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Andrew Tan

Andrew Tan has a track record of helping new-to-industry mortgage brokers grow highly successful businesses. His innovative use of technology and systems has helped many mortgage brokers to make their businesses more profitable and robust. Along with Mario Borg, Andrew co-founded Masters Broker Group, which focuses on mentoring and coaching mortgage brokers become successful in the mortgage broking industry.

Marketing is not about being unique

Being successful isn’t about being unique

Not far from where I live is a restaurant with an interesting cuisine.  The sign says that it is a Indian-Hungarian restaurant.  When I first saw this, I thought it was a new twist on fusion cuisine.  And this must be one of the few restaurants where you can order Stroganoff and Vindaloo together.

Needless to say I am not sure how successful this restaurant is. 

It is unique and different.  And certainly, made me take notice – but does it work?  Does this mean that this restaurant has the most delicious Indian and Hungarian food?  Or is the combination only a marketing ploy? 

Would a similar strategy by a mortgage broker work – by being so different that it would make people take notice?  And drive lots of business to that broker?  Would customers accept the this?

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Setting up a customer-focused business for success

Ask any successful mortgage broker on the MPA Top 100 list, and most of them will say that the majority of their business is generated from referrals. 

Referrals and word-of-mouth marketing form the backbone of most mortgage broking businesses. 

Which makes a mockery of why regulators and Royal Commissions cannot get their heads around commissions and the conflict of interest issue.  Why is it that the mortgage broker share keeps increasing?  At the most recent MFAA report, the market share for mortgage broker sourced mortgages has increased to 59.7%. 

The reality is that mortgage brokers only become successful if they focus on the customer.  There may be inherent conflicts of interest or commissions from some lenders that are higher than others, but if the broker wants to become successful, they must put their customers first.  And when that happens, those mortgage brokers will generate more referrals and repeat business.

The corollary is that those same referrals ensures that the customer’s best interests are looked after first.  Because if those same customers are not looked after, they will not be giving referrals to you.

And on the evidence of things, more customers are seeking mortgages from mortgage brokers.

As a mortgage broker, how do you set up your business for referrals and repeat business?  Here are my top 3 tips.

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Networking tips for mortgage brokers

Last month I attended The Adviser’s New Broker Academy in Melbourne and learnt a new thing.  Jason Back was presenting and he showed me a new feature in LinkedIn that I wasn’t aware of. 

It was the “Find Nearby” button.  And it was great as it allowed me to connect to others in the room with me.  You can read more about it here.

And here is the thing.  As a small business owner, mortgage brokers have to be fantastic multi-taskers who have to learn many new things, every day.  This is because they only have one employee – themselves, or only have access to a small team of people.

This includes tasks like creating marketing campaigns, posting on social media, touching base with clients and referrers, keeping updated with credit policy, dealing with credit assessors, balancing their own finances, and also taking care of the housework.

So as a mortgage broker, how do you learn how to do new things?  Or even to work out what types of skills or tools they will need to master?  And most importantly how do they meet the right people to help them find their customers?

One of my key continual improvement activities is to get out and network with like-minded people who may help generate new ideas.  Meeting like-minded people can help keep you motivated and inspired.  And some of them may teach you new things to run your business better.

Just like what happened at the New Broker Academy event, where I learnt something new from Jason.

The thing is even with social media there is no substitute for meeting people face-to-face.  Like it or not, the basis of all long term business referral networks rely on people physically meeting each other.

Plus I feel more connected to my LinkedIn and Facebook contacts if I have physically met them already.

Here are some ways to ensure your networking activities produce the right results for your mortgage broking business.

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Seven low cost marketing ideas to grow your mortgage broking business

It does not take much to grow your audience

Whether you have been in the mortgage industry for a while, or just starting out, marketing your business does not have to be a big budget production.

There are many inexpensive ways to build your brand and your customer base.

Some of these ideas have been tried by our brokers, and they certainly don’t involve a lot of capital.

With a little bit of ingenuity, innovation, industry connections, and some work, here are seven marketing ideas you can use to grow your business.

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Why you need to focus on your existing customers

You should have a Customer For Life approach in your business

Photo by Matheus Ferrero on Unsplash

The mortgage industry traditionally is focused on acquiring new customers.

All you need to do is take a look at the way banks and lenders advertise their latest home loan rates, and how they treat their customers.

Here is one I found amongst a prominent bank’s fine print about the interest rates advertised:

Interest rate discounts for LVR 90% or less are available only for new owner occupier borrowings and new to bank security property.

The corollary being that if you are an existing customer, these new rates being advertised are not for you.

The message being that: to get a better deal, you should refinance or complain.

Not very customer-centric is it? Despite what the bank is no doubt try to promote.

And as a mortgage broker, finding new customers is a great rush. It reminds us of the days when we were hunter-gatherers, the thrill of the chase, the high-fives and fist-bumps, plus the winning feeling when your customer says yes to going ahead.

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The best way to choose a mentor

Mentoring Workshops can provide knowledge for business success

Seeking a mentor to help you start and grow your new mortgage broking business is one of the most important tasks you need to do.

The right mentor can achieve success quicker and more efficiently, and also help you avoid the pitfalls.

A mentor is also a mandatory requirement to enter the industry. But don’t choose a mentor just so you can meet that requirement.

And don’t choose a mentor because they are the least expensive. As someone once told me, there is a very good reason why they are inexpensive. It is never only about their mentoring fees. Look also at the value that they can bring to your business.

Behind every successful mentee is a successful mentor!

Here are some universal advice on what to look for and what to avoid when choosing a mentor for your mortgage broking business.

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Why you need a mentor

Achieve more with a mentor

Photo by Joe Roberts on Unsplash

Are you harnessing the power and wisdom of a mentor to build your mortgage broking business success?

Apart from the mandatory requirement – The Mortgage and Finance Association of Australia (MFAA) and the Finance Brokers Association of Australia (FBAA) require all new brokers to be mentored for the first 2 years upon entry to the industry. Here is another more important reason why you need a mentor for your mortgage business.

To build and grow a successful mortgage broking business you to grab every opportunity that you can get your hands on. A mentor can help you seize these opportunities.

“If I have seen further it is by standing on the shoulders of Giants.”

– Isaac Newton

You also need the right tools, insights and expertise – and here is why the right mentor can be invaluable to your business.

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What is the value of your brand?

Photo by Emiel Molenaar on Unsplash

Warren Buffet was reputed to have said: “If you gave me $100 billion and said take away the market leadership of Coca-Cola in the world, I’d give it back to you and say it can’t be done.”

Essentially what Warren was saying is that the brand and reputation of Coca-Cola was worth more than $100 billion.

When you look at it that way, Coca-Cola makes more money than Pepsi (the brand) or any type of cola or soft drink on the market. The value of its brand is such that it allows Coca-Cola to charge a premium for its beverages.

Taking a leaf from their book, what is the value of your mortgage business? I mean what is the value of your brand? Do you have a reputation?

And like all small businesses we all struggle to build our reputations and brands. How do we project confidence in our services? How do we get our “name” out there, above the noise of the market?

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Your end of year checklist

It is almost the end of the year and what better time than to take stock and reflect on the year, and prepare your business for the new year.

This is also a good time to review on what worked and what didn’t work. List down your sucesses and achievements.  Did you develop as a person during the year?   Are you in a better place compared to the previous year? How did you go against your business plans?

During this review, it is also a good time to see what could have improved? What were the activities or initiatives that you tried that didn’t work so well?

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Strategies to make 2019 your best ever

 

Credit policy and criteria are tightening.  As mortgage brokers how can you leverage this for best results?

Lending criteria continues to change and tighten.  But the proportion of loans sourced through the broker channel continues to grow.

According to the latest MFAA IIS report, 55.3 percent of all home loans have been sourced through a mortgage broker.

Based on the findings of this report, the main trends in the industry are:

  • Increased compliance requirements for mortgage brokers
  • Tightening criteria in lender’s credit policies
  • Growing demand for mortgage broking services

With the increasing complexity and tightening credit conditions, this has increased the demand for mortgage brokers, as consumers seek help to navigate through the confusion to achieve their financing needs.

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