Masterclass: Take your business to the next level

Posted by Jun03, 2013 Comments Comments Off on Masterclass: Take your business to the next level
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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 the results (settlements) you deserve?

Q2. Are you sick of prospects wasting your time and shopping you for rate?

Q3. Are you struggling to work out how to generate more leads?

If you answered yes to any of the above questions, I have failed you because about a week ago I wrote a blog about a masterclass I want to run. So far not one person has registered any interest! There may be only two reasons for this 1. I’m trying to sell something no one wants to buy 2. I failed to communicate it effectively. I think it’s the latter but time will tell.

There are only two systems that a broker needs to master to become successful 1. lead generation and 2. sales system.

Typically, lead generation systems are focused on maximising the amount of repeat and referred business (plus maybe some other marketing activities). There are many systems you can implement to maximise repeat and referred business – particularly referrals. The key is that they are “systems” and they work automatically to provide you with a steady stream of leads.

The sales system should automate the sales process. There are things you should and can do that automatically build trust before you meet with a client. When you eventually meet face-to-face, there’s a system for building trust within one hour so that prospects say “yes” before you’ve even pitched your solution (i.e. lender and rate). If you get this system implemented in your business, it will save you masses of time and you’ll make heaps more money and never have a prospect waste your time again.

If you answered yes to any of the 3 questions above, I’d almost bet my house that you don’t have a satisfactory sales or lead generation system and its costing you business!

Don’t take my word for it. I have ran this masterclass for some brokers previously and this is what they said:

Alycia Inglis from Inglis&Rock said: “The sales process masterclass has benefited me significantly with immediate results, it completely overhauled my current process making me more efficient. It is a detailed process which has helped me assist clients more accurately/deeply, identify and meet their needs. All the additional resources Stuart provides have been invaluable, and every step has been trialled and refined already by Stuart, meaning you benefit from his direct experience. Well worth it.”

Glenn Ruthven from Seven Point Finance said: “Stuart has transformed our mortgage broking business with an intense sales process masterclass. He identified shortcomings in our current process, provided solutions and then assisted the team to implement the changes required to improve the process. Results have been impressive, we now only engage those clients who are low maintenance and high return to our business. Having engaged someone outside the business with specific industry experience has helped to refine our process and improve our profitability significantly. Stuart’s guidance has not only helped the bottom line, the improvement in staff morale has been amazing. An improved system has helped sharpen their focus and has made for a more enjoyable working environment.”

So if you are interested, click here to register your interest in attending the masterclass (there are 3 levels of tickets). If there is enough interest registered by 10 June, the masterclass will go ahead. Over to you.

Leave any feedback, comments or questions below.



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Workshop in June: Transform your mortgage broking business with proven systems

Posted by May22, 2013 Comments Comments Off on Workshop in June: Transform your mortgage broking business with proven systems
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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 of 30 brokers in total as the workshop will be small and interactive to ensure you get the most out of it. However, I will only run the workshop if there’s enough demand so if you are interested, read on and please help me get this off the ground.

Seats are allocated on a first in, first served basis, register now – click here.

Amongst other things, the workshop will cover:

  • the two key and proven lead generation systems that all successful brokers master which result in growing a profitable broking business that enjoys an endless stream of leads
  • a sales system that aims to convert prospects in 2 hours (of your time) or less. Therefore, if you get 10 leads per month you shouldn’t spend any more than 20 (to 30) hours per month dealing with these prospects if you have the right systems. If you aren’t achieving this (add up how much time you spend on prospects), you’re wasting oodles of time (and money)!
  • a meeting system that positions you as the clients trusted advisor for life (not just the current deal you’re working on) – we all know that it’s far easier to work with clients that trust us as they respect your time, ask less questions, refer more, are more loyal, aren’t as rate sensitive and are enjoyable to work with
  • how to deliver your credit advice so that you convert quickly, minimise questions and fulfil all NCCP requirements – this is something I have been doing since 2002 and it saves a tremendous amount of time.

Remember, I’m not teaching theory. This is all proven, practical systems that I have developed and refined over the past decade and that I still use in my business today. They work – there’s no question about that.

When? The workshop will run from 10am to 4pm with a few short breaks during the day to check emails and return calls. As such, if you register, I ask that you do not check emails/messages while the workshop is in session.

The workshop will be located in Melbourne (venue TBA) on Monday 17 June 2013. Click here to register.

There are three grades of tickets available:

1)      attend the workshop including morning tea, lunch and afternoon tea – $990

2)      everything in # 1 plus receive all of my systems (checklists, template emails, scripts, credit advice report, etc. – click here for a list) – $1,990

3)      everything in # 2 plus two hours of personal coaching/consulting with Stuart (by phone or in person in Melbourne) – $2,490 (only 4 spots available)

100% guarantee

I guarantee that the systems, tips and solutions that you learn about at the workshop will more than pay for the cost of your ticket within 30 days. If you are not totally convinced of that at the end of the day (of the workshop), I will give you all your money back. It’s that simple. The information you’ll learn is practical, easy and simple to use… most of all it’s proven to work.

I am using Pozible to launch this workshop which requires you to pledge to buy a ticket. If there’s enough demand and I reach the minimum amount of sales, the workshop will go ahead and you will be charged for the ticket you purchased. If there’s not enough demand by the deadline (which is 4 June 2013), the workshop will be cancelled and you won’t be charged. So if you’re keen to attend, please forward to as many brokers as you can (and recommend they come too) to make sure this workshop proceeds.

Seats are allocated on a first in, first served basis, register now – click here.

Any questions, email me at I look forward to seeing you there!



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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 hear is that clients don’t always return your call (because maybe they think it’s a marketing call).

You can use annual (professional) package fees as a way of getting your calls returned. As you know, each year (typically on the settlement anniversary) the bank charges clients an annual fee. What you do is contact the client 30 days before their settlement anniversary and say that “they (the client) is soon going to be charged another $400 in bank fees for the package so before that happens, let’s have a quick chat to ensure that you still have the best loan – it should only take a few minutes of your time”. Most people dislike bank fees so I’d bet that they’ll call you back. When they do you can make sure their contact details are still correct and see if there are any other opportunities – lending, insurance or otherwise. Just speaking to past clients regularly is the key.

Remember, 30 minutes per day contacting existing clients… no excuses.

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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 only” and discussed why advisors don’t necessarily get the amount of referrals they deserve.

US-based sales trainer, Jeffery Gitomer has always said that referrals aren’t asked for, they are earned. He advises that you should focus on becoming referrable, first, before you ever undertake any referral seeking actions.  Here’s what he suggests you need to do to become referrable:

1. Be likeable. This is the first prerequisite. Without a friendly relationship, there is no need to go further.
2. Be reliable. Consistently meet expectations – the same experience day in day out. MacDonald’s is referable because you know EXACTLY what you’re going to get. Trying to exceed expectations every time is dangerous because you keep lifting the bar – better to be consistent.
3. The client considers you an expert – either an expert mortgage broker generally (hard) or an expert mortgage broker for people in a certain industry, certain types of needs or some other niche (easier)
4. They trust you to give advice that solely in their (the client’s) best interest
5. You have a track record of performance. You have already written a loan and they’re comfortable that you can repeat the performance
6. They consider you a valuable resource, not a salesperson. Provide value to the customer beyond your product and service. Helping the client sort out their banking headaches, giving them tips when purchasing a property, referring them to other trusted advisors, sending them info unrelated to mortgages. Deliver value in the eyes of the client.

So how to you rate yourself on these 6 things? In my experience, it all comes down to systems. Good business/sales systems will automatically hit on these 6 things and deliver you lots of referrals. It’s exactly what I’ve done in my business and what I teach in my course.

In summary, if you want more referrals, become referrable first.

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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 is confusing for clients because it leave it to them do decide what professional they need and when. Doctors don’t let patients (clients) self-diagnose and neither should we.

I read with interest a blog by my favourite writer, Seth Godin titled “Choose your customers first” – click here. Seth suggests that you should select your customer first (i.e. the type of customer you want – the narrower the definition, the better) and then develop your service offering surrounding that target customers’ needs, fears, wants and desires. I think this is a wonderful idea as it allows you to develop an offering that fits perfectly with that customer. For example, I have always loosely defined my service offering as “helping clients borrow safely to make money out of owning property”. To offer this service I need to provide the client with one or all of the following (either now or in the future); a mortgage, personal risk insurances, cash flow and tax advice, referral to a reputable buyer’s agent, referral to conveyancers and so on. I also have a tight definition of who my target client is.

Perhaps we need to stop calling ourselves mortgage brokers as it suggests a very narrow service offering?


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