STEPS IN BECOMING YOUR CLIENT TRUSTED ADVISOR 3

From Self Interest to Their Interest “Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” – Steve Jobs It goes without saying that your focus needs to be exclusively on what they are trying to get out of… Read more

STEPS IN BECOMING YOUR CLIENT TRUSTED ADVISOR 2

From Understanding the Process to Understanding the Person “You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” – Dale Carnegie As a Mortgage Broker, you understand the steps that will get… Read more

Step in Becoming your client Trusted Advisor 1

“People do not buy goods and services. They buy relations, stories and magic.” – Seth Godin As I have said, our primary goal is to become their Trusted Advisor. We set the scene for this by educating them through our Initial Marketing, but it is through our Sales process that this… Read more

People will pay to be reduce effort and avoid delays

Something I’ve noticed recently are the Top Grossing Apps in Apple’s App Store. As I’m sure you know, the App Store is where you buy games and other applications for your iPhone and iPad. Android and Microsoft users have equivalent online stores. Whilst many of these apps cost money to… Read more

Two great motivators – Impatience

Impatience – Do it as fast as you can, and let them know you are working on it now. The faster you can make the process the better. This can be in terms of making the time you are spending with your client effective and not wasting their time, the… Read more

Two great motivators – Laziness

Laziness — if you can do it for them, do it for them When I refer to laziness I don’t mean your clients can’t be bothered to get off the couch (unlike my furry friend in the picture below). What I mean is that they have other priorities and prefer… Read more

Two great motivators – laziness and impatience.

“I Want It All. And I Want It Delivered.” Dan Kennedy When you have taken the time to really understand your client’s situation, what you need to be doing to provide a great sales experience is to focus your service on your client’s laziness and impatience. If you can successfully do… Read more

Reason why mortgage broker should listen more and talk less 5

It helps you get to your clients’ real motivations – fear and greed “Three great forces rule the world: stupidity, fear and greed.” – Albert Einstein When discussing what motivates people to act, the common wisdom is that the fundamental drivers of human behaviour are fear and greed. I’m not saying people are… Read more