Getting existing clients to return your calls

Posted by May15, 2013 Comments Comments Off on Getting existing clients to return your calls
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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 on Getting more referrals is easy! Here’s how…
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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…

Anyone that needs a mortgage is a potential client for me. Wrong!

Posted by Mar18, 2013 Comments Comments Off on Anyone that needs a mortgage is a potential client for me. Wrong!
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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 on What to do with unmotivated prospects?
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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 on Newsletters: print, email or another way?
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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…

The most effective newsletter strategy for lead generation

Posted by Feb11, 2013 Comments Comments Off on The most effective newsletter strategy for lead generation
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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…

Don’t forget… we live in the Lucky Country. So what are you doing about it?

Posted by Jan21, 2013 Comments Comments Off on Don’t forget… we live in the Lucky Country. So what are you doing about it?
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In my manifesto I wrote about the massive change in the geographical location of the world’s wealth. It used to be that most of the world’s wealth was made/held in the US and Europe. That is rapidly changing and wealth is pouring into the Asian region. I read with interest an article that included a Read the full article…

Planning your marketing for 2013? Where will your attention be in 2013?

Posted by Jan11, 2013 Comments Comments Off on Planning your marketing for 2013? Where will your attention be in 2013?
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Hopefully you’ve enjoyed a break over Christmas and New Year and recharged your batteries. Many brokers will now be turning their attention to 2013 and hopefully setting some lodgement and settlement targets. Once you have set a goal you’ll need to develop a plan to work out how you’ll be able to achieve that goal. Read the full article…

Brokers have the opportunity to help fulfil a household true financial potential

Posted by Dec17, 2012 Comments Comments Off on Brokers have the opportunity to help fulfil a household true financial potential
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I would like to thank Ben Kingsley (an Ambassador of The Mortgage Broker Revolution) for being the first Ambassador to contribute to this blog. I invite other subscribers to send me their articles, opinion pieces, views for publication to keep the revolution alive… There is a silent struggle going on between Financial Planners, Accountants  and Read the full article…

The number one thing you must be doing as a mortgage broker

Posted by Dec07, 2012 Comments Comments Off on The number one thing you must be doing as a mortgage broker
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In the past, clients would come to advisors for information and advice. However, today, information is available in abundance – mostly via the internet. Advice is being commoditised too. So what is your main role as an advisor if it’s not to provide information and advice? Allegedly, Leonardo Da Vinci said that “simplicity is the Read the full article…