Broker Blog

Over the past decade I have interviewed, coached and consulted to thousands of mortgage brokers around Australia – including many of the top performers you see listed in the media, and a number who prefer to remain private or unlisted, but quietly run million-dollar or multi-million- dollar brokerages. In addition… Read more

The best way to sell yourself to someone in both business and in life is to take a genuine interest in them. When you sit down to have a cup of coffee with someone, you ask questions to get to know them. Hopefully, you find some common ground, and it… Read more

Let’s look at the crucial first phone call with an enquirer. We each have a script that we follow, even if we’re not aware of it. There are certain habits that we have as a result of what we believe we need to deliver to the client in the first… Read more

Finally, your Post Sales Marketing should be a straight line from your Sales and Operational process. By exceeding your client’s expectations in the service you have provided, you have laid the foundation for future and referred loans — but the foundation only.You need to continue educating and staying in touch with… Read more

I hope you have found these series of posts useful so far and that it has provided ideas for new directions and new ways of looking at your business. I believe every Mortgage Broking business, large or small, can be simply understood and improved by looking at each of its four components,… Read more

Milestone Reviews Reviews should of course also be done when clients come to milestones in their loans, like when they come out of a fixed interest rate or a discounted rate period. Personally, I have recently come out of a 3-year fixed period on an investment loan. Rates have fallen… Read more

Annual Loan Reviews When you are organising your client’s loan, you should be letting them know that your service doesn’t end when this loan settles. Instead explain that as part of your ongoing customer care you work to ensure that their loan setup always remains appropriate to their changing circumstances… Read more

Send them books Of course, I’m also a big believer in the impact of sending people books — but not just books written by myself, anything targeted to that client and their next financial steps that will reinforce the range of ways I can help them as their Broker will… Read more