The single most important thing a broker can do is to instigate a real conversation with someone about home loans.
Without that conversation nothing is ever likely to happen. Its the difference between making a $2,500 upfront commission plus trails, or making nothing.
We all know from experience that telling people you are a Mortgage Broker isn’t the most inspiring thing as far as the general public is concerned.
Don’t get me wrong, it should be given how big an impact we can have on their lives, but it just doesn’t grab their imagination.
In contrast, my neighbour is a pilot in the air force. Now that is an interesting job. With visions of ‘Top Gun’ in my mind, I genuinely want to know more and will ask him about it.
However, when we met and I said I was a Mortgage Broker, it didn’t lead to the same level of interest on his part.
I don’t blame him. There are regularly news articles and stories about pilots and their experiences, it’s seen as a glamourous job. Mortgage Broking, not so much, or maybe people don’t want to engage someone they see as having a potentially ulterior motive for fear they will be talked into a corner and end up awkwardly agreeing to getting me to review their home loan.
That is why I wrote ‘The 7 Easy Steps to Mortgage Freedom’ and its why I create versions that are personalised to a limited number of brokers. When I gave my neighbour my book, he later approached me when he needed to sell his house. I can say that we have now spent as much time talking about home loans as we have fighter jets.
The same thing happened with my neighbour on the other side of my house. He passed my book onto his son to contact me to discuss his home loan. So my book being passed on started a conversation with someone who I had never even met.
The brokers I work with who are using my book are getting the same results.
Its not rocket science and its not high-tech. But sometimes the problem with high-tech is that it is too easy for others to replicate and there are plenty of experts out there pushing the latest and greatest marketing fad.
But a book is hard to create. I can make a ‘free report’ marketing campaign in a few weeks, but a book takes several months of work – its not a fun thing to do.
There is a lot of behind-the-scenes work and psychology that goes into starting that conversation without saying a single word, but it is a true breakthrough when you have the tool that does it.
If you’d like to know more, please just contact David Ham.