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Mario Borg

Mario is a Finance Strategist, an active Property Investor and Developer, and a Financial Mastermind. His passion is centered on working with individuals who want to achieve true financial freedom through the power of property and through the use of productive debt. Mario has helped hundreds of clients get ahead financially, by providing strategic finance advice, and by helping clients understand the need to ensure their quality of living can be sustained when their earning capacity is past its peak. Mario has had great success in helping clients reprogram their mind and believe that debt is an asset, and that good debt is an enabler to achieve true financial freedom and financial security. In 2004, Mario took the leap of faith and decided to leave a well-paid senior position in financial services to set up his own mortgage broking business, which he sold at a premium price just after 8 years. Today, having re-established himself back in the mortgage game to follow his passion, Mario has again proven that with the right mindset and a passion for what you believe in, you can build anything from scratch and turn it into a success. Mario has won many industry awards over the past decade and today he is ranked as a Top 100 Mortgage Broker in Australia (10 years running), as published in Mortgage Professionals Australia publication. In 2005, Mario experienced the ugly “D” word when he and his previous wife got divorced. Equipped with a positive mindset and a strong purpose, Mario decided to take the bull by the horns and re-build his financial position from ground up. Today, Mario owns a strong million-dollar property portfolio which he says he will continue to build and grow for the next family generation, and which will become his legacy when his time is up. Mario’s comments are sought after as he is regularly featured in the Australian Financial Review and in the Domain section of The Age. He has also appeared on several occasions on Channel 7 news commenting on interest rate movements. Mario’s client pool includes, but is not limited to, CEOs and CFOs of large corporate organisations, many specialist professionals including Doctors and Lawyers, and he has a large client base of property investors that seek specialist finance advice to ensure they remain on track with their own financial journey. Mario’s vast experience and approach to mentoring have proven to help many mortgage brokers to become very successful.

Comfortable or Uncomfortable

If you’re standing still, you’re going backwards.

Most people in life are cruising and will never reach their potential.

If this is the road you want to take, that is cool.

But if you want more, be more, achieve more, and have more, then there’s only one formula that works:  Work your butt off, take risks (emotionally and financially) and get out of your comfort zone!

It is that simple. It is not easy, but it is a simple formula.

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So your client has been pre-approved? Now what?

Some time back, a Mortgage Broker friend of mine was frustrated as his business lodged around $20m in Approvals-in-Principles (AIPs) in a year, yet only around $4m resulted in actual settlements. A lot of work for little financial reward given a 20% conversion.

He asked me what I do once a client has been AIP’d and whether I experienced a similar statistic.

My first comment was “we get paid on settlements, not lodgements”. As obvious as that sounds, many brokers focus on the wrong levers.

Naturally the client has to buy a property for the loan to settle, therefore you should implement a diligent follow up process to ensure you’re not working hard for little financial reward.

Here’s what I recommend you do.

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Are all Top of Mind (TOM) strategies the same?

Image by TeroVesalainen from Pixabay

There are many strategies to keep Top of Mind (TOM) with your clients, prospects, and centers of influence. But not all TOM strategies pack the same punch.

Let me explain.

Emotional TOM strategies pull at the heart (as people will always remember the way you make them feel). Logical TOM strategies are necessary but satisfy the head.

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My top 3 issues to focus on

Last year, Niik Stewart (coach to celebrities, executives, and businesses) was training at my gym and approached me:


“Mario, you’re a positive successful guy in the mortgage game. Today I’m presenting to around 200 brokers hosted by The Adviser New Broker Academy.

What would you say to the room are your top 3 most important issues to focus on in order to succeed in the mortgage game?”

Here’s what immediately sprung to mind:

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Want to know the secret of converting more leads?

There is no "one size" that fits all your clients

It’s all about having the right PROCESS. And not just one generic process, but a process for each client type.

That is what makes all the difference!

In our game, having a ‘one size fits all’ qualification process won’t cut it.

Think about it: Your qualification process for a First Home Buyer should be completely different to an investor, an upgrader, or a refinance client.

I recommend you document key points that are relevant for each client type. This way you have a reference point for when an enquiry is received, which in turn will help you become more efficient.

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The one that “John West” would reject

The one that John West would reject

Remember that tuna commercial by John West from 1987? They repeated it again about 8 years ago.

There’s something in that advert that is very similar in your business. John West (the supplier of tuna products) created a market position in the consumer’s mind that they only package and sell the best tuna and that they would reject the rest.

What about you. Are you taking on clients that make the cut, or are you just wasting time on “the rest”?

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What do you love most about McDonalds?


Photo by Anderson W Rangel on Unsplash

For me, it’s definitely not the “junk” food. Having said that, a big juicy fatty Big Mac has come in handy at 2am on the way home 😉

McDonalds is well known as one of the most successful businesses in the world. Why? Because the systems and processes in their business are second to none.

You get the same consistent product anywhere around the world, in approximately the same time.

As your client base grows and you settle more loans, you will get busier and busier (as referrals will increase).

When that happens, your level of service will drop unless you establish appropriate systems and processes.

Take the time to establish your systems and processes for your business.

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Sense of Urgency

Time is your most precious resource –
Photo by Sonja Langford on Unsplash

The 3 most powerful words when it comes to closing a deal.

Have you found that some (or many) of your prospects will fluff around when it comes to making a decision and moving forward?

Many brokers seem to also fluff around when it comes to closing the sale. They provide a stream of ongoing valuable advice to their prospects (by keeping in touch), to later find that the business slipped through their fingers.

This not only demotivates you but wastes your valuable time. And as you know, time is the most valuable resource which you can never get back.

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What are your customers buying from you?

What do your customers buy from you?

Clients buy your confidence before they buy a mortgage solution (or mortgage product) from you.

When a client makes a purchase from you, all they have to base their decision on is your words. But it’s not what you say, it’s how you say it!

You may be the smartest and the most technically competent mortgage broker around, but if you don’t portray confidence, you will struggle to convert prospects into clients.

Research suggests that “what” you say has a 20% impact on your message. Compared to “how” you say it which makes up the remaining 80%. In other words, if you don’t portray confidence in what you say, you will struggle to convert prospects into clients.

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How good are your conversions?

 

How good is your follow up process and follow up system?

Put the TV on mute and pay close attention to this article.  It will make you money!

Do you know the number one reason a successful broker has a high conversion rate?

Yes, skill is one attribute.  But nothing, and I mean nothing, beats a broker with a super-charged follow-up system.

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