How to Remain Relevant to Clients and Competitive in Business

Sukhi Singh, Director of Infinity Finance Solutions in Sydney, shares insights on remaining relevant to clients’ changing needs, forging meaningful relationships during the pandemic and beyond, and preparing for the future of broking.

Why did you decide to become a mortgage broker?

Having worked in the finance industry for over 15 years, I decided to venture out on my own as I wanted to look after the clients’ needs irrespective of lender policies and preferences.

At Infinity Finance, we are there for the client to facilitate finance and provide other related services through the various stages of their journey. The continuity of our service and being up-to-date on current policies keep us at the forefront of our business, ensuring we remain relevant to our customers’ needs and wants.

What's one thing you've learned about yourself, your business or your clients this past year during the pandemic?

Business people and people in general are very resilient; the power of conversation and having a strong support structure are key for anyone to succeed. You need to have good people around you who can see you through the hardest of times while helping you maintain your perspective.

People come to us for assistance with getting finance for a purchase, but we often forge great and meaningful relationships with them at the same time.

If you had spare time to work on one aspect of your business, what would it be and what would you do?

Setting up more automation for the future while retaining the human element of our business is our key focus going forward.

Do you have any tips to share on how you prepare for EOFY and set yourself up for success in the new financial year?

Make sure you’re relevant to your customers’ needs. To us, relevance is obtained by adding value to their conversations and seeing their dreams and aspirations turn in to reality. When you have to tell a client something that they might not like, make sure to put it into context and give it relevance.

What are your goals for the new financial year?

I aim to achieve greater customer satisfaction and to drive more business via referrals through current client contacts. I also want to make sure Infinity Finance is the best workplace for our staff.

The federal government announced some new initiatives to encourage home ownership and assist first homebuyers. How do you think these schemes will help your business?

We get really excited to help first homeowners get into their first place because their dream of owing their own home is second to none. The growth it provides to the economy and the distribution of wealth is a positive spin-off effect; for the homeowner, it’s the start of new and exciting things for them and that’s very pleasing to see.

What's the fastest growing segment of your business right now and how are you servicing these clients?

Commercial lending and capital expenditure in businesses are the fastest growing segments for us. We have to look after their current needs and then plan for what the next 3-5 to 10-years might hold and how we can achieve the same.

Why would you recommend any broker join Connective?

We have and continue to refer people to Connective because of its approach to its members, its technology and innovation, and above all, the human touch; it’s really commendable.

What Connective services/tools or support do you find most valuable in your day-to-day work?

Connective’s systems and technology, Mercury, are great. This topped with the great people who work at Connective should make them the aggregator of choice for every broker.