- They work hard, on themselves and for their clients
“A brand for a company is like a reputation for a person. You earn reputation by trying to do hard things well.” – Jeff Bezos
A Trusted Advisor is on top of all the latest knowledge and innovation in their area of expertise. As a Mortgage Broker this means not getting lazy and relying on a small range of lenders that you become familiar and confident with. You should constantly strengthen your personal credibility, continually developing your knowledge and skill set and working towards mastering your field of expertise.
This means learning about everything related to home loans, including property investment, house construction, tax returns — everything your clients want to know and will be pleasantly surprised that you also have a strong understanding of. Of course, don’t cross the line about advice you are not allowed to give, but certainly you need to be able to discuss these issues knowledgeably with your clients. If you don’t understand these things you won’t be able to know when you should be referring your clients to others to seek more detailed formal advice.
The work you do behind the scenes and the knowledge you obtain will make it easier for you to make informed recommendations for your clients. Investing in yourself and your knowledge is the best investment you can make as it will directly improve the quality of your service to your clients.
In the same way, you need to not get lazy when it comes to looking after your clients. A Trusted Advisor is trusted because the clients know they are putting effort into providing a great service to all their clients, and to them personally.
Reinforce your client relationships by giving your clients more than your competitors do. Raise the bar. Don’t ever take your status as their Broker for granted! Investing in your clients and giving back is a sure way to reinforce your relationship. Never forget your clients, understanding that they are the true value of your business.
- Is an Authority in their Field
“Either write something worth reading or do something worth writing about.” – Benjamin Franklin
Clients are most likely to trust and be persuaded by people who they regard as credible, authoritative experts. Being seen as an authority is the highest level of ability trust that you can attain.
When you can establish yourself as an authority in your field, the whole game changes – the ultimate goal of anyone in any form of sales is to be seen as the authority in home loans in their local area.
The first thing you need to do is to actually know everything you can about your field, which is just a case of reading widely, educating yourself and keeping up with all the latest industry news and innovation. In fact, you don’t need to be an authority in the whole field of home loans, you can shortcut it even further by being an authority in a specific area of home loans, such as first home buyers or investors.
When clients deal with someone they regard as a genuine authority and who understands their situation, they simply accept their recommendations and will defer to their experience.
Authorities aren’t simply experts, they are people who are in the position to lay down the law — their law — and have people accept it. The authority sets the rules. An authority doesn’t just repeat what others say, they create the conversation.