“Marketing is everything and everything is marketing” – Regis McKenna I have already introduced the four components of every Mortgage Broking business and discussed how each component must be a process for building trust with your clients, with the ultimate goal of becoming their Trusted Advisor. Initial Marketing — generating… Read more
The biggest mistakes Brokers make and how to avoid them 9
Following the latest marketing fad without understanding marketing fundamentals The answer to getting more clients is not going to be found in the latest media — be it the internet, Facebook, Twitter, podcasts or in the future when everyone is walking around wearing virtual reality headsets or have Wi-Fi connected… Read more
The biggest mistakes Brokers make and how to avoid them 8
Not generating outgoing referrals “If you show up regularly with generosity, everything else is gonna take care of itself.” – Seth Godin You might say that marketing is telling people you can give them what they want, while in return you are expecting to get what you want (i.e., a new… Read more
The biggest mistakes Brokers make and how to avoid them 7
Not segmenting their market “Nothing can add more power to your life than concentrating all your energies on a limited set of targets” – Nido Qubein Most Brokers have a one-size-fits-all approach to their marketing. They have one set of brochures and marketing materials they give to all clients irrespective of… Read more
The biggest mistakes Brokers make and how to avoid them 6
Not seeing things from their clients’ point of view “Next to doing the right thing, the most important thing is to let people know you are doing the right thing.” – John D. Rockefeller Without a doubt, doing a good job for your clients is an important first step in getting… Read more
The biggest mistakes Brokers make and how to avoid them 5
Not investing in themselves “Work hard at your job and you can make a living. Work hard on yourself and you can make a fortune.” Jim Rohn Most Mortgage Brokers come from a finance background. The difficulty is, in my opinion, Mortgage Broking is mainly a marketing business, secondly a… Read more
The biggest mistakes Brokers make and how to avoid them 4
Not having a system for clients who aren’t ready yet. The normal process for a Broker is to try and find people at the point at which they are about to get a home loan, they are focussed on timing and think short term. In an ideal world, when you… Read more
The biggest mistakes Brokers make and how to avoid them 3
Not having a business plan “You should never go to battle before you’ve won the war on paper.” – Philip Kotler I hate to use the cliche, but here it is anyway — ‘If you fail to plan, you plan to fail.’ My own experience is that the process of… Read more