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…

Who controls the conversion?

Posted by Jun26, 2014 Comments Comments Off on Who controls the conversion?
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When a client asks about interest rate, how do you respond? Do you allow yourself to get dragged into the conversation or do you subtly educate the client about the important factors to consider when setting up a loan – with the interest rate being an important factor – but often not the most important Read the full article…

You’re not a magician… tell your clients

Posted by Jun11, 2014 Comments Comments Off on You’re not a magician… tell your clients
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Why do people use mortgage brokers? One of the reasons is probably because they feel like they might get a better level of personalised service compared to what they’d get going directly to the bank. But clients are only partially correct if they think this and you need to tell them this. A good financial Read the full article…

Does email help or hinder your sales process?

Posted by Apr15, 2014 Comments Comments Off on Does email help or hinder your sales process?
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Some brokers prefer to communicate to clients by phone rather than wasting time typing out an email. Other brokers prefer email as it’s more convenient and less intrusive. But what method is the best to make the sale? Speaking to people over the phone or in person is far more powerful than writing an email Read the full article…