Lending arm of major network to double in size

Proving that diversifying into financial services is a lucrative prospect, CENTURY 21 Home Loans has revealed its loan sales have grown by 49 per cent.

Chief executive James Green told Real Estate Business’ sister publication, The Adviser, that CENTURY 21 planned to increase its broker numbers from 26 to 42 by adding six in Melbourne and another 10 nationally.

According to Mr Green, the lending arm of CENTURY 21 had written more than $600 million of loans in the 2013 calendar year, a 49 per cent increase on 2012.

CENTURY 21 real estate agents were the driving force behind the growth, supplying leads to the loan team.

The group introduced a software platform in 2013 that captures data from visitors to CENTURY 21 open houses. The people who are looking for a mortgage broker then receive a follow-up call from the group’s call centre.

Mr Green said he had “always wanted to find a way to tap into the massive customer flow” of real estate businesses.

“We have the data, the CRM and the appetite to increase our service offering. The result is we have significantly enhanced the quality of the leads from our real estate network, which allows our brokers to focus more on being dollar productive and providing six-star customer service,” he said.

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