Mining for Gold

Posted by May07, 2015 Comments Comments Off
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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
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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…

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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
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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
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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…

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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
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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
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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…

Learn from my personal business coach

Posted by Nov03, 2014 Comments Comments Off
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I know you’re busy, but if you can, do yourself a favor and watch this complimentary video series about getting your business model right by my business coach, Andrew Roberts. Click here to watch this training for free. I wouldn’t recommend it if I didn’t think it was awesome. I worked with Andrew for a Read the full article…

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Every client you deal with will teach you a lesson. It will be a lesson about something you did right or something you did wrong but the lesson is there if you are open to receiving it. Some brokers spend their time blaming clients and prospects. Things like “that client just didn’t get it, that Read the full article…