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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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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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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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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 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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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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Congratulations Vinay Gehi – 2019 Better Business Awards Winner

Vinay Gehi - The Adviser Better Business Award 2019 - Editors Choice Award Winner

We at Masters Broker Group are super proud of Vinay Gehi (Copper Finance) for taking out The Adviser Editor’s Choice Better Business Awards 2019.

Vinay’s award was in recognition of his dedication to providing financial education and keeping his customers informed on market changes that could impact them.

One of Vinay’s trademarks is his First Home Buyer Seminars which are jam-packed with advice and information to help his clients to purchase their first home.

Vinay joined Masters Broker Group in 2016 as a new mentee, and his generosity, friendliness and hard working ethic has brought him and his family success.

Congratulations Vinay! We are very proud of your achievements and success.

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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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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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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