Broker Blog

“All wealth is based upon systems.” – Dan Kennedy By thinking in terms of systems we can better understand our business and how to make it work better. As Brokers our business system is a series of repeatable and measurable steps that produces clients with new home loans. Your marketing system is… Read more

From Seeing Results to Understanding How They See the Results “The customer’s perception is your reality.” –  Kate Zabriskie We must of course look at the results of how we are helping our clients and that their circumstances have improved. But a Trusted Advisor goes much further and evaluates how the… Read more

From Judging Results to Evaluating the Relationship “Always remember that everyone with whom you have a relationship has an invisible sign on their forehead that says ‘Make Me Feel Important’ Treat them accordingly.” – Eric Philip Cowell The measure of success in a transactional relationship is whether you got what you… Read more

From Staying in Touch with Clients to Educating Clients “As you’ve noticed, people don’t want to be sold. What people do want is news and information about the things they care about.” – Larry Weber The traditional sales method is that once you have made contact with a potential customer, or… Read more

From Self Interest to Their Interest “To succeed in business you need to be original, but you also need to understand what your customers want.” – Richard Branson The definition of a transactional relationship is one of each party trying to get what they want for themselves. In the above… Read more

From Professional to Friendly “Every great business is built on friendship.” – J.C. Penney All meaningful business transactions are done person to person. When a client deals with a faceless business it is impersonal and purely transactional. A Trusted Advisor quickly moves people to a personal relationship, whilst professionalism is… Read more

From Understanding the Process to Understanding the Person “The more you engage with customers the clearer things become and the easier it is to determine what you should be doing.” – John Russell When your client comes to you for a home loan they are seeking to be taken through… Read more

So how do we change the relationship from transactional to one of a Trusted Advisor? We need to approach things very differently, and I have outlined the changes you need to make in how you are dealing with the client. In all cases, you have to be authentic. You can’t… Read more