Franchisee In The Spotlight | Mike O'Malley

Over the past decade we’ve built a strong base of loyal direct clients who continue to return to us, which means we’re not as dependent on broker‑channel volume as some offices.

We also maintain a broad and diverse referrer network. Because we’re not reliant on just a handful of referrers, our volume remains stable even when the market shifts. That diversity has been a major buffer during volatile lending periods.

Every single week like clockwork, without fail!

We review every active and prospective deal, prioritise them, and ensure the entire team is aligned on what matters most.

And yes, we still use a good old‑fashioned whiteboard. Whether your results are strong, or could be better, there’s nothing more motivating than seeing everyone’s pipeline right in front of you.

Strong relationships come down to trust and results. We deliver what we say we’ll deliver, and when referrers see consistent outcomes for their clients, they keep coming back.

That said, we’re also conscious of engaging our broader referrer base more regularly. We’re planning some experiential events, something more meaningful and engaging than just lunch to deepen those connections. Stay tuned for your invitation!

We’re networking more, formally and informally. At the end of the day, expanding our contact base is essential.

Historically, I’ve had a higher proportion of direct clients, and I’ve been coaching the team to build similar business because it’s more profitable and more stable.

We’re also investing time into non‑broker referrers for the same reason.

Absolutely, good old‑fashioned service.

If we treat clients well, they come back, and they refer their friends, family and colleagues. I’ve done loans for entire families, five kids!

Buying property is complex and overwhelming, especially for first‑timers, so we take an educational approach. Clients always know where we’re up to and what’s coming next.

The worst question we can hear is “Where is my loan up to?” If that’s asked, we haven’t done our job.

We actively tell referrers we can handle the complex deals others can’t, so they’re never shy about sending us the trickiest scenarios from the bottom drawer.

Trust lending is a big one. Many lenders have backed away from it, but Rate Money hasn’t, so we see some very complex Trust borrowing structures.

We’ve funded an off‑grid home in the middle of the Daintree Rainforest for a Cairns carpenter - low doc -Vwhen everyone said it couldn’t be done.

We also funded a unit at Manly Wharf for a Labrador breeder whose business exploded during COVID. I’ve never measured a Unit purchase price in number of puppies before!

Complex deals are the most fun. Anyone can write a PAYG loan with two payslips but I’m happiest wading through company accounts and complex solutions for our self‑employed clients.

One of the best things about Rate Money is the network, we all stay in touch, share best practices and help each other. I regularly speak with newer principals and their teams, and I really value that open network. So, use your network.

If I had to give just one piece of advice: there is no shortcut. Do the work!

1. Build your network

2. Stay in touch

3. Serve your clients

4. Support your team.

The results will follow.

Rate Money’s product suite positions us perfectly for low‑doc and self‑employed lending, that’s our baseline.

With recent government policy “intervention” affecting investment borrowing and SMSFs, I expect increased demand for anything that adds new housing stock: Construction loans, house‑and‑land packages, off‑the‑plan etc.

I also anticipate more interest in commercial property as former residential investors look for new ways to build wealth.

Fortunately, Rate Money is well placed to service all of these opportunities.