The below image is taken from a study of over 500 firms which separated them into High Growth or Low Growth based on their last 12 months of revenue growth, with High Growth firms on average twice as profitable as Low Growth firms. The green bars show the top 10… Read more
How does your clients leaving public ‘5 star’ reviews for you sound?
We all know we should ask our clients to recommend us and give us testimonials about our services – yet few brokers do it regularly, if at all. And there is a right way and lots of wrong ways of doing it. And if its done wrong you might get the… Read more
Don’t experience the pain of losing a deal to the bank again
I’ll never forget losing a client to the Commonwealth Bank and now I can make sure it never happens again. In my early months of broking I had a client who wanted to do a $530,000 refinance. In Perth, back in 2000, that was a big home loan, certainly the… Read more
Does your ‘Brand’ produce more clients?
A lot of brokers want to build their ‘Brand’, but I think they often don’t know what that means and how that will produce more clients. Your brand isn’t your business name, logo, slogan or the colour scheme and imagery you use across all your marketing. Your brand is… Read more
A simple way to re-energise past clients
When brokers with an existing client base join me – as well as going out to their personal network as I described yesterday – they need a reason to get back in touch with your old clients and get them interested in their services again. The problem for most brokers is, they… Read more
From brand new to broking to $29.2M in 6 months (including a month off)
You can’t argue with results. I had a broker brand new to the industry join me recently. He had just completed his Certificate IV and had no finance background. What he was though, was entrepreneurial, motivated and took full advantage of my marketing systems. In his first 6 months he… Read more
A simple and effective way to do loans for your personal network
Every new broker starts out with their personal network – friends, family, acquaintances, work colleagues, etc. What you want is for them to either do their loans with you, or to at least consistently recommend your broking services to their own personal network. So your first goal is to get… Read more
Sales and marketing challenges we all face
If the key challenge in your business is sales and marketing then you are not alone. The recent DFK Accountants survey into small to medium businesses made some very predictable findings. When asked what skills the business owner wanted to develop personally, the number one response was ‘take advantage of… Read more