To understand how you should present yourself to the public, you need to start with a realistic picture of how the public views our profession.

As a starting point, Mortgage Brokers are part of the Financial Services Industry, which unfortunately for us is itself the least trusted industry sector.

The Edelman Trust Barometer is an online survey across 28 countries, including Australia. When looking at different industry sectors and asking the question “How much do you trust businesses to do what is right”, businesses in the Financial Services sector rated lowest.

In Australia specifically, only 48% of the general population believes that the Financial Services sector can be trusted to ‘do what is right’. Add to this that we fall into the sales category of the financial services sector, and you can see how that is a recipe for low trust.

The perception of salespeople, irrespective of the industry you are in, is always going to be on the negative side. People are aware that your motivations and incentives as a salesperson typically are the opposite of theirs. A salesperson wants to get you to spend as much money as possible whilst giving up as little as they have to, which is at odds with you getting the most for your money.

Often this is unjustified and many sales roles are genuinely about helping clients find the right product or service to match their needs with a focus on providing long term value to maximize the chance of repeat business.