The best type of communication to send your clients this week

A man is consulting a crystal ball to foretell the future of planet Earth.  Earth image courtesy of NASA

Well Christmas is upon us this week and for mortgage brokers, it tends to be either a frantic week of trying to get our purchase applications to settle or it represents a slow down with planning to begin for how best to approach 2016. Regardless of what type of week your in, one thing that…

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Why email marketing trumps all forms of social media


Internet marketing is certainly something that has caught the eye of the mortgage broking industry over the past few years. However, compared to other industries, it’s fair to say that we’ve been pretty late coming to the party. Most brokers (including yours truly) still get the majority of their business from referrals either from existing…

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Why it’s important not to sell on rate

Falling houses with percent symbol on sky background

I’m sure you’ve heard this statement before from BDM’s, banks and other brokers. They’ll tell you the discussions you have with a potential client should never be about rate. Instead you need to sell them on the “offering” of the lender that you’re looking to place them with. From my own perspective, I remember a…

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2 Tricks To Grow Your Mortgage Broking Business


Have you heard the saying “small hinges swing big doors”? A great example of this is with water. At 100 degrees Celsius water boils and you can cook in it. But at 101 degrees Celsius water turns to steam and can power a massive locomotive train. Sometimes, just one degree of change can make a…

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How to get mortgage clients off the internet


I have said previously that the best way to generate consistent leads for your business is to work really hard on nailing down 3-5 professional referrer relationships with people such as accountants, financial planners, real estate agents, buyers agents etc. In addition to making sure that you create an amazing client experience so that you…

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The holistic advisor vs the specialist…


Over probably the last 5 years I’ve seen a trend in this industry that a lot of aggregators promote which is to diversify your product offering in order to ‘stay competitive.’ If you’ve ever thought about offering other services such as financial planning, leasing, accounting or conveyancing then this post will seek to discuss the…

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Why you should be a connector


In a previous blog post, I talked about how to build a referral relationship, specifically what to do the first time you meet a potential referral partner. In this post, I want to address how to follow up after you’ve made your first contact. Now in that previous post, I mentioned that after I’ve met with a potential…

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Why you’ve really got to get on the front foot right now


I am sorry it’s been a little while since I’ve touched base with you guys but it has been for a good reason… As of Thursday August 6th at 11:50pm, my wife gave birth to our first child, Vida Maria Russell-Cruz. Vida is Spanish for life and how appropriate that word has been because over…

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What’s your USP?


In every business or marketing course I’ve ever done, one of the questions that is always discussed is what Is your Unique Selling Proposition (USP)? What makes you different from everyone else and why should someone do business with you? As the old saying goes, if you’re everything to everyone, you’ll be nothing to no…

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How to close any lead you come across

Portrait of modern couple listening to manager explanation of mortgage conditions

For the vast majority of brokers, the main source of lead generation we have comes from referrals. Whether they be a referral from an existing client or from an existing professional relationship like an accountant, financial planner, real estate agent or solicitor. This way of doing business presents a few challenges… On the one hand,…

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