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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Back to the future


An old time classic movie, wasn’t it?

Do you ever wish you had a time machine to either see into the future or go back to your past and make (some or many) changes?

Remember this guys.  Life is not a rehearsal.  You only get one life, but if you do it right once is enough.  Make this your business motto also.

In business people will tell you that persistence is the key, particularly in sales.  But if you think about it, persistence only works if you repeat the same things that worked.  No point repeating mistakes.

Here’s an exercise I recommend you do today!

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Are you giving it your best shot?

Is your business improving?


The meaning of insanity is to keep doing the same thing/s and expect a different result.

Fact: Business is full of challenges.

I know this because I have experienced (first hand) many ups and downs since making the leap of faith to self employment, when I left a $180,000 (pa) corporate job back in January 2004.

When things weren’t going right in my business, I use to run this analysis. In fact, I did this even when things were running smooth, because I learnt fast that complacency can destroy your business.

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What makes a mortgage broker successful?

What makes a mortgage broker successful?


Mario and I were at the Australian Broking Awards in June, where we were a finalist in the Training and Education Program category.   And some of the best mortgage brokers were there.

When I looked around the room full of successful mortgage brokers, what struck me was that mortgage brokers are a motley bunch!  They were young, some older than me, introverts, extroverts, and even women!  And the successful ones come in all different shapes and sizes.

The beauty about the mortgage broking industry and this business is that there is no corporate ladder.  It is definitely BYO ladder.  This is one of the few businesses where you start at the top.  You are the CEO, CFO, COO, the sales manager, and also the admin processor – in fact you have to do everything.

And with low business entry costs compared to other businesses, this has led to many people deciding to enter the mortgage industry to chase their entrepreneurial dreams.

Which got me to thinking about what are the traits that each of our successful fellow brokers had in that event that made them successful?

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What’s your number?


What’s your number?  No. Not your phone number.

What do you want this year?
– What’s your settlement target?
– How much money do you want to make?
– How many leads do you want/need?
– How many appointments do you need/want?
– What will your trail book look like at 31 Dec?
– How much upfront commission will you earn?

If you can’t answer the above questions with precision, then ask yourself:  “Are you really serious about your business?”

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Client communication tip: Try to “reverse” a question


Have you ever had someone throw a difficult question at you?  Here is a tip: Respond to a question with a question.  Otherwise known as a “reverse”.
A reverse is when you return-serve by responding with a question yourself.

This can help you define the situation better, and help you get closere to understanding why they asked the question in the first place.

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Who would be a mortgage broker today?



Being a mortgage broker can be a noble calling.  But in today’s topsy-turvy world of rapid change don’t lose your sense of purpose.

The rate of change in the mortgage broking environment today is probably the most turbulent it has ever been.

Criticism, whether ill-informed or mis-directed by self-interest groups, media and regulators, a remuneration review, and lender policy changes all contribute to the confusion and frustrations with being a mortgage broker today.

And I can sympathise if you didn’t leap out of bed today to rush to your desk.

The struggle to get that deal over the line, negotiating with credit assessors who may not be up to speed with their own credit policies, moving goal posts, or simply the grind of the whole process.

And this is where you can rediscover your sense of purpose.  The sense of purpose that got you to start your mortgage broking business in the first place.

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The fundamentals of mortgage advice

Fundamentals of good mortgage advice

There has been a spate of regulatory news recently.  The main trend has been about non-compliance (ASIC vs Westpac), not meeting minimum standards, or about maintaining system stability (APRA APG223).

But despite all the fuss around compliance and rules, I believe that the focus should be about good fundamental advice being provided to our clients.

“I follow three rules: Do the right thing, do the best you can, and always show people you care” — Lou Holtz

And if you follow Lou Holtz’s advice, the issues around compliance and laws either become simple, or are non-issues.

The core issue in our industry it seems is that some mortgage brokers and mobile bankers provide poor, or sub-standard advice.  The focus is always on price and interest rates.  Just take a look at some websites (such as here or here as examples).


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How to create a training plan to become more successful in finance

You need to create a training plan to become successful

Every year, without fail, I hear of mortgage brokers scrambling at the end of the year to collect their Continuing Professional Development (CPD) hours – so they can renew their industry association memberships.  If you don’t get enough CPD hours, you may not be able to renew your memberships.  Sound familiar?

Apart from CPD being a compliance requirement, most good finance/mortgage brokers take the opportunity to really develop themselves and their businesses.

After all, if the law says that you must, then why not make the most of it?  Why not invest in yourself, learn more and extend your expertise.

You need a professional development plan.


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How to Amp Up Your Impact, Influence & Settlement Volumes

How do you Amp up your performance?

With loan application volumes healthy and consumers hungry to score a great deal, there’s no doubt opportunities are everywhere, though it seems the Pareto Principle (80:20 rule) very much applies to broker performance.

Some brokers quite literally settle 5 to 10 times more than their peers while working comparable hours, so it begs the question as to what these brokers are doing differently to attract that volume.

Part of the answer has to do with these brokers building their brand and reputation as being a Person of Influence.  This means they not only get to write more loans, it means they get to positively impact more clients for the better.

I call it being Preeminent.

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