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…

The art of distraction: If clients focus on interest rates, it’s your fault

Posted by Feb24, 2016 Comments Comments Off on The art of distraction: If clients focus on interest rates, it’s your fault
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Many borrowers have been trained by the media and their well-meaning friends that the interest rate and fees are the only important things to consider when selecting a mortgages. However, experienced brokers know that interest rates and fees are only two of many (often) equally important factors. The art of avoiding conversations about interest rates Read the full article…

Building good working relationships with clients

Posted by Feb09, 2016 Comments Comments Off on Building good working relationships with clients
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By Scott Matthews, the founder and Managing Director of Finance Life I have been a broker for 13 years. In that time I have settled some $500m in loans, worked with thousands of clients and had a great time doing it. I believe the key to being successful is enjoying yourself and what you do. Read the full article…

The wrong clients show you who they are… are you taking notice?

Posted by Jan25, 2016 Comments Comments Off on The wrong clients show you who they are… are you taking notice?
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I believe that your success as a broker depends a lot on picking which are the right prospects to work with and not wasting time on the wrong prospects. The right prospects/clients in my opinion are ones that value what you do, respect your advice and want to build a long term relationship. Let’s assume Read the full article…

The art of developing a highly effective newsletter: part 2

Posted by Jan11, 2016 Comments Comments Off on The art of developing a highly effective newsletter: part 2
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In part 1 of this article (published in December) I discussed why immediate lead generation shouldn’t be the main ain of your newsletter – and if it is, why that might be bad for business. In this blog I’m going to share my experiences for the best way to ensure that your clients read your Read the full article…

The art of developing a highly effective newsletter: Part 1

Posted by Dec15, 2015 Comments Comments Off on The art of developing a highly effective newsletter: Part 1
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How much revenue did your newsletter generate in 2015? If you are doing it right, this will be a difficult question to answer. I have written a newsletter each and every month for the past 13 years. Sometimes they generate immediate new leads. But sometimes prospects contact us citing a newsletter they read 2 years Read the full article…

The transfer of trust. You have to amplify it.

Posted by Oct21, 2015 Comments Comments Off on The transfer of trust. You have to amplify it.
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Yesterday I spoke with a potential client that was referred to me by his brother. His brother is an existing client of mine. This potential client is a recently qualified ophthalmologist (surgeon) with an earning capacity in excess of $1 million p.a. He has lots of surplus income to invest and could really benefit from Read the full article…

The banks cannot complete with us on one thing… maximise it

Posted by Sep16, 2015 Comments Comments Off on The banks cannot complete with us on one thing… maximise it
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I read this week that stock analysts are putting pressure on the CEO of Westpac, Brian Hartzer to reduce branch numbers in order to reduce costs. The big banks are focusing more on technology and reducing people costs (i.e. staff numbers). This is a major advantage for us (brokers). It is interesting that some brokers Read the full article…