Building a strong brand in the asset finance industry

Anna Scotter, our Business Development Manager in WA, shares how she has built a strong brand in the asset finance industry.

When did you start working at Connective Asset Finance (CAF)? What industry did you come from before joining Connective Asset Finance?

I joined Connective Asset Finance in January 2019. I was with the Westpac Group for 14 years, predominately third party commercial asset finance.

Tell us what you love most about your job

Every day is different! Every conversation with brokers is different. I feel very imbedded within the WA team, even though my subject material is different from residential lending. I enjoy the unity from the wider CAF team nationally. We always stay in touch with each other and I value that.

How do you start building relationships with new clients?

I have a genuine interest in my clients and their business. I really get to them, their pain points, their goals and motivation to succeed. I’m very genuine and not afraid to share a bit about myself and accomplishments.

Tell us about a time when you had to go the extra mile for a client and it made a big difference to their business?

There are a few steps brokers have to go through after being onboarded to Connective Asset Finance. Once a group becomes a Connective member, then next step is the lender accreditations. In the asset finance space, all lenders have different forms to complete. I brought on one large partner group and when we got to this stage of the process the ‘walls went up’. So as part of my service to the group I completed four individuals forms for over 11 lenders. 44 applications completed, they merely had to sign. The thanks I got from the group was all I needed to know that I had gone above and beyond and solidified our relationship further.

How do you approach challenging conversations? Can you give advice on how to manage it?

Being a woman in the asset finance space, I have had many difficult conversations with brokers over the years. When I first started in this industry, I was intimidated by some of the larger groups and their brokers. However, like anything in life I tackle things head on. I take ownership where need be and I’m transparent with my brokers and deliver a clear message where I have to. This has built my strong brand in the asset finance WA industry to this day.

What are three tips that help you be a successful BDM to your brokers?

• Love what you do and be genuine
• Be confident in your industry knowledge
• Be a BDM that picks up the phone

What value do you think an aggregator brings to brokers?

A good aggregator is a full-service provider to a member. I do feel members rate their relationships to their BDMs, compliance assistance, diversified lending panel, software and technology and overall culture as priorities to stay with an aggregator.

Tell us what makes Connective Asset Finance different and stand out from other aggregators from your point of view. Why should brokers join Connective Asset Finance?

Because we are the only aggregator that offers dedicated professional development days to our members and an experienced BDM in asset finance. It is the full-service proposition to a broker, offering residential lending access, white label lending access, commercial lending access and asset finance lending access. It has been said about Connective that 'we were an IT company that fell into aggregation'. Our systems and technology far out do other platforms in market. Our members are a family and we have a wonderful culture among us. Our industry awards and recognition are also testament to the service we provide our members.

What do you like to do outside of work?

Cooking is my outlet; I love making our home smell good. I love to dance, and I am part of the Perth Pinup Community, so I love anything vintage, retro 50s. I also go car racing with my husband through Targa West WA. And we recently added a new fur baby to our family, Rocky, so he gets a lot of attention.