Sharing Success - May 2021

Good afternoon team,

The data has come in for the first nine months of the FY up to the end of March 2021.

Please click below to watch a short update on our Perfect 10 vision.

Perfect 10 Vision Update

$10 Million Per Quarter:

In the period from June 2020 to March 2021 on a twelve-month rolling basis, we increased the number of owners above this benchmark by 25% from 76 to 95, and it is also exciting to see that the dollars settled by these businesses is up 35%.  In March, over 73% of our volume was settled by business owners in this club.

$10 Million Per Month:

In the period from June 2020 to March 2021, we increased the number of owners above this benchmark by 57% from 7 to 11, and it is also exciting to see that the dollars settled by these businesses is up 66%.  In March, ~21% of our entire volume was settled by the business owners in the $10M per month club.

10% Market Share:

As system growth has accelerated significantly due to COVID, we, unfortunately, have not been able to take significant market share from our competitors, with our market share only slightly increasing from 3.15% in June 2020 to 3.23% in March 2021. Creating scale within our businesses is key to ensuring that as the market continues to grow, we grow at system growth and also take share from our competitors.  It is great to see that most businesses are now hiring for the future and we have a strong pipeline of new loan writers and administrative staff joining our team.  Not only have we stemmed the loan writer attrition that we have faced across our network since 2017, but we will be growing at greater than 10% p.a. loan writer growth in 2021. This growth will be key to us accelerating towards the 10% market share.

Acceleration of Recruitment

* blue line represents actuals up to March 21

* orange line represents pipeline April - June 21

* blue line represents actuals up to March 21

* orange line represents pipeline April - June 21

Success Sharing

There are five key areas of focus that I wanted to share with the highlights below, and the full report attached:

  1. Dollar Settlement volumes
    1. $10 Million Dollar Club (per month)
    2. $10 Million Dollar Club (per quarter for new owners only)
  2. Number of settlement deals
    1. 30 settlements (per month)
    2. 10 settlements (per month for new owners only)
  3. Dollar increase in settlements versus prior period
  4. Percentage increase in settlements versus prior period - greater than 50% settlement growth
  5. National lead conversion 

*Period is November 2020 to March 2021 

*Does not include rookie franchises or those under MPS for the relevant period

*New owners are defined as those owners who have owned a franchise for less than three reporting years 

Total Settlements

Total Settlements ($) New Owners

Total Settlements (#)

Total Settlements (#) New Owners

Settlement Growth $ (vs PCP)

Settlement Growth $ (vs PCP) New Owners

Settlement Growth % vs Prior Period

Settlement Growth % vs Prior Period New Owners

Group Office Lead Conversion

Group Office Lead Conversion New Owners

Total Settlements ($) Loan Consultants

Total Settlements (#) Loan Consultants

Top 10 Settlement Growth ($) Loan Consultants

Settlement Growth (%) Loan Consultants

As always, please feel free to reach out to me if there is anything you need.  The state teams and I are excited and motivated to make sure that we support each of you to achieve your goals, no matter what they may be, and the only way we can do that is if we know what those goals are and we have a clear plan in place to execute.  

To view the Success Reports for March 2021, please CLICK HERE.

Kind regards,

David

David Zammit

General Manager - Distribution

Mortgage Choice Limited

Level 10 100 Pacific Highway, North Sydney NSW 2060
Email: david.zammit@mortgagechoice.com.au
MortgageChoice.com.au  |  FinChoice.com.au