Australia's Best Mortgage Brokers magazine Bechara Boutros by Read Publishing

CONTENTS 05

Bechara Boutros: Making It Happen

Australiaâ&#x20AC;&#x2122;s Best Mortgage Brokers

Questions To Ask When Choosing A Mortgage Broker

Thinking Of Refinancing?

WHY

E USE A SMART PEOPL KER RO B E AG MORTG

Why Smart People Use A Mortgage Broker

How To Spot A Top Mortgage Broker

AUSTRALIAâ&#x20AC;&#x2122;S BEST Advertising Enquiries: READ PUBLISHING Published By: READ PUBLISHING Distributed By: READ PUBLISHING Designed By: READ PUBLISHING

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EDITOR IN CHIEF Welcome to the inaugural issue of Australia’s Best Mortgage Brokers magazine. 2020 has brought with it a renewed importance on business and financial security from the smallest sole trader to publicly owned companies. The Mortgage Brokers featured in this issue have been hand picked by our team and asked all the hard-hitting questions and about what makes them the cream of the crop. If you have never used a mortgage broker or are wondering if you should get in touch with your old broker, you must read Questions To Ask When Choosing A mortgage broker on page 15 where we explain why it is so important to go with a broker who understands you and your financial situation.

Jo Wilson

With all big purchases it ultimately comes down to the bottomline, but the question is, can you afford not to have one of Australia’s Best Mortgage Brokers in your corner when looking to take out a mortgage? Our article on page 22, Why Smart People Use A Mortgage Broker, explains how and why a mortgage broker is such a good decision and what you should expect from them.

If you are ready to take the next step and are looking for a good mortgage broker, this is the place for you. We have the questions to ask and some of Australia’s best ready to help you make the right decision.

Jo 4

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Bechara Boutros:

Making I t Happen B

echara Boutros began in the broking industry back in 2012 after spending several years working for banks and credit unions. Starting out as a mobile broker he then joined Aussie Prospect in 2013, where he spent several years learning the ropes, crafting his skills and really focusing on developing a process that stood out. His passion to stand out paid off, winning him the Loan Writer of the Year Award for South Australia in 2015 and in 2018 he was able to buy into the Aussie Prospect Franchise. We chat to Bechara about what makes him stand out from the crowd. “I help educate my clients and structure every loan to suit their individual wants and needs. From selecting which

products best suits their overall needs through to everyday banking. My goal is to provide a level of service to my clients and business referrers that is second to none and an experience they’ll want to tell their family, friends and colleagues about,” Bechara says. The business of mortgage brokering is about keeping abreast with the latest developments in the industry. Most brokers will have a specialty that they have honed their skills in, but hunger for knowledge has lead him to be across all facets of the industry. “I make it a point to understand first home buyers, investors, developers, commercial, asset finance and all other aspects of credit and lending. I wouldn’t say I specialise in one field as I make it a point to provide a specialised A U S T R A L I A S B E S T. C O M . A U

service based on my client’s needs. I have a broad customer base, from first homebuyers and refinancers, to investors, and retirees,” he says. Your broker needs to understand their client’s goals and needs and then work with them to formulate a plan of attack. Bechara makes sure he fully understands his client’s current and future financial situation to tailor a plan specific to them. No matter what the situation is, he won’t shy away from a challenge to match his client to the right lender. “Very early on into my broking career I met a young First Home Buyer who was rejected by two banks before meeting me and was all but giving up on buying a house. I met with her and she was my third customer at Aussie and we went through a detailed analysis. I gathered the information and her financial needs and went looking at every lender on my panel,” he says “By understanding her needs, understanding the banks credit policy and helping her source a lender who met her needs, I was able to help this First Home Buyer get into her first home when she was told she’d never get a house. She recently bought her third property and used equity from the first home I helped her with.”

Bechara says it’s so important for buyers to get informed and be informative. Understanding what is happening in the industry, with banks, markets, local real estate is only going to benefit you in your financial future. So, why should someone consider using a mortgage broker when purchasing a property? “A good broker has the ability to understand the client’s needs, understand the current lending market and bank appetite. He or she will do their homework and go into battle for the customer when needed. The broker doesn’t have one lender, one suite of products to offer. He or she should research and investigate multiple

AWARDS SAY IT ALL • Australia’s #1 Store in the Aussie Home Loans Group for the past 4 years. • Aussie’s National Retail Store of The Year for the past 4 years. • Aussie’s Retail Store of the Year SA/ NT for the past 5 years.

He loves helping his client to achieve their financial goals.

• The Adviser Best Branded Office 2020 and 2019.

“Even if that goal isn’t achievable, I love helping them find one that is and getting them toward financial freedom or acquisition. I love working with people on a goal and making it come to reality.”

• Bechara wins Loan Writer of the Year SA 2015.

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• A long list of internal Aussie awards too.

options because in some cases there are over 25 lenders and so many loan options.” Bechara believes in letting his customers define their own success. By asking them what they want to achieve and what they want out of this, he is able to guide them through an effortless journey to help them achieve their goals. “Their success is defined by what they want to achieve and me going out and making that happen. One example of how I achieve this is by tapping into my broad referral partner base to suggest the right professional based on our customer’s personality and needs so they have an excellent homebuying experience. I want my customers to feel empowered and be well-equipped when making their purchase decision, so provide them with RP Data property and suburb reports to help them negotiate and better understand the market.” As a result, Bechara now sees strong new customer referrals coming in from positive word of mouth. Beyond that, he proudly shares three attributes that really make him stand out from the crowd. “Communication is so undervalued in our industry and that is something I believe I do better than most. I communicate with my customers, business partners and lender counterparts very, very regularly. I understand my role requires me at times to have direct conversations on sensitive issues and I pride myself on handling those professionally and quickly,” he says.

“Secondly, my understanding of lending policies and credit. I make it a point to be updated, informed and educated at all times on lender policies and changes in the market. Know your stuff better than anyone else as there is no risk with being over educated.” “Finally, speed and accuracy. My team and I do everything we can to respond to every single client, provide an update for every active customer and communicate with all parties every 48 hours. We need to be proactive, not reactive. We strive to be quick and get our customers from start to finish as quickly as possible and ultimately getting great outcomes.” He works with a very strict process and this is one of the reasons for Aussie’s success. “Our process is our golden key if you will, our secret sauce. Our process is something we pride ourselves on being diligent, detailed, and focused.” Customers can call Bechara or text him directly on 0404 209 620. He is available by phone seven days a week. That’s impressive!

https://www.aussie.com.au/ find-broker/bechara-boutros. html ‘Aussie is a trademark of AHL Investments Pty Ltd. Aussie is a subsidiary of the Commonwealth Bank of Australia ABN 48 123 123 124. © 2020 AHL Investments Pty Ltd ABN 27 105 265 861 Australian Credit License 246786’

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Prospect

Skip the blah blah blah with Bechara Awards

How can I help you

Winner of Aussie’s National Retail Store of the Year 2017 – 2020

– Purchasing your first home – Purchasing your next home – Refinancing your existing loan – Investment loans – Construction loans – Asset and equipment finance

Bechara Boutros Aussie Prospect 0404 209 620 bechara.boutros@aussie.com.au

Go straight to Aussie Aussie is a trade mark of AHL Investments Pty Ltd. Aussie is a subsidiary of the Commonwealth Bank of Australia ABN 48 123 123 124. © 2020 AHL Investments Pty Ltd ABN 27 105 265 861 Australian Credit Licence 246786.

Bechara Boutros

AUSTRALIA’S BEST

Mortgage Brokers

Bechara started in the broking industry in October 2012 after spending several years working for banks and credit unions prior. I began my my career as a ‘mobile broker’ before joining the team at Aussie Prospect in 2013. I spent several years learning the industry and the ropes and crafting my skills. I learnt a lot and really focused on developing a process that stood out to other brokers. In 2015 I was awarded the Loan Writer of the Year Award for South Australia and in 2018 I bought into the Aussie Prospect Franchise. I am privileged to be a co-franchisee of Aussie’s Number 1 Store in Australia and the business has held that title for the past 4 years. I help educate my clients and structure every loan to suit their individual wants and needs. From selecting which products best suits their overall needs through to everyday banking. A U S T R A L I A S B E S T. C O M . A U

Patrick Cranshaw

Patrick is a husband, father, grandfather, businessman, entrepreneur, investor, and CEO of NBHL. Patrick is one of Australia’s leading mortgage brokers helping his clients succeed for over 2 decades. And to date, Patrick has helped hundreds of clients and along the way written over $500 Million in Home and Investment property loans. Patrick works with all types of people and businesses and has an active learning outlook with an interest in business development, marketing, sales, human behavior, and entrepreneurial psychology.

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Arvin’s clients are seeking lower interest rates. It is one of the benefits of having him as your broker, however, Arvin’s service goes far beyond lower interest rates. He truly is an expert in mortgages and has 95% application success rate. His loan strategy approach to clients is a long term and holistic approach when putting the initial strategy together. Think of him as your personal credit manager to the banks as his number one commitment is to have ongoing relationship with his clients. Arvin makes himself available to provide guidance and advice throughout the entire process. And, with a goal to make a difference in peoples’ life through his interactions with them, Arvin stands out as the mortgage broker with heart.

Arvin Atmadja

Michelle Ivanov

Director of Lending and Wealth Creation, Michelle Ivanov is the founder and director of Supra Finance. Known for her personal strength and personality, this has become a strength of her business. Diversifying the business to provide services for residential and all other facets of lending to be the All in One for her clients has been the right move to position Supra Finance as a customer service solution. “I believe it works for my clients. I think they want a direct approach without the pretty edges. So, if they can’t do what they need to do, I tell them straight up. I’d rather a quick ‘no’ than a slow drawn out answer for my clients.”

Nicole Cannon has been a Finance and Mortgage Broker since 2002 and has been the owner of Pink Finance since 2009. In 2019, Pink Finance won the Australian Broker Award for Social and Community Service Program of the Year and is one Australia’s most recognised brokerages for Ethics, Social Responsibility and Community Engagement having been a consistent finalist and winner of these National awards since 2011.

Nicole Cannon

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PINK FINANCE IS YOUR HOME LOAN AND BUSINESS FINANCING SPECIALIST, BRINGING YOU CLOSER TO ACHIEVING YOUR GOALS. We’re here to work on YOUR dream, not the lender’s Whether you’re considering buying your first home, expanding your investment portfolio, securing your future freedom through an SMSF loan, or getting you into your next car, you’ll want to know two things: • What your borrowing power is, and • Which is the loan for your specific needs (without having to run around to hundreds of banks to find this out!) That’s where we step in We listen to your circumstances and loan needs, and then we do the legwork. With over 50 lenders to choose from, we research, negotiate and present to you your loan options. We do the running, you score the loan.

CONTACT NICOLE NOW pinkfinance.com.au 12

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Questions To Ask When Choosing a Mortgage Broker M

ortgage brokers work on your behalf by negotiating for the best mortgage deals on the market and guiding you throughout the entire loan application process. Their goal is to help you get your loan application approved by the bank or lender that suits your needs most.

Before you commit to a loan and a mortgage broker, do your research and ask all the necessary questions to come up with an informed decision. Here are some questions you should ask a mortgage broker.

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WHAT ARE YOUR CREDENTIALS? In Australia, a financial professional must have a Certificate IV in Finance and Mortgage Broking to operate as a mortgage broker. He/she is also required to have his/her own Australian Credit License (ACL) or work as a credit representative under another entity’s ACL. You can also ask the broker if he/she is a member of the Mortgage Finance Association of Australia (MFAA) or the Finance Brokers Association of Australia.

HOW ARE YOU PAID FOR YOUR SERVICES? Mortgage brokers usually won’t charge you for their services and usually earn via commission they receive from the lender you choose to go with. Before committing to a mortgage broker’s services, ask how they are paid, if they will require additional costs along the way and if they require brokerage fees.

WHAT TYPE OF LOAN IS BEST FOR ME AND WHY? There are many types of loans (e.g. fixed-rate, split-interest rate, variable, etc.) and different kinds of features (e.g. offset account, redraw facility, etc.) offered in the market. A good mortgage broker will gather as much information about you as possible so he/she can assess the best type of loan and the right features suited for your needs.

HOW MUCH CAN I BORROW? A broker will help you determine your borrowing capacity by factoring in your living situation, family income, living expenses, credit history and debts. This information will also help the broker 14

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point you to the direction of lenders that are more likely to approve your loan application.

HOW MUCH IS THE DOWN PAYMENT? A down payment of 20% is usually required for a loan but this can change depending on your situation. Ask your broker for all possible options that can work to your advantage.

WHAT IS THE INTEREST RATE AND ANNUAL PERCENTAGE RATE? Understand the loanâ&#x20AC;&#x2122;s interest rate and annual percentage rate before committing to the loan. For adjustable mortgages, ask your mortgage broker about the adjustment frequency, maximum annual adjustment, index, margin and highest rate. Also, ask your broker if you should get a loan rate lock. Aside from the interest rate, are there other fees that I should know about?

This determines the true cost of your loan. Ask your broker for all the costs of the loan. This includes processing fees, appraisal fees, handling fees, credit reports, title policy, escrow, etc.

IS THERE A PREPAYMENT PENALTY? Ask your broker about the prepayment terms of the loan. Prepayment penalties give the lender the ability to collect an additional six months of interest if you settle your loan at an earlier date.

HOW LONG IS THE PROCESSING TIME? It usually takes around 43 days for a loan application to be processed. Good brokers can facilitate and speed up the turnaround time of your loan application. Ask your broker about the lenderâ&#x20AC;&#x2122;s turnaround time and all possible obstacles, especially if you need to include a closing date to make a purchase contract. You can also ask your broker if he/she can guarantee ontime closings.

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Best Mortgage Broker In Brisbane

Buying a home is a big deal. Looking for the best Mortgage Broker in Brisbane? Improve your chances of getting your home loan approved with this award-winning team of mortgage brokers in Brisbane. North Brisbane Home Loans is one of the most highly rated and recommended mortgage brokers for home loans and investment property loans.

northbrisbanehomeloans.com.au

North Brisbane Home Loans Offices. First Mezzanine Level, Aspley Hypermarket, A U S T R A L I A S B E S T. C O M . A U 59 Albany Creek Road, Aspley, QLD 4034.

Thinking Of Refinancing?

HOW A MORTGAGE BROKER CAN HELP

inally settling on a mortgage with a competitive interest rate isn’t always the end of the number crunch. In today’s fluctuating mortgage market, the great bargain you have now may not be quite as good for your situation a few economic fluctuations down the line. This is why at some point, some people decide to update their loan by refinancing with a new lender. Whether you choose to refinance or not, as well as deciding on a new lender to go with, you will need to nail your research. This is where mortgage brokers step in to look for the best deals in the market and manage the application process on your behalf. Here are some reasons why you should use mortgage brokers when refinancing your loan.

THEIR SERVICES ARE FREE Mortgage brokers don’t charge borrowers. Instead, they receive a commission from the lender you decide to go with. Mortgage brokers are also not in any lender’s payroll. Thus, they can give you objective recommendations. Because of this, more people have warmed up to the idea of approaching mortgage brokers for assistance with their loans.

THEY ARE EXPERTS IN THE FIELD There is a lot of information needed to determine if refinancing your loan is the best way to go, which lender to go with, as well as the best product and type for your situation. After choosing a lender, you will have to go through a ton A U S T R A L I A S B E S T. C O M . A U

of paperwork and possible obstacles. An overlooked detail may result in you spending more than you intended on refinancing. Take advantage of their expertise. They will ensure that the new loan will save you more money in the long run. They can direct you to lenders that will most likely approve your refinance application, help you with legwork and paperwork, answer your questions and guide you throughout the application process.

THEY CAN HELP YOU COMPARE A VARIETY OF LENDERS AND PRODUCTS While a bank manager will most likely tell you about their product, mortgage brokers will guide you through a range of banks and non-bank lenders until you zero in on one that suits your needs and situation best. You can even take

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advantage of the fact some mortgage brokers have access to deals that are off-the-market. The wide range of lenders and loan products provided by brokers is especially useful for non-traditional borrowers or those with complicated situations such as those with bad credit or self-employed borrowers. A broker can assess your situation and show you all the borrowing options available to you.

THEY CAN SPEED UP THE REFINANCE APPLICATION PROCESS Applying for a refinance requires a lot of deliberation, assessment of your finances, data gathering and document preparation. Mortgage brokers can whittle down your refinance application time by doing the legwork and paperwork for you. They can also

deal with any problems that may occur during the application process. A good mortgage broker will have established relationships with lenders. This is a perk that can help speed up the turnaround time of your refinance application by a few days than if you applied by yourself.

THERE ARE MORE CHANCES OF YOU GETTING THE LOAN Going through the whole application process only to be denied can be discouraging. The advantage of having an expert by your side is that he/she is well adept in responding to changes and challenges in providing the lender

requirements. Furthermore, mortgage brokers are equipped to deal with rejections of a refinance application and have better chances at turning around the decision to your favour.

THEY CAN HELP NONTRADITIONAL BORROWERS Mortgage brokers know how to deal with non-traditional borrowers and borrowers with unusual cases. Their insight into the market and your situation will help them find you options and alternatives to increase the chances of getting your refinance application approved.

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The universe of mortgage lending has gotten to the point where there is a place in it for everybody. - Joe Mays

HOPYLE USE A W T PE

SMAR R E K O R B E G A G T R O M

ou zeroed in on your dream home and youâ&#x20AC;&#x2122;re ready to apply for a loan. The challenge now is to choose between a loan from a vast variety of banks and lenders offering numerous deals, features and incentives. This is where a mortgage broker can help you. A mortgage broker is a licensed financial professional who looks for mortgage lenders with competitive interest rates and applies for loans on your behalf. Here are a few reasons why using a mortgage broker is a smart move.

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THEIR SERVICES ARE FREE Unless you live in the U.S. or in Britain, mortgage brokers’ services are often given for free. They earn by receiving commission from the lender you decide to go with. The only time that brokers will charge you is if your application is unusually complex or if you’re borrowing a small amount.

THEY ARE NOT AFFILIATED WITH SPECIFIC LENDERS OR PRODUCTS Mortgage brokers don’t market specific lenders or products. Their task is to map out your individual needs then match these needs with banks or lenders that can provide you with the best solutions.

THEY WILL HELP YOU COMPARE DIFFERENT BANKS AND LENDERS The mortgage market is very competitive. To stand out, lenders offer deals and incentives to entice us to their product. In addition, loans come in different types (e.g. fixed-rate, splitinterest rate, variable, etc.) and features (e.g. offset account, redraw facility, etc.). While a bank manager will tell you about their bank’s offer, a mortgage broker will help you compare a number of banks and lenders so you can find one that best suits your needs.

THEY CLARIFY THE CONFUSION A knowledgeable intermediary can help clear up any questions and confusion during the buying process. Mortgage brokers can answer your questions on technicalities, jargon, processes and A U S T R A L I A S B E S T. C O M . A U

paperwork and break it down into terms you can understand.

THEY SAVE YOU TIME AND EFFORT BY SPEEDING UP THE APPLICATION PROCESS Mortgage brokers not only help narrow down your options of lenders; they also speed up the loan application process. Applying for a loan involves a lot of legwork and paperwork, as well as dealings with conveyancers and/or real estate agents if it is a home loan. A mortgage broker can help you maneuver through this process and make things smoother and easier. In addition, good brokers usually enjoy good relationships with lenders. This can help make the turnaround time 2-3 days faster than if you go to the bank directly.

THEY SAVE YOU MONEY Mortgage-brokers can help you settle on the most cost-effective solution. They can look past the headline interest rate and compute the true cost of the loan sans all fees and charges and inform you of any potential additional charges. Some mortgage brokers even have access to special deals from lenders, which you can also take advantage of.

THEY INCREASE YOUR CHANCE OF APPROVAL Mortgage brokers review your budget, objectives, credit history and situation so that they can direct you to lenders that will most likely approve your application in the first place.

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THEY HAVE SPECIALISATIONS Mortgage brokers deal with general and special situations, such as; • Property investing • Commercial properties • Construction loans • Unusual employment situations • Bad credit Loans • Non-resident loansNon-traditional properties

YOU GET THE MOST OUT OF YOUR MORTGAGE Mortgage brokers can explain to you the details and features of your loan and give you tips on how you can maximize your loan for your situation. They can show you how to get the most of your mortgage and make it work for you into your future.

HOW TO SPOT A TOP MORTGAGE BROKER

ortgage Brokerage is one of the fastest-growing careers right now. There is plenty of competition out there and itâ&#x20AC;&#x2122;s easy to feel overwhelmed trying to spot the cream of the crop. While there is no doubt using a mortgage broker has its advantages, the hard part can be finding a good one. Weâ&#x20AC;&#x2122;ve outlined a few things you can look out for to make sure you end up with someone on your team who is going to get you the very best mortgage product.

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WORD OF MOUTH The number one way to be sure you get a great result with a broker is to seek advice from friends and family who’ve used brokers before and research their recommendations.

HIT THEM WITH THE HEAVY QUESTIONS Once you have a shortlist, meet them to discuss your situation. Asking a few hard-hitting questions will provide you with an indication of their personality and professionalism such as ‘How will you determine which loan is best suited to my situation?’ ‘How long have you been in the mortgage broking industry?’ ‘Are there any key challenges with your lending requirements and, if so, how they suggest you manage them.’

LOOK FOR CLEAR COMMUNICATION! Even two people who speak the same language can have miscommunications. This may be truer when you broker mortgages for a living. There is a lot of industry jargon that you need to forget about when you’re speaking to a client. It can be a source of miscommunication for some of our clients if you use them too much. Ideally, your broker should make you feel comfortable, and provide information about your options in a completely understandable way for you to make a fully informed decision. You should also ask yourself whether you feel comfortable with them.

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THEY ARE CLIENT-CENTRIC

THEY ARE FULLY ACCREDITED

A good broker will ask you questions about your goals and needs and then work with you to formulate a plan of attack. Good brokers will make sure they understand your current and future financial goals. Using this information, your broker can provide clear options that will help you reach these goals. Your broker will continue to follow up after your loan settles to conduct a financial ‘health check’ each year on your loan.

Check their accreditations and qualifications and ensure that the broker holds an Australian credit licence or credit representative status, and is a member of the Mortgage Finance Association of Australia who complies with its code of practice. Today’s broker must have an Australian Credit Licence (ACL) or a Credit Representative Licence (CR). Belonging to an industry body is not a legal requirement, but says more about the broker’s professionalism.

THEY ARE CLEAR ABOUT FEES

Check their credit guide. This document discloses the brokers’ range of services, their background, what their internal and external dispute resolution processes are, what industry associations they are members. It also outlines which lenders they work with, and their commission structures.

Brokers services are normally free to consumers, so your broker should disclose if they intend to charge a fee before you engage them. Different credit providers pay different commission levels. This can potentially influence what loans the broker recommends to you. Sometimes a broker will charge you a fee directly instead of, or in addition to, the credit provider’s commission.

THEY HAVE PLENTY OF OPTIONS FOR YOU Look at how many lenders, and which ones, are on the broker’s panel. It is important for your chosen mortgage broker to have access to all of the main lending institutions, including the big four banks, second-tier lenders and credit unions. The more robust your mortgage broker’s lender panel is, the more options you will have and the more likely you will be to find the right loan for your needs.

THEY ARE A KNOWLEDGE HOG The business of mortgage brokering is about keeping abreast with the latest developments in the industry. Knowledge is, after all, the ultimate leverage in negotiating. At the end of the day, it’s what’s going to help you give the best solutions to your clients. Top brokers are, therefore, the hungriest for knowledge. They seek the freshest and most relevant information.

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