Q&A with Chris Pearce, Connective Home Loans BDM in QLD

Chris Pearce, our Queensland based BDM shares the most common challenges facing his brokers and how he helps them with Connective Home Loans.

What common questions are coming from your broker portfolio at the moment? How does Connective Home Loans provide support to address some of their concerns?

Initially there were a lot of questions around digital solutions for customers. Connective Home Loans provides the option to assist you and your clients with a full end-to-end digital process and experience. This has now moved back to the more traditional scenario discussions and helping the brokers find a solution for their clients. The beauty with Connective Home loans is that we have four potential solutions for clients under the one brand.

Why should brokers consider Connective Home Loans for their clients?

Connective Home Loans provides more solutions for more of your customers more often. “One brand, four solutions”. We aim to provide a level of support that is second to none. Great rates, great service turnaround times and great people to deal with.

Can you share an example of a broker who has had a positive experience using CHL?

Recently I assisted one of our brokers with one of their loans due for settlement. They were on the Sunshine Coast and the documents needed to be dropped back at MSA National in Brisbane. I live halfway between the broker and Brisbane, so I took the documents the rest of the way to MSA for them. It’s the small personalised things that make for a positive experience.

When did you start working at Connective? What industry did you come from before joining Connective?

I started with Connective in November 2019. I have been in the financial services for over 20 years doing various roles including managing Marquee Brand Finance Company relationships and field staff, and owning my own finance broker business.

How has your workday changed now that you do not have face-to-face meetings due to COVID-19 restrictions?

Not having the face-to-face meetings or getting stuck in traffic travelling between appointments means I am more efficient as phone calls and emails can be dealt with and returned a lot quicker. We still have ongoing webinars and other commitments throughout the week, however I think overall the restrictions have given us the opportunity to be more proficient and handle a bigger workload.

Tell us what you love most about your job

I love the relationships that you form working in this industry, however the best part is seeing that end result i.e. a settlement on a deal that you know you and the broker have worked bloody hard to get across the line. Happy customers!

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

These conversations are generally difficult even if you have a great relationship with the person you need to have the discussion with. Even now I have to stop and take a big breath before having them (everyone is human). There are two key points to remember when dealing with a difficult conversation. The first is that there is a human being at the other end, and the second is the quicker you pick up the phone or make that appointment to address the matter the easier it will be to get the best resolution for all.

What does a day in the life of a BDM look like?

I start my day by taking the dogs for a walk. I then take a look at the deals that have come in overnight and tidy up any emails that I’ve received. Then I either head out on the road for meetings, training sessions or in the current environment make calls and follow up on deals for brokers. Like my colleague’s, afternoons are my busiest and that can be anything from emails, phone calls or talking to our lender contacts.

What do you like to do outside of work?

It’s been interesting during the COVID-19 environment as I am a keen golfer and I also play soccer in a Brisbane League on a Friday. However, both were either stopped or made very hard to play with all the rules. We recently brought a horse for our daughter and that has been our escape on the weekends. Great to watch her ride and take care of the horse, whilst we get to enjoy the views and clean air of Queensland.