Broker Blog

No discussion of the value of your clients would be complete without a discussion on referrals from past clients. For most Brokers, certainly most long-term successful Brokers, it is their largest source of new clients, not to mention the easiest to work with as they come to you recommended from… Read more

Of course, the ability to generate multiple loans over time from your clients depends on their stage in the borrowing lifecycle. At the risk of stating the obvious, the Lifetime Value of your new clients is higher the younger they are. It may also be higher for high net worth… Read more

Once we have a rough idea of these 3 factors — loan size, loan term and commission rate — we know what a new client is worth to us in a single transaction – $4,766. But as I said, these are the basic questions, there are other, more complicated questions… Read more

To get a baseline for us to work from, we first need to work out the value of a single transaction with a customer, so we need to answer three basic financial questions. The answers will be different for every broking business, but I’ll do some basic calculations based on… Read more

“Measure the cost of customer acquisition and lifetime value. If you’re not measuring those, you don’t really have a marketing program.” – Peter Mollins A basic concept that every business needs to understand is the Potential Lifetime Value of their Clients. Then they need to build systems to attain this potential value.… Read more

No discussion of attraction between people would be complete without touching on physical appearance. When it comes to how you look, people really do judge a book by its cover. In a Journal of Personality and Social Psychology study by Dion, Berscheid and Walster (1972), they found that people who… Read more

Similar to the principle of proximity, the more people see someone the more they like them (even if they are not physically close to them). Known as the ‘mere exposure effect’ in psychology, the simple fact that the more frequently you are exposed to something the more positive you are… Read more

“How love works: Proximity leads to intimacy, and intimacy leads to a relationship. In other words, people who are around each other a lot, get close, and end up hooking up. So it’s no great mystery why bosses and secretaries or co-workers or classmates end up dating each other.” – Oliver… Read more