Specialist Finance Group links 100% utilisation of Salestrekker to enhanced compliance, governance and growth

Name: Specialist Finance Group

Website: https://www.specialistfinancegroup.com.au/

Solutions: Salestrekker

About

As a multiple award-winning finance aggregator, Specialist Finance Group (SFG) specialises in delivering innovative technology-based business outcomes for its 1300+ broker network – starting with their customer relationship management platform, SFGconnect. After implementing Salestrekker in 2018, its entire network use of the system within SFGconnect has helped set new professional compliance and governance benchmarks, improved customer outcomes and freed up time for its broker members, plus helped accelerate its revenue growth. 

“As an early implementer of Salestrekker, we recognised its differentiation from anything else in the market. Salestrekker is continually being adapted and improved to remain a market-leading system. The result? A 100% utilisation rate across our 1300+ member network,” said Blake Buchanan, General Manager, Specialist Finance Group.

When resource allocation matters

When it comes to differentiating its use of Salestrekker, SFG believes it is their unique resourcing of the business that sets them apart. Following their implementation of Salestrekker, SFG experienced a considerable percentage of members immediately adopting the system because of awareness or recognition of what Salestrekker could deliver. For the rest, they embarked upon a program highlighting the due diligence completed to select Salestrekker and the system's capabilities and ensuring they had the answer to 'Why use Salestrekker?' in advance. 

To mandate the use of Salestrekker but ensure a change management program would help get them to full adoption, specialist SFG Salestrekker teams were deployed around the country. These Salestrekker experts would sit beside all broker members and customise the SFGconnect platform to ensure it worked for their bespoke business model. For SFG, implementing Salestrekker was more than education and manuals. It was a tailored experience designed to help brokers exploit the system for greater efficiencies, improve customer outcomes for their clients, and improve profitable business models.

“By deploying the right resources and support for Salestrekker into our member network, we knew we could build a team of happier and more successful brokers with less reliance on our technical teams,” Blake outlined. 

Shifting to a numbers mindset

SFG describes the barrier to entry for becoming a broker as a high bar to leap. However, by shifting to a number outcomes mindset, the company remains focused on innovation and growth. They have clearly articulated the expectations that come with being part of its premium network and ensure that its brokers have the tools to complete the work the best way they want to.

Growth is impressive, with over 300 broker members joining SFG in 2022 and an attrition rate that doesn’t even reach double digits. 

“With Salestrekker as our core customer relationship management system in SFGconnect, we can attract and retain premium brokers. It’s something we are known for. It enables brokers to write more business and give better consumer interactions and outcomes,” he said.“It is a big plus to have amazing systems support and an overall value proposition that helps them achieve more in their day-to-day business. Plus, Salestrekker frees up their time to either write more business or have more  time for things that matter to them,” Blake continued.

One thing that SFG is sure of is their broker network is happier, more efficient, and they are using next-gen market-leading tools to assist their clients.

**Focusing on effectiveness **

For a more meaningful outcome for its broker members, focusing on results for their clients and de-emphasising technology updates is imperative for SFG. For example, the company has collaborated with Salestrekker to ensure the use of the CRM platform is a ‘one-stop-shop’ for its members. Multi-factor authentication delivers greater data integrity and security with a user experience that facilitates one log-on for bank statements, digital signatures and video conferencing, amongst other features within the one system. 

"Our risk profile is reduced with Salestrekker, contributing positively to our overall compliance and governance. Generally using multiple systems raise the issue of keystroke errors, which has a knock-on effect on our broker's clients. However, Salestrekker has the highest levels of security accreditation in the industry, and this gives us great reassurance our brokers and their customer data is stored securely, particularly when brokers don’t need to access separate systems for tools like valuation services, customer portals, credit bureau checks and much more,” he outlined. 

Looking forward with Salestrekker 2.0

When it comes to future goals, Blake believes the launch of Salestrekker 2.0 is vital to delivering on long-term goals. Developments including Open Banking, same-day approvals with lenders and dynamic automation and workflows mean even more premium service benefits for clients without brokers having to do more administration. New reporting functionality enhancements have also been identified as a tool to help brokers take their business to the next level.

“Salestrekker 2.0 can identify where brokers spend their time and money with clients. Or, more importantly, where they should be spending their time and money with clients. Together with these new enhancements, Salestrekker 2.0 will cement its market-leading reputation and place it far beyond any other solution,” Blake said.

The hyper efficiencies SFG expects from the refreshed Salestrekker platform align with their approach to doing things differently.

“We have had major customisation delivered in the market from concept to implementation in under 14 days. We were impressed. However, Salestrekker 2.0 will take a specialist CRM platform built for the mortgage space into untouchable territory for years. No one will be able to rival Salestrekker without significant investment for a number of years,” he concluded.

Results

• Record growth in the broker member network
• Transparent and fully auditable compliance functionality with Salestrekker 
• 100% utilisation of Salestrekker daily by over 1300 brokers