Why clients come first and one thing successful brokers excel at with Peter Vassilis

Peter Vassilis is the director of Black and White finance, based in Sydney, and he’s setting the industry on fire. Only brokering for 12 months, he’s already been nominated for two national awards.

In this episode we chat about how putting your clients needs first it allows your business to come first and many ways to become a trusted advisor. By the end of this episode, you’ll find more of a purpose on how to get ahead.


Peter, you started Black and White Finance about eight months ago yet you’ve already been nominated for two awards, how have you done this?

The main reason behind this is because we care and put clients first and foremost, always. We started this knowing it would be the most pivotal factor on what would contribute to our success because we genuinely are about the people.


You’re all about giving back to the community, how does this help differentiate your business?

Conversion and settlement rates aside, we’re proud of the impact we’ve had on the local community. We’ve provided educational resources through our website and social media to help our clients. Through this communication, we hope to appeal to all different Australians. This content focuses on the trending topics of the time, like to 2017 federal budget etc. We include views from outside professionals like accountants too. We believe that if we can become a trusted source of expert insight, then clients and potential clients in the future will use our content and hopefully use it on an ongoing basis. We see this as an important part of our business because then we have regular interaction with them.


What are the biggest challenges you faced from banker to broker?

It was frightening and an intimidating time for us. I went from being in a comfortable position to going out on my own and taking a huge risk. At the same time, I was excited to finally implement my ideas and work to my own set of standards. To now go out and succeed on my own has provided me with a real sense of accomplishment.


Finally, what advice would you give to brokers about to enter the industry?

First, develop a 5 to 10-year plan, and then go to the granular – 3 months, 6 months, 12 month time frame, get a mentor and seek guidance. It’s going to be hard work, but it’s so worth it in the end.

Also educate yourself, read as much as you can and don’t stop reading.

Work experience is also good. If you did start out doing a degree, it’s also important to get a bit of experience, this is so important especially credit experience – putting deals together from a credit perspective. I’ve seen this in different roles, those with credit knowledge have been the most successful in our industry.

Finally, buy a property yourself; get that experience of going through the finance process. This makes a huge difference because you can understand what its like to go through the process.


In summary, three takeaway points from this episode:

  • Put your client’s needs first, sometimes the extra mile pays off in the long run.
  • Give back to the community with education.
  • The most successful brokers are credit experts, learn your craft through reading and learning.
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Joshua Vecchio

Our vision is to rally mortgage brokers from across Australia, we want to share our industries best practice to help brokers maximise client value, reduce their working hours and increase their overal...

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