Are you busy selling yourself to prospects? If so, read this!

Posted by Jun21, 2015 Comments Comments Off on Are you busy selling yourself to prospects? If so, read this!
Print Friendly, PDF & Email

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…

Clients don’t want to make decisions so stop giving them choices!

Posted by May07, 2015 Comments Comments Off on Clients don’t want to make decisions so stop giving them choices!
Print Friendly, PDF & Email

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…

Mining for Gold

Posted by May07, 2015 Comments Comments Off on Mining for Gold
Print Friendly, PDF & Email

At a seminar, we bumped into an associate, another mortgage broker. As usual our conversation led to the usual complaints about lender service levels, policy changes, and lack of leads. On that last one, we asked him what he meant. He had been paying for a newsletter service and made the comment that it wasn’t Read the full article…

How to stop wasting time on frustrating prospects

Posted by May04, 2015 Comments Comments Off on How to stop wasting time on frustrating prospects
Print Friendly, PDF & Email

If I stand in front of the ferry terminals at circular quay in Sydney and hand out $50 notes, it is likely that most people will be reluctant to take the notes from me because we all tell ourselves a story. That story might go something like this; “no one would hand out $50 for Read the full article…

Are you sick of having your emails ignored by clients and prospects?

Posted by Apr21, 2015 Comments Comments Off on Are you sick of having your emails ignored by clients and prospects?
Print Friendly, PDF & Email

Having your emails ignored is a common frustration. A few months ago I came across this template and I have been using it ever since. It works nearly every time! Clients and prospects now respond to my emails. It is simple. Here it is: “Dear [name], I hope this email finds you well. Forgive me Read the full article…

6 key principles of influence

Posted by Mar30, 2015 Comments Comments Off on 6 key principles of influence
Print Friendly, PDF & Email

Dr Robert Cialdini is the author of Influence: The Psychology of Persuasion. A short explanation of his work is that he says that we need to look for the six principals of persuasion when we work with a client. If one exists (i.e. it needs to exist naturally – it shouldn’t be manufactured), we should Read the full article…

Have you earned the right for a call back?

Posted by Mar15, 2015 Comments Comments Off on Have you earned the right for a call back?
Print Friendly, PDF & Email

You completed a refinance for your client, Mario 2 years ago with ANZ and he has a 1% interest rate discount. Mario runs into a friend at a BBQ. This friend tells Mario that CBA has given him a 1.20% discount for a smaller loan amount than Mario has. What do you expect Mario to Read the full article…

No one will value your time until you do. Is your time really free?

Posted by Jan31, 2015 Comments Comments Off on No one will value your time until you do. Is your time really free?
Print Friendly, PDF & Email

I’d bet that you hate it when a client doesn’t value or appreciate your time, right? Time wasters, people that bleed you for your knowledge and advice, procrastinators – there’s lots of examples of clients that don’t value their broker’s time. But there’s something you can do about it. A broker told me a really Read the full article…

Turnover is vanity, profit is sanity, cash is reality!

Posted by Jan06, 2015 Comments Comments Off on Turnover is vanity, profit is sanity, cash is reality!
Print Friendly, PDF & Email

This is the quickest lesson in business: Turnover is vanity, profit is sanity, cash is reality! I find our industry is too obsessed with lodgements and settlements… that’s all vanity. Things like lodgements, # of new leads, # of client meetings, hours worked per week are all vanity. That is, lots of brokers like to Read the full article…

Give no more than 3 reasons for your recommendation!

Posted by Nov28, 2014 Comments Comments Off on Give no more than 3 reasons for your recommendation!
Print Friendly, PDF & Email

When making a loan recommendation to a client, how many reason do you give to justify that recommendation? You might cite the low interest rate, the features of the professional package, the banks service, turnaround times, borrowing capacity, free valuations, fee waivers and special offers and the list goes on. But new research suggests you Read the full article…