Afleveringen
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The world is obsessed with technology.
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
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 useful products and solutions. No
argument there.
But there is a problem with this.
In fact there are two problems.
First, the use of technology to avoid actually doing the work. For example, wanting ton use digital marketing and have hot, qualified leads magically appearā¦ rather than going out, talking to people, building partnerships and selling yourself.
Second, the use of technology as a replacement for what works. For example, building a successful mortgage business off the back of networking, partnerships and business developmentā¦ then replacing that in favour of building a digital marketing strategy.
We see both of these happening all the time, even with experienced and successful operators.
In this episode of Mortgage Broker Acceleration, learn why technology is great and cannot be overlookedā¦ but also why traditional tactics are just as great, cannot be overlooked, and often work better than the new shiny objects being chased.
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Direct Messaging is actually not new.
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
SMS has been around for 25 years.
Messenger and WhatsApp have been around for 15 years.
What is newā¦ is how people are using these communication channels.
The game has changed.
And the problem isā¦ 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, clients and partnersā¦ to meet them where they are atā¦ play the game effectivelyā¦ and maximise your results.
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Zijn er afleveringen die ontbreken?
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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 isā¦ most donāt 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 doesnāt cut it.
Not even close.
The solution is a content and connection ecosystem. Delivered online and offline. That is unique and meaningful. Designed to take a specific audience on a specific journey towards a specific outcome.
There are around 17,000 brokers in Australia right now, and I can count on one hand the businesses Iāve seen do this well.
The ones that do are absolutely crushing it.
In this episode of Mortgage Broker Acceleration, learn how any mortgage business can create hyper-engaged clients, resulting in less churn, more referrals, more profit and more value for the business and clients.Accelerate Faster
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk! -
Mortgages are boring.
And mortgage brokers are being boring.
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
Because they talk about mortgages.
Let that sink in for a minute.
Now Iām not trying to be pointlessly rude or knock people down just to cause a stir. Iām 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!) they need to have the right message and they need to be the right messenger.
And all brokers should want engagement.
Because without it, they have no customers and no business.
So itās kind of important.
In this episode of Mortgage Broker Acceleration, learn how to take a boring topic (mortgages) and turn it into an engaging message that is real, relatable and consistent. Discover how to show up as a clear and confident messenger, leading and motivating people to take action.
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For a real life case study in personal productivity, tactics and hacks, mindset and performanceā¦ we look no further than the man and co-host himself, Ash Playsted.
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
Over the last few episodes weāve 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? Where did it start? A personal endeavour (or obsession, at least a very positive and productive one!) that started many moons and hundreds of books, courses and experiments agoā¦ that has resulted in a high level of self-awareness and success in business and life.
In this episode of Mortgage Broker Acceleration, youāll learn what started this journey for Ash, why itās been so important, the key learnings along the wayā¦ and what heād do if he started all over again. Donāt miss it.
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Do you know what Peak Performance actually means?
Being super productive.Writing loads of loans.Running fast or lifting max weights.Being the best you can be.
If youāre guessing things like:Then youāre not wrong.
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
Performing at your peak = winning, achieving, maximising.
Butā¦ thatās only half the story.
When we talk about Peak Performance, we are actually talking about Resilience. Being able to withstand the ups and downs of business and life. Being able to mentally bounce back fast. Being able to stay calm, focused, and make smart decisions. Being in strong physical and financial shape.
Being at your peak is the ability to actively manage yourself and your business in the momentā¦ not just about the outcome of winning, achieving and maximising.
In this episode of Mortgage Broker Acceleration, youāll learn the 3 elements of peak performance and how you can start training (in each of the 3 areas) to be at your peak, to be resilient, to weather the ups and downs.
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Here are two fast, easy and powerful productivity hacks you can use right now.
Magic Minuteā¦ you can learn and start doing instantly, today. Itāll help you break free from the noise and busy-ness of your day and help you switch gears and focusā¦ instantlyā¦ in just one minuteā¦ anytime you need.
Use this for your next client or partner meeting and notice the difference.
Mental Fartlekā¦ you can also learn and start doing instantly, today. Itāll help you harness the power of interval training, working with the limitations of your brain, to challenge yourself and get more done in a shorter amount of time.
Yes, this has a funny name (show your kids!) and is counterintuitiveā¦ but it actually works. Try it.
In this episode of Mortgage Broker Acceleration, youāll learn how to use Magic Minute and Mental Fartlek in your daily business and life for maximum productivity and fun. Try them both.Accelerate Faster
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk! -
Energy is like time, you only have a fixed amount of it.
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
So use it wisely.
Most donāt.
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 not about how many hours you glue yourself to the chair. Itās about understanding when you should allocate time for various tasks and breaks.
And for most people, sitting there all day, every day, between 9am and 5pmā¦ Monday to Fridayā¦ is not the best solution. Not by far.
Instead you need to understand The Energy Map, customise it for you, and build your schedule around that. Itās relatively simple when you know how.
In this episode of Mortgage Broker Acceleration, youāll learn what The Energy Map is and why itās the smartest time management and productivity strategy you can use. When you get this right, youāll be in flow, getting things done, with less fluff (i.e. getting more done with less time).
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Do you want to know how to win the client every single time?
Selling the dream (or the sizzle).Selling the promise of fast and easy.Selling the cheapest rate or best deal.
(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.
Thereās a way to win clientsā¦
Without talking about loans, rates or deals.
The answer is NOT:Thereās a framework we follow (and teach our mortgage broker members) during the first part of our Trusted Advisor process called the Triage. What you do during Triage will either win or lose the client.
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
In this episode of Mortgage Broker Acceleration, youāll learn exactly what you should be selling during your first conversationā¦ to win the business before youāve done any workā¦ and make the loan, the rate and the deal irrelevant.
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There are two methods you can use to build rapport and trust.
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
One is being a friend, which is how most brokers do it. Be friendly, pat the dog, have coffee, help them, be available anytimeā¦ write their loanā¦ send a hamper on settlement and ask for a Google review.
Good right?
No, not really.
Brokers default to this āfriend-zoneā approach because they think (or have been taught) that ābeing niceā is what the client wants. But often it will actually lose you business, make your workflow inefficient, and cost you time and money.
In this episode of Mortgage Broker Acceleration, youāll learn the other approach using our Trusted Advisor framework, that will instantly put you in the āpro-zoneā and win you the business over any āfriend-zoneā brokers or bankers any day of the week.
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McDonaldās made the āDo you want fries with that?ā upsell famous.
Business owners and mortgage brokers have copied and continued in this vein for yearsā¦ decadesā¦ trying to offer additional products and services after the sale of their core product or service.
Mortgage brokers help with home loansā¦ and then try to ask āDo you want fries with that?ā Adding on insurance, financial planning, accounting, car loans and the like. Most donāt do very well with itā¦ because itās not natural and stinks of sales.
Good thing thereās a better way. It's what McDonaldās are doing now too. In fact theyāve been doing it for years. Itās what we teach our members as part of our Trusted Advisor framework.
In this episode of Mortgage Broker Acceleration, youāll learn a more powerful way to sell additional products and services without having to sell at all. This is 100% designed to help your clients, not just your bottom line.Accelerate Faster
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk! -
All client meetings (we call them Strategy Sessions) should follow this simple 3-step format:
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
Now ā Goal ā Bridge
Most brokers donāt 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 rightā¦ conversions skyrocketā¦ referrals multiplyā¦ loan time cycle reduces (i.e you get paid faster) and more.
Great brokers naturally do this, but they donāt understand how to systemise, document and train others to do it as good as them. So they are perpetually locked-in to being the key broker running rinse-and-repeat meetings all day.
Pays well. But itās boring and not sustainable or saleable.
In this episode of Mortgage Broker Acceleration, youāll learn how we approach Strategy Sessions and use the 3-step format for maximum impact.
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Do you know what your customers really want from a mortgage broker?
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
The best deal (rate, fees, etc)... expert knowledge or adviceā¦ help selecting and applying for a loanā¦ friendly and convenient serviceā¦ fast turnaround times?
No.
Thatās not it.
Sureā¦ your customers do want all those thingsā¦ but thereās one bigger thing they are looking for (and despite what the title says, itās not āthe truthā).
And if you donāt give it to themā¦ they will 100% go find another broker who can.
What is it?
Youāll have to listen to this episode of Mortgage Broker Acceleration, to learn the missing piece.
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This month has been all about key partnerships.
Every broker knows they are the backbone of a successful mortgage business, but unfortunately, most arenāt doing it very wellā¦ and not getting the results (referral flow) they want.
The past few weeks on the Mortgage Broker Acceleration podcast, weāve shared some key insights and strategies to help in this space. This week, we have a case study episode with our strategic advisor, Ash Playsted, and itās split into two parts.
Part 1
How Ash personally wrote over 1,000 loans, without sharing any commission, from just a small key group of referral partners.
Part 2
How Ash built referral partnerships on a national scale, from the ground up, including the pros and cons of chasing the ābig fishā.Accelerate Faster
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk! -
Should you share commissions with your referral partners?
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
The short answer isā¦ it depends.
More importantly, and the thing most brokers get wrong, is that the default starting positionā¦ should always be a hard and fast āNoā.
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 episode of Mortgage Broker Acceleration, youāll learn the important things to consider when it comes to sharing commissions; when to do it, when not to do it, how to do it, and how to deal with partners who ask.
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Almost all mortgage brokers approach referral partners wrong.
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
Meeting for coffees and lunchesā¦ promising the world, the best rates, the best service, to help with even the trickiest dealsā¦ offering a share of commissions to win them overā¦ to be āgiven a chanceā to prove themselves.
Like a needy kid sucking up to their parents, begging for an ice cream. Itās not a good interaction. Itās annoying and cringe-worthy. No wonder most parents say āNoā to the ice cream.
Most referral partners say āNoā to brokers. You probably donāt even realise itās a āNoā because they wonāt directly say it. Instead they will meet up, play along, string you along, make excuses and not follow through, sending no referrals. Sound familiar?
In this episode of Mortgage Broker Acceleration, youāll learn why this is a mindset and positioning problem, including the wrong and right mindset to approach (and win) referral partners. Essentially you have to do the exact opposite of what youāre currently doing.
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If you have referral partners but they are not sending you direct referrals every single weekā¦ then sorry to say you have been āfriendzonedā.
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
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 arenāt sending you referrals every weekā¦ then you are literally wasting your time, energy and money.
The reality is if you are currently in this situation, itās 100% your fault. The good news is you 100% have the ability to fix it.
In this episode of Mortgage Broker Acceleration, youāll learn how to escape the referral partner āfriendzoneāā¦ and even betterā¦ avoid it from the start. If you want to know how to forge fun and fruitful referral relationships, this is for you.
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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?
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
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 James uses in his current business to generate hundreds (actually thousands) of leads and sell millions of dollars in business services (that actually help brokers and make them many times more than what they paid)?
Well, thatās exactly what this episode of Mortgage Broker Acceleration is about. A case study with James Veigli in the firing line, and Ash Playsted asking the questions.
Everything shared is 100% relevant to all brokers out there. James says heās not a magician, he just learnt and worked hard to figure out what works. You have the chance to do the same.
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An interesting thing about the mortgage industry is that itās 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.
Plusā¦
To be successful you also need to know how to market and sell yourself (i.e. sales person). Because being a great technician is useless if you have nobody to help.
Enter the problem. The elephant in the room.
Many brokers are not willing (this could be for many reasons) to do whatās required to market and sell themselves to generate enquiries. Many just donāt know how.
Unfortunately, many brokers enter this industry without knowing this reality. Itās not their fault. Many also continue and struggle, writing barely any volume, oblivious to or avoiding this reality.
If you are afraid (or are unwilling) to go out and sell yourself, then you should either not be a broker, or you should go and be a loan writer in a mortgage business that feeds you leads.
Sounds a little harsh, but we see far too many square pegs in round holes, going through unnecessary hardship.
Itās time to consider who you really are? And is this industry right for you?
Have a listen to this episode of Mortgage Broker Acceleration, where James and Ash discuss the reality that if you want to be a successful mortgage brokerā¦ then you actually have to become a successful marketer and seller of mortgages.
This one will hit home for sure.Accelerate Faster
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk! -
Every broker wants more quality leads.
You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!
Even those who donāt 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. Butā¦ do you know how to breathe? Sure, you āareā breathing right now, but do you really understand how itās working?
Itās the same with leads. Brokers āareā getting leads in the door, but they often have no idea how or why itās happeningā¦ other than knowing they do a good job and people talk and refer. The problem is they have little to no control over it.
When times are booming, good brokers are busting at the seems automatically. Too much business! But when times are flat, the same good brokers have their volume drop off and donāt know how to get it back.
In this episode of Mortgage Broker Acceleration, James and Ash talk about the most powerful, effective and market-proof strategy you can use to generate all the (quality) leads youāll ever need.
Itās probably not what you think it is either.
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