Mortgage Broker Acceleration

Public speaking is one of the most valuable things you can do in business. Why? 1:MANY The fact you can connect with, educate, inspire and motivate a group of people… all at the same time… is a scale gamechanger (think efficiency, conversions, profit and more). What’s even better is it can actually be fun, once you flip your approach and mindset. I used to be the shyest kid in school and the last...

Today marks the first day of the new financial year, at least in Australia. So what should you do to start strong? First, you should have started at least 3-months ago, but we’ll skip that since we don’t have a time machine handy. What you’ll want to consider are three things. Your clients: how are you pre-empting and supporting them around this time? Your partners: what are they working on and wh...

The world is obsessed with technology. The mortgage industry is obsessed too. Conversations centre around using technology, the latest and greatest CRM, chatbots and AI, video meetings, systems, process flows, automations, social media, digital marketing and more. The fintech sector is buzzing with 1001 things to make business and life easier. All valid and valuable topics by the way. Lots of usef...

Direct Messaging is actually not new. SMS has been around for 25 years. Messenger and WhatsApp have been around for 15 years. What is new… is how people are using these communication channels. The game has changed. And the problem is… most brokers have been left behind. In this episode of Mortgage Broker Acceleration, learn how and when to use different communication channels with your prospects,...

Hyper-engaged clients are more secure and refer more. This means they make brokers a lot more money and make a mortgage business a lot more valuable. Problem is… most don’t put the effort and resources into creating a hyper-engaged community. They do the basics, at best. A monthly newsletter, social media activity, interest rate updates and annual reviews.. which doesn’t cut it. Not even close. Th...

Mortgages are boring. And mortgage brokers are being boring. Because they talk about mortgages. Let that sink in for a minute. Now I’m not trying to be pointlessly rude or knock people down just to cause a stir. I’m simply stating a fact because I see it over and over everywhere I look. Generic. Corporate. Boring. And I want to help. If brokers want to engage people (online, offline, anywhere!) th...

For a real life case study in personal productivity, tactics and hacks, mindset and performance… we look no further than the man and co-host himself, Ash Playsted. Over the last few episodes we’ve covered specifics like The Energy Map, the Magic Minute and Mental Fartlek strategies, and Elements of Peak Performance. Go back to those episodes if you missed them. But where did all this come from? Wh...

Do you know what Peak Performance actually means? If you’re guessing things like: Being super productive. Writing loads of loans. Running fast or lifting max weights. Being the best you can be. Then you’re not wrong. Performing at your peak = winning, achieving, maximising. But… that’s only half the story. When we talk about Peak Performance, we are actually talking about Resilience. Being able to...

Here are two fast, easy and powerful productivity hacks you can use right now. Magic Minute… you can learn and start doing instantly, today. It’ll help you break free from the noise and busy-ness of your day and help you switch gears and focus… instantly… in just one minute… anytime you need. Use this for your next client or partner meeting and notice the difference. Mental Fartlek… you can also l...

Energy is like time, you only have a fixed amount of it. So use it wisely. Most don’t. They follow the normal (and outdated) model followed by schools, workplaces, corporates and other businesses. Show up during set times (usually Monday-Friday, 9am-5pm) and try to pack in and get as much done as possible (maybe with some breaks thrown in throughout the day). Productivity and getting stuff done is...

Do you want to know how to win the client every single time? (and have them actually convert into a settled deal and not fall off the radar) Before you do any work. Before you invest time and effort. Before you give them the solution or answer. There’s a way to win clients… Without talking about loans, rates or deals. The answer is NOT: Selling the dream (or the sizzle). Selling the promise of fas...

There are two methods you can use to build rapport and trust. One is being a friend, which is how most brokers do it. Be friendly, pat the dog, have coffee, help them, be available anytime… write their loan… send a hamper on settlement and ask for a Google review. Good right? No, not really. Brokers default to this “friend-zone” approach because they think (or have been taught) that “being nice” i...

McDonald’s made the “Do you want fries with that?” upsell famous. Business owners and mortgage brokers have copied and continued in this vein for years… decades… trying to offer additional products and services after the sale of their core product or service. Mortgage brokers help with home loans… and then try to ask “Do you want fries with that?” Adding on insurance, financial planning, accountin...

All client meetings (we call them Strategy Sessions) should follow this simple 3-step format: Now → Goal → Bridge Most brokers don’t use this format. They just follow their nose based on what the client says and wants. Which is wrong. We help our members install this as part of our Trusted Advisor framework. When you get this right… conversions skyrocket… referrals multiply… loan time cycle reduce...

Do you know what your customers really want from a mortgage broker? The best deal (rate, fees, etc)... expert knowledge or advice… help selecting and applying for a loan… friendly and convenient service… fast turnaround times? No. That’s not it. Sure… your customers do want all those things… but there’s one bigger thing they are looking for (and despite what the title says, it’s not “the truth”)....

This month has been all about key partnerships. Every broker knows they are the backbone of a successful mortgage business, but unfortunately, most aren’t doing it very well… and not getting the results (referral flow) they want. The past few weeks on the Mortgage Broker Acceleration podcast, we’ve shared some key insights and strategies to help in this space. This week, we have a case study episo...

Should you share commissions with your referral partners? The short answer is… it depends. More importantly, and the thing most brokers get wrong, is that the default starting position… should always be a hard and fast “No”. Unfortunately, most brokers default to offering a share of commission in order to win partnerships, which is a big mistake, and leads to an array of future problems. In this e...

Almost all mortgage brokers approach referral partners wrong. Meeting for coffees and lunches… promising the world, the best rates, the best service, to help with even the trickiest deals… offering a share of commissions to win them over… to be “given a chance” to prove themselves. Like a needy kid sucking up to their parents, begging for an ice cream. It’s not a good interaction. It’s annoying an...

If you have referral partners but they are not sending you direct referrals every single week… then sorry to say you have been “friendzoned”. This is bad. You are not here to make friends. You are a broker and in business to make money by helping people and writing loans. To achieve this you need people to talk to, people to help, people who need a loan. If your so-called referral partners aren’t...

Want to know exactly what James did as a mortgage broker to generate leads and write millions in loans each month from his 3rd bedroom, with no staff, without having to see clients, and take 3 months holiday a year? Want to know how he then generated hundreds (actually probably in the thousands) of leads for other mortgage brokers using paid advertising on social media? Want to know the strategies...

An interesting thing about the mortgage industry is that it’s both a highly technical profession as well as a highly personal profession. That means to be successful you need to be a great technician (i.e. credit analyst), understand how to do the numbers, structure the deals and provide solutions to clients. Plus… To be successful you also need to know how to market and sell yourself (i.e. sales...

Every broker wants more quality leads. Even those who don’t currently want more because they are too busy, when things quieten down or they want to scale up, will need a consistent lead generation strategy too. Leads make business go around. They are the oxygen. But… do you know how to breathe? Sure, you ‘are’ breathing right now, but do you really understand how it’s working? It’s the same with l...

Digital marketing is the minefield of all minefields! When it comes to your website, social media, content, video marketing, advertising, emails and more… there are 1001 tools, services, consultants and providers to choose from… all promising the world. So what should you do? What should you NOT do? It’s tough as a broker and business owner. So much conflicting (and often biased) information. Thin...

The secret to growing your loan volume and growing your mortgage business… is actually to NOT focus on doing these things directly. Instead, a focus on greater community presence and client impact is the key. We call this The Impact Zone. The concept is simple. When you make a bigger impact, you will enjoy more opportunities in your business. It’s the ultimate lead-generation tool. It takes time a...

Every day brokers are talking to people, looking to help, spreading the word about what they do. They want to help people and build a successful business for themselves. So much time and effort is spent posting and sharing online, talking to networks, and meeting with potential clients. But they don’t realise they are unknowingly limiting their results, their impact and business valuation by focus...