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…

Do you ever unsell?

Posted by Sep06, 2015 Comments Comments Off on Do you ever unsell?
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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…

Have you tried this one strategy to make winning clients simple, easy and quick?

Posted by Aug12, 2015 Comments Comments Off on Have you tried this one strategy to make winning clients simple, easy and quick?
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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 on The best time and method to make annual review calls?
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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…