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…

One lesson that will increase your settlements by 10% each year

Posted by Apr01, 2014 Comments Comments Off on One lesson that will increase your settlements by 10% each year
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If I could teach you one lesson and guaranteed that it would increase your settlements each and every year by 10% for the rest of your broking career, how much would that be worth to you? You would need to consider the value of the upfront commission, compounding trail commission and also the fact that Read the full article…

The one secret to mortgage broking success

Posted by Mar25, 2014 Comments Comments Off on The one secret to mortgage broking success
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When high profile and successful business people are interviewed by journalists they are often asked what the one secret to their success is. What is the one thing they should do in their industry that will guarantee success? I have found the one that thing guarantees success in the mortgage broking industry… The secret to Read the full article…

20 true fans

Posted by Mar08, 2014 Comments Comments Off on 20 true fans
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I went to a presentation by Tim Ferriss (author of The 4 Hour Work Week and a few other books) a few months ago and he strongly recommended people read an article by Kevin Kelly called “1,000 True Fans”. I just read it. The idea behind the article is that you only need a few Read the full article…

Ask better questions… the quickest way to making a sale

Posted by Mar06, 2014 Comments Comments Off on Ask better questions… the quickest way to making a sale
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Liz Wiseman (Book: Multipliers) says that the best way to influence someone is to ask better questions. Questions that don’t lead to a “no” answer. Questions that get your prospect thinking. Questions that start a conversations. Questions that draw out the emotions attached to the clients impending decision. I’m a big fan of starting every Read the full article…

Focus on trust and the rest takes care of itself

Posted by Feb27, 2014 Comments Comments Off on Focus on trust and the rest takes care of itself
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I read Seth Godin’s blog with enthusiasm this week (click here to read it). It’s all about trust. Developing trust with prospects is the ONLY thing a mortgage broker needs to focus on. Without trust, you can’t have a profitable, loyal, long-term client. In my opinion, by far the best thing you can do to Read the full article…

Great brokers don’t ask for business

Posted by Jan15, 2014 Comments Comments Off on Great brokers don’t ask for business
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Mark Muller is the key character in a series that airs on Foxtel called Gods, Guns & Automobiles. He runs a used car business and if you can get past all his Americanisms, he has a lot to teach when it comes to marketing and sales. I have included a video below. In this video Read the full article…

What will happen to your business when Coles starts selling home loans to its millions of customers?

Posted by Dec04, 2013 Comments Comments Off on What will happen to your business when Coles starts selling home loans to its millions of customers?
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Coles is aggressively expanding into financial services. It began with Coles insurance and now with Coles credit card. It has a huge marketing budget and an even bigger customer database (via the data it gets from their rewards program). I’m positive its next move will be into home loans… are you worried??? (This blog is Read the full article…