A Broker that is effective at attracting new clients will do well. A Broker that also converts a high proportion of those initial inquirers into clients, will do even better. A Broker that turns that steady stream of clients into repeat clients who are loyal advocates, will do the best.
- Have you realised that writing consistently high loan volumes requires a completely different skillset to knowing the latest lender products and policies? Or do you think ‘If I’m a really good broker clients will naturally find me?’
- Do you understand that growing your business requires systems to attract, convert and retain clients? Or do you accept that marketing is hard and people just hear about you seemingly at random so it’s all out of your control anyway?
- Are you tired of trying to ‘sales-talk’, ‘strong-arm’ and chase new prospects until they eventually believe you are the best option for them? Or do you believe that wearing people down through continuous pestering is just an unavoidable part of selling?
- Do you want new clients to come to you ‘pre-sold’ and already seeing you as a respected expert worthy of their trust? Or are you happy to be treated like just another salesperson that borrowers can play off against other brokers and their bank?
- If given guidance and a path to follow by others who have already done what you want to achieve, are you prepared to work and invest the time and energy in yourself to create a business that produces results beyond the hours you spend running around chasing clients and lenders. Or do you think you already know everything you need to and are just waiting for the public to catch on to how great your services are?
- Do you understand the fundamental marketing principles that must be applied in every promotional situation to have the best chance of attracting clients? Or are you throwing money at every new hi-tech advertising fad to ‘get your name out there’ without seeing more business?
- Do you want to build a business that is truly yours — and understand that means building your client base. Or are you happy to work building the brand and name of someone else?
- Do you want to learn how to work with referrers so they see you as irreplaceable and essential to their business? Or are you happy to beg and bribe for referrals, hoping no other broker comes along and wins your referrers from you?
This book is the foundation of what I believe every broking business should be built on — building robust systems of Attraction, Conversion and Retention of clients.
My company, the Mortgage Australia Group, specialises in providing the resources, systems and training in sales and marketing that are discussed in this book, and beyond. This is achieved through providing ‘done for you’ sales, marketing and referral systems that individual brokers can apply to their own businesses as well as education and training on these best practice mortgage sales and marketing methods.
Feel free to contact me, the author of this book, for a discussion of what you want your mortgage broking business to be and the ways in which myself and the resources of Mortgage Australia can make your broking business more profitable.
You can also visit the Broker section of our website at www.mortgageaustralia. com.au/brokers for more information about all the things we do to support the Brokers we work with.