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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…

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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…

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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
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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…

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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…

Do you ever unsell?

Posted by Sep06, 2015 Comments Comments Off
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When presenting solutions to clients the typical approach is to present a few options and then provide the client with a few reasons why they should agree to using the lender you recommend. By the way, research has shown that you should present 3 reasons – not more or less. However, sometimes a stronger approach Read the full article…

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For some reason humans tend to overcomplicate things and then end up not seeing the wood from the trees. Often the simplest solution – the one right in front of our eyes – tends to be the best solution. And this could not be truer in mortgage broking. One of the simplest and most powerful Read the full article…

The best time and method to make annual review calls?

Posted by Jul16, 2015 Comments Comments Off
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Calling past clients’ is the most powerful thing you can do to build and maintain goodwill in your business. And the businesses with the most goodwill and client connection are typically the strongest, most profitable businesses. But what is the best way to complete them and when it’s the best time to do them? Australian Read the full article…

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There are typically two approaches you can take to win a new prospect or lead. You can try and sell them on why you are the broker they should trust and use, why CBA or ING or another lender best suits their needs and why they need to get a pre-approval… which you can get Read the full article…

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In Denmark only 4% of the population have registered as organ donors. However, in Sweden, 86% of the population have registered as donors. Why is there such a large difference between two countries that are arguably culturally similar? It turns out that the difference is simply because of how the car registration form is designed. Read the full article…