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The Big Story: Broker defections

Brokers and, indeed, brokerages are increasingly on the move from one network to another. But marketing, and not rate, may be the strongest pull factor. Jemima Codrington finds out why.
 
Video transcript below:
 
Jemima Codrington, Mortgage Broker News
Jemima Codrington:  An increasing number of brokerage owners and individual brokers are being courted by competing networks to join their team.  So what will make a broker stay or go?  Defections is the name of the game on this week’s Mortgage Broker News.
 
So what factors play a part in a broker’s decision to stay or go?
 
David Grossman, Community Financial Group
David Grossman:   The question about where a broker should work and whether he or she should consider moving, changing or staying with their existing brokerages is a very good question.  And in my opinion, the number one reason to move, if you’re going to move is because the new broker can offer you some kind of business advantage.  For example with your marketing, because that’s the most important challenge.  Getting discounts on rates due to bulk, that can be achieved anywhere and I don’t think that’s a good enough reason to move.  But if there is business synergy and some marketing advantage, then that’s something worth considering.
 
Jemima Codrington:  Some say that brokerages have to step up their game to retain talent in today’s competitive market.
 
Paolo Dipetta, Eqron Mortgage Corp. Ltd.
Paolo Dipetta:  I think brokerages are going to have offer more than just a rate for the agents and their brokers.  They are going to have to do more in terms of education and just generally providing value, to help their agents along as business slows.
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