Do you pay referral fees?


Before starting my own business I worked for a number of different companies and each one had a common trend about them, which was the reason I eventually went out on my own… They all required me to generate my own leads. This still bugs me to this day in that I really think it…

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How do you recommend lenders to your clients?


Have you ever heard of the phase ‘paralysis by analysis?’ My trusted source Wikipedia defines it as, ‘an anti-pattern, the state of over-analyzing (or over-thinking) a situation so that a decision or action never taken, in effect paralyzing the outcome.’ For the mortgage industry, due to the technology disruption we have experienced during recent years,…

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Cutting through the BS on what exactly a mentor is


I get asked a lot about mentorship from new to industry brokers and it has become clear that there are many misconceptions on what exactly are the requirements of a mentor. This post will seek to straighten things out for you by providing you with a clear understanding of what these requirements are, the current…

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Where will your next lead come from?


As mortgage brokers, we’re always on the lookout for our next client and sometimes this mentality can lead to a bit of a scatter-gun approach when it comes to prospecting. For most of us, because we are one man bands or have a small team of staff, our time is very limited so when it…

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How to become more productive

Businessman stressed by too many tasks

From the outside looking in, when people think about those of us who are in sales or self employed, they imagine how wonderful that type of environment must be. Working on your own schedule, not having to clock in at 8:30am and clock out at 5:30pm like the rest of the rat race, uncapped earning…

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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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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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How to get referrals without asking for them


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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How to complete a 12 month review


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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