How to get referrals without asking for them

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Have you ever heard a business coach say the best ways to get referrals is to simply ask for them? One of the dumbest things I’ve ever heard! A good example of this is how Fitness First run their sales process (or used to, I don’t know if they still do this). When I was…

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Know when to say no

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As a small business owner, I understand that every lead you get is an opportunity to put food on the table. However, it’s really important to understand that not everyone is going to be the ideal match for you and your business… Sometimes saying “no” to a prospect is the best thing you can do…

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How to complete a 12 month review

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The mortgage broking world is more competitive than ever and staying in constant contact with your clients is absolutely critical to your long term success and ability to maintain your trail book. In the good old days prior to 2011, mortgage brokers could get away with being transactional with their clients. This is because traditionally,…

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Big changes to the mortgage broking world

Past and future

Well times are certainly changing in the mortgage broking world…I’m sure you’ve been hearing some of the updates which have come through over the past few weeks but if you haven’t, I want to bring you up to speed in this post and provide you with some strategies moving forward. For 20 years anti property doom…

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Why you should always meet with your clients face-to-face

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It doesn’t matter if you have the best marketing skills in the world and can attract leads at will into your business. If you can’t convert those leads into customers, all your efforts will be wasted. When it comes down to it, every business has three areas that they need to focus on: Generating leads…

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What’s the best way to address fixed rates?

fixed-rate-mortgage

Right now we are in unprecedented territory… Interest rates are the lowest they have ever been and all signs point towards the fact that they may get even lower over the coming months. So how should you address fixed rates with your clients? After all, fixed rates for many lenders are actually lower than variable…

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How to build a referral relationship

Business handshake

Well, this is a big topic and deserves a number of posts (which I’ll do over time) to effectively address this. For a mortgage broker, referrals from accountants, solicitors and financial planners are the lifeblood of our business. For most brokers, besides getting referrals from existing clients, professional referral relationships are generally the number one…

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