 2018, Aussie’s Glenn English has also made it to the runner-up spot.
What does he put his success down to? His team. It’s no secret that this past year has been another challenging one, but the Carnegie brokerage has shifted the balance between brokers and support staff , now with more support staff than brokers.
“I am very fortunate that the majority of the team I work with have been here for many years,” English says. “All of my team are professional and very knowledgeable. They’re always willing to pitch in and stay back late to get the job done.”
English’s clients have also helped, with referrals and repeat clients making up more than 80% of his business.
“It’s not uncommon that I write a loan for the brother or sister, or work colleague or family friend of one of my clients,” he says. “The part that makes me feel old is that I’m now writing loans for many of the children of my original clients!”
Increasing the number of loans he’s written over the last year, English knows that a good broker needs to have the ability to juggle and manage their own time and priorities. He works six days a week himself, with Saturday being his busiest day, when he might have seven or eight back-to-back meetings.
But he also knows that a good broker has to be able to delegate. “Many brokers try to do everything themselves, and in today’s age when it takes so much longer to prepare and submit an application, it really isn’t possible for you to do everything yourself,” he says.
Noticing people sitting back while they waited for the results of the federal election on top of all the other changes, English has had to continuously review his business plan “as the goals have changed a few times over the past 12 months”.
One of his big lessons from the last year is that “you need to have your Plan B and sometimes a Plan C ready to fire to cater to any future changes”.
One positive thing he has seen, however, is the federal government’s first home buyer scheme.
“I think that this will spark a lot of interest for the first homeowner market and will help to balance the owner-occupied/investor scales a little,” he says.