Mortgage broking is a weak-link business so act accordingly

Posted by Jan15, 2018 Comments Comments Off on Mortgage broking is a weak-link business so act accordingly
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In December, I attended a Malcolm Gladwell conference (bestselling author of many books such as The Tipping Point and Outliers). I would like to share an important story with you that is very relevant to mortgage broking so bear with me. He cited some research completed by two economists, Chris Anderson and‎ David Sally (The Read the full article…

Top 3 things you should do in January to ensure 2018 is a successful year

Posted by Jan02, 2018 Comments Comments Off on Top 3 things you should do in January to ensure 2018 is a successful year
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Hopefully, you have enjoyed that last week relaxing and recharging your batteries. But now that Christmas and New Year are behind us, your mind might start thinking about your business, clients and what you’d like to achieve in 2018. January can be an unpredictable month volume wise, so it’s possible that you’ll have a bit Read the full article…

Don’t be content with poor content: Six tips for making blog posts sing

Posted by Nov06, 2017 Comments Comments Off on Don’t be content with poor content: Six tips for making blog posts sing
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The quickest way to make a bad first (page) impression is to have have old, irrelevant or poorly written content on your website. These days potential clients will likely suss you out online long before they ever shake your hand. And just like the grip of your handshake, the strength of your website can make Read the full article…

Whoever creates the transaction is in control

Posted by Apr04, 2017 Comments Comments Off on Whoever creates the transaction is in control
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Are you an order taker or order maker? Put differently, do you spend most of your day taking instructions from clients or giving them to your clients? The latter is more enjoyable. When you are an order maker you can spend all your time and energy on making sure you deliver the best advice and Read the full article…

Keep doing the hard work of raising the bar

Posted by Dec15, 2016 Comments Comments Off on Keep doing the hard work of raising the bar
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There are three categories of brokers: Order takers – these brokers are selling a commoditised product. That is, their service offering is mostly based around the promise of saving time and getting the lowest interest rate. They spend all their time chasing transactions, not relationships. Commoditisation fighters – these brokers understand that competing on interest Read the full article…

How to deal with a bad day as a broker

Posted by Nov22, 2016 Comments Comments Off on How to deal with a bad day as a broker
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I recently read this blog by Seth Godin and it was a good description of what it feels like to build a broking business. It can be a hard slog at times and some days you just need to hang in there. For example, yesterday a lender clawed back commission on a $2.5 million loan Read the full article…

Getting more clients to say yes to your emails

Posted by Aug23, 2016 Comments Comments Off on Getting more clients to say yes to your emails
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I believe that you should spend almost as much time on an email’s subject line as you do on writing the actual email itself. The strength of an email’s subject line will determine if it gets read and opened. It’s the first thing the client will read and sets the tone for the rest of Read the full article…

How much advice should you give for free?

Posted by Jul15, 2016 Comments Comments Off on How much advice should you give for free?
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One of the challenges with being remunerated entirely by commission is the risk that clients do not value and respect your time and advice – because they aren’t directly paying you a fee. This can be one of the frustrating things with being a mortgage broker. How much free information and work should you give Read the full article…

Lazy brokers fail because they fail to…

Posted by Jun15, 2016 Comments Comments Off on Lazy brokers fail because they fail to…
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How many hours per year do you spend on trying to win new business and generate more leads? It is not unusual for a broker to spend over 2,000 hours per year on these activities. How many hours per year do you spend on training? Most brokers would spend less than 10 hours per year Read the full article…

The art of doubling your settlements with less work

Posted by May23, 2016 Comments Comments Off on The art of doubling your settlements with less work
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I believe that almost every broker in Australia could double their settlements without working anymore hours. I know. It sounds like a big statement doesn’t it? But read on because I’m going to give you some practical examples. Before I get to the practical examples, it’s important that you understand that there are three steps Read the full article…