The rule of 3 – important when meeting new clients

Posted by Aug31, 2012 Comments Comments Off on The rule of 3 – important when meeting new clients
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The rule of 3 has given me a good methodology and system for ensuring I always kick off meetings well and quickly start building trust with prospective clients. Watch my first 3-minute video blog below to learn all about it. If you can’t see this video, click here.

What’s your ‘interest only’ strategy? Are you losing business?

Posted by Aug24, 2012 Comments Comments Off on What’s your ‘interest only’ strategy? Are you losing business?
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A great opportunity and reason to make contact with an existing client is prior to the expiry of their interest only (IO) term. The bank will typically send the borrower a letter 6 weeks prior to the IO expiry telling them the repayments will revert to P&I. But brokers need to communicate with clients before Read the full article…

Improving your results is simple… deceptively simple!

Posted by Aug22, 2012 Comments Comments Off on Improving your results is simple… deceptively simple!
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I was reading a blog last night from one of the best thinkers of our time – Seth Godin. The short blog is about achieving results and changing behaviours – click here to read it.  Essentially, Seth is suggesting that you do not need to do one or two magnificent things each year but rather Read the full article…

The real reason why people come and see brokers – find it!

Posted by Aug17, 2012 Comments Comments Off on The real reason why people come and see brokers – find it!
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What’s the real reason people come to brokers? Are they after the best deal or someone to take care of all the paperwork? Often, we as brokers think that this is the reason. However, I suspect that there are ‘higher value needs’ that brokers can help with that are less commoditised than finding the lowest Read the full article…

Do you need to find a niche?

Posted by Aug13, 2012 Comments (1)
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I believe that most brokers should find themselves a niche. The benefit of having a niche is that you can tailor your marketing and sales process specifically for that niche thereby being way more effective. The tighter the niche, the better it will work. Conversely, if you don’t have a niche, your marketing and sales Read the full article…

How much is enough? When should you stop working for free?

Posted by Aug03, 2012 Comments Comments Off on How much is enough? When should you stop working for free?
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Do you get frustrated when you spend lots of time working with a prospect, sharing your knowledge and advice but they don’t end up doing business with you? It’s irritating isn’t it… almost enough for you to never share so freely again? The Law of Reciprocity suggests that if you go out of your way Read the full article…

What a great lead generation tool

Posted by Jul27, 2012 Comments (5)
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We all know repeat and referred business is awesome. It’s profitable and enjoyable working with people we already know and like. Want more? Of course you do! One of the key disciplines of getting more repeat and referred business is maintain contact with your client base. But it’s more than that. I believe you must Read the full article…

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A broker charging a fee-for-service/advice is a hot topic of conversation at the moment so I thought I’d share my insight. [note: I am talking about charging a fee for advice in addition to receiving a commission – not in replacement of commission] I think that until a client has to reach into their pocket Read the full article…

Do our clients really know?

Posted by Jul17, 2012 Comments Comments Off on Do our clients really know?
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One of our biggest challenges as mortgage brokers to the balance the competing priorities of: • Taking accountability for getting the job done (loan settled); and • Educating the client about what we can and can’t control. I was reminded of this tug-of-war today while reading Seth Godin’s blog (anyone that knows me knows that Read the full article…

It’s the leads you say ‘no’ to that matter

Posted by Jul15, 2012 Comments Comments Off on It’s the leads you say ‘no’ to that matter
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For a long time I have said that the amount of profit that a broker makes is mostly determined by the leads (prospects) he’s decided not to peruse, not the ones he does. Our industry is characterised by the “win some, lose some” methodology. That is, some deals are very profitable because they don’t take Read the full article…