TOM WELLS
Shailer Park
Summary
Built a solid reputation in the mortgage industry over the past 35 years with brokers, lenders and aggregators across the eastern seaboard .
Encouraging manager and analytical problem-solver with talents for team building, leading and motivating, as well as excellent customer relations aptitude and relationship-building skills. Proficient in using independent decision-making skills and sound judgment to positively impact company success.
Overview
53
53
years of professional experience
Work History
General Manager
Allstate Home Loans Pty Ltd
Brisbane, QLD
08.2018 - Current
- Directed operational strategies to enhance efficiency and streamline business processes.
- Analyzed market trends to identify growth opportunities and adjust strategic direction accordingly.
- Cultivated relationships with key stakeholders to support business objectives and drive partnership success.
- Cultivated strong relationships with clients, vendors, and partners to ensure long-term success and loyalty.
- Maximized efficiency by coaching and mentoring personnel on management principles, industry practices, company procedures, and technology systems.
- Formulated policies and procedures to streamline operations.
Relationship Manager
Better Choice Home Loans Pty Ltd
Southport, Qld
09.2017 - 06.2018
- I was recruited specifically to service and increase the business from Mortgage Choice in Queensland given my knowledge of the group and the mortgage management systems and lenders.
- Better Choice have a wider panel with 9 lenders including a limited range of commercial options, and I serviced brokers across multiple aggregators from Cairns to Ballina. I was made redundant due to the merger with Goldfields Money (GMY).
Business Development Manager
Homeloans Limited
Brisbane, Qld
09.2011 - 09.2017
- Homeloans Ltd (ASX listed) needed to be re-established in Qld back in 2011, and I accepted the challenge.
- Following the death of one of the owners, the company was sold to Resimac and I remained with them in the same role.
Business Development Manager
AUSTRALIAN FINANCE GROUP LTD (AFG)
Brisbane, Qld
08.2001 - 08.2011
- This was another start from scratch role to recruit brokers under the AFG aggregation model, which is a full service model based on performance commission split with the brokers, allowing the brokers to operate independent business models.
- Conduct audits and ensure compliance was met.
- Train the brokers in FLEX software (Siebel / Oracle).
- Cross sales across all lines of business including residential loans, commercial loans, personal loans, equipment finance, general insurance, life & risk insurances, property sales.
- Assist in recruiting referral sources for the members.
- Liaise with the lender panel and act on any problem areas as required.
Sales Manager
BANK OF QLD - PRIORITY DIRECT
Brisbane, Qld
04.1999 - 08.2001
- Priority Direct was the division created specifically to cater for the third party broker introducer market.
- This role was to manage the sales force of Business Development Managers (BDM's) in Qld & NSW (8 staff) as well as operations of the processing functions and settlements (14 staff).
Personal Banking Manager / Relationship Manager
BANK OF MELBOURNE / WESTPAC
Brisbane, Qld
07.1996 - 04.1999
- Started with Bank of Melbourne Limited, which was acquired by Westpac on the 3rd May 1998.
Senior Area Manager
CITIBANK LIMITED
Southport, Qld
06.1990 - 12.1995
- The brief for this position was to provide incremental business for the Bank via the mobile lending sales force.
- In addition, Citibank offered some attractive incentive schemes and I won the following:
- April 1992 Los Angeles & New Orleans
- April 1995 Rio De Janeiro & Buenos Aires
- October 1995 Hong Kong & Beijing
- Initially, the sales incentives were based on gross mortgage applications and percentages above budget, until 1995 when Citibank changed to quality business based on the $ value of settled loans, approval ratings and cross sell budgets. I excelled under this structure and held the No. 1 position in Queensland and No. 3 in Australia during 1995.
State Manager
MASPORT ALKO PTY LTD
09.1987 - 06.1990
- This was a joint venture between Masport (NZ) and ALKO (Germany) and was a light engineering company operating in the trailer industry, with axles and braking systems. It later became ALKO INTERNATIONAL PTY LIMITED
Sales Rep / State Manager
MASPORT PTY LTD
02.1978 - 09.1987
- Masport sold mowers, cultivators, pot belly stoves, glass fronted wood heaters, garbage disposal units and woodworking equipment (all manufactured by Masport in NZ) to wholesalers.
- This is where I learnt how to sell quality products at premium pricing.
Credit Officer
AUSTRALIAN GUARANTEE CORPORATION LTD
Brisbane, Qld
11.1978 - 02.1980
- Worked in wholesale (motor), hire purchase and leasing acceptance and collections.
Various
THE NATIONAL BANK OF AUSTRALASIA LIMITED
Brisbane, Qld
09.1972 - 06.1978
- Became a teller at the minimum age of 18 yrs as we carried pistols back then.
- Was a Ledger Supervisor in Cairns with a staff of 8 - (pre computers). The Ledger Department was a mess that no-one could fix and my task was to make it work and stop the overtime as staff were working to 9pm on a regular basis.
- This was the start of my problem solving career.
Education
Kaiser & Associates Dimensional Thinking - Tim Kaiser
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Bob Munzberg Total Quality Management
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Daniel Johnson Time Management
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Australian Institute of Accounting for Non Accountants Management
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Chandler & Macleod Customer Service - Kevin Obermuller
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Australian Institute of Developing Effective Negotiation Skills Management
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Australian Institute of Sales Management Workshop Management
Skills
- Attention to detail & numerical reasoning skills
- Problem resolution
- Relationship building
- Process improvements
- Product analysis
Hobbies and Interests
Travel, taking photos (versus photography), family, good food and beverages.
Accomplishments
- From zero knowledge in the mower industry, I went from a green sales rep to State Manager at Masport and exceeded both the sales figures and budgets of my 2 predecessors.
- With zero knowledge of light engineering, I managed a business (Al-Ko) that was making substantial losses and facing closure in Qld, to becoming the most profitable branch on the eastern seaboard within 18 months.
Additional Information
- NATIONALITY: Australian
- BIRTHPLACE: Cloncurry, Queensland
- Weaknesses: I believe in Kaizen - continuous improvement.
Timeline
General Manager
Allstate Home Loans Pty Ltd
08.2018 - Current
Relationship Manager
Better Choice Home Loans Pty Ltd
09.2017 - 06.2018
Business Development Manager
Homeloans Limited
09.2011 - 09.2017
Business Development Manager
AUSTRALIAN FINANCE GROUP LTD (AFG)
08.2001 - 08.2011
Sales Manager
BANK OF QLD - PRIORITY DIRECT
04.1999 - 08.2001
Personal Banking Manager / Relationship Manager
BANK OF MELBOURNE / WESTPAC
07.1996 - 04.1999
Senior Area Manager
CITIBANK LIMITED
06.1990 - 12.1995
State Manager
MASPORT ALKO PTY LTD
09.1987 - 06.1990
Credit Officer
AUSTRALIAN GUARANTEE CORPORATION LTD
11.1978 - 02.1980
Sales Rep / State Manager
MASPORT PTY LTD
02.1978 - 09.1987
Various
THE NATIONAL BANK OF AUSTRALASIA LIMITED
09.1972 - 06.1978
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Bob Munzberg Total Quality Management
undefined
Daniel Johnson Time Management
undefined
Australian Institute of Accounting for Non Accountants Management
undefined
Chandler & Macleod Customer Service - Kevin Obermuller
undefined
Australian Institute of Developing Effective Negotiation Skills Management
undefined
Australian Institute of Sales Management Workshop Management
Kaiser & Associates Dimensional Thinking - Tim Kaiser
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