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I think we can learn some very valuable lessons from the retail industry (particularly apparel retail). You would have noticed lately that everything is on sale – 50% (or more) off is not uncommon. What is the retail industry teaching its customers? To never pay full retail price again! It’s a lazy strategy – to Read the full article…

Timing is everything (to winning more business)

Posted by Jun05, 2013 Comments Comments Off
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Momentum is everything when it comes to winning new business. The time it takes you to respond to a prospects requests is directly proportionate to the likelihood of you winning the business. That is, the longer you take, the less likely it is that you’ll win the deal. It’s the single biggest thing you can Read the full article…

Masterclass: Take your business to the next level

Posted by Jun03, 2013 Comments Comments Off
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Like Eddie McGuire last week, I too have obviously made a mistake! A big mistake. And I want to have a go at fixing it. So perhaps you’ll give me two minutes of your time to allow me to do this. If so, please read on… Q1. Are you working hard but still not seeing Read the full article…

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I have helped many brokers greatly improve their businesses and make more money through simple, yet highly effective sales and lead generation systems. I am considering running a one day workshop (in Melbourne on 17 June) for brokers that are serious about taking their business to the next level. I will only accept a maximum Read the full article…

Getting existing clients to return your calls

Posted by May15, 2013 Comments Comments Off
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I know that the easiest way to build a mortgage broking business is to maintain regular contact with clients. In fact, I drum into the brokers that I coach to spend 30 minutes each and every day calling past clients. Do that and you’ll soon have a very successful business. Simple! But one frustration I Read the full article…

Getting more referrals is easy! Here’s how…

Posted by Apr15, 2013 Comments Comments Off
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I enjoyed presenting a webinar for the MFAA last month on how to get more referrals. I received lots of great feedback so thank you to all the people that emailed me. I did an interview with a (financial planning industry) magazine this morning about the impact of converting my business to being “by referral Read the full article…

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One of my criticisms of the financial services industry is that too often we are too product focused. That is, we don’t describe what we do as offering a “service” but rather define our service in terms of the products we sell e.g. an insurance broker sells insurance, a mortgage broker sells mortgages. This approach Read the full article…

What to do with unmotivated prospects?

Posted by Mar08, 2013 Comments Comments Off
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There’s a line from one of my favourite movies (Boiler Room) which goes like this: “Either you sell the client some stock or he sells you a reason he can’t. Either way a sale is made.” Whilst it’s a bit “American”, it’s a great line. But I think it’s more about energy than “selling”. In Read the full article…

Newsletters: print, email or another way?

Posted by Feb25, 2013 Comments Comments Off
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How do you deliver your newsletter? Do you send a hard copy by mail? Do you email it? Or do you simply post it online? The challenge for any business is to get your clients attention. Then, once you have their attention, you need to add value. If you fail to do that each and Read the full article…

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Sending newsletters to clients can be an effective way to stay in touch with them and ultimately generate leads (repeat and referred business). The interesting thing is that when I talk to many brokers I have learnt that brokers are doing lots of different things. Very few brokers are sending newsletters monthly, most are sending Read the full article…