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?
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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 on Turnover is vanity, profit is sanity, cash is reality!
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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 on Give no more than 3 reasons for your recommendation!
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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 on Learn from my personal business coach
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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…

You can choose to either be ‘always right’ or ‘successful’… the choice is yours

Posted by Oct24, 2014 Comments Comments Off on You can choose to either be ‘always right’ or ‘successful’… the choice is yours
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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…

Are you teaching your clients to value your service at $nil?

Posted by Oct18, 2014 Comments Comments Off on Are you teaching your clients to value your service at $nil?
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Most mortgage brokers don’t charge for their service. This is often viewed by the client as a benefit i.e. they essentially get something for nothing. Whilst I think it’s a benefit too (from a mortgage brokers standpoint), the risk is that we teach our clients to value our service at the price they pay – Read the full article…

Tell your story as often as you can

Posted by Oct02, 2014 Comments Comments Off on Tell your story as often as you can
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I recently attended a one day workshop with the teacher I respect the most, Seth Godin (I have referred to his blogs in previous posts). Whilst I learnt many things throughout the day, perhaps the most powerful was to tell my story. Doing so will attract only “perfect” clients. The first lesson is “as soon Read the full article…

Using NCCP Compliance As A Marketing Tool

Posted by Aug26, 2014 Comments Comments Off on Using NCCP Compliance As A Marketing Tool
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Many mortgage brokers love to complain about the NCCP Act. They protest that the regulations are too restricting, too time consuming. While it is true that NCCP Compliance takes time and effort, if you are looking at compliance as an imposition then you are missing out on some of the great benefits that compliance can Read the full article…

My advice to new brokers…

Posted by Aug14, 2014 Comments Comments Off on My advice to new brokers…
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A common question I receive from new brokers is “what tips can you give me to be successful and what mistakes did you make?” I’m going to write a few blogs on this because I have made a lot of mistakes and knowing what I know now, I’m certain I could build a broking business Read the full article…

We really need to share more… and now!

Posted by Jul17, 2014 Comments Comments Off on We really need to share more… and now!
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Imagine if we could upload the knowledge and experience of every mortgage broker in Australia to one central place and then download that entire database of knowledge into each and every mortgage broker. How awesome would our industry become? What would our market share be? How much more money would we all make? What would Read the full article…