Point of Difference

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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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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Well done Mario Borg for making the MPA Top 100 – again!


Congratulations Mario Borg on making the MPA Top 100 list for 2018!

Mario Borg first entered the  MPA Top 100 in 2005 and has been on the list almost every year since.

In 2018, Mario Borg was listed at number 86  of the MPA Top 100 leader board, with 114 settlements in the FY2018 period.


If you want to learn more about what we do to help you get to the MPA Top 100 or improve on your current business success, contact us.  Check out our Facebook page for more updates, tips and news.

What is the value of your advice?


Last week we caught up with a very good friend, Sarah, who is also a mortgage broker.  I have known Sarah for more than ten years ago and the catch-up was long overdue.  And over a very nice lunch we discussed about why customers used mortgage brokers.

In the June 2018 quarter, the MFAA data showed that 54 percent of consumers used mortgage brokers instead of going directly to a lender for their home loans.

Consumers are obviously voting with their feet.  And one of the reasons, we think, is because mortgage brokers do more than just find a client the cheapest home loan.

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How to plan your day – by Vinay Gehi (Copper Finance)

How to plan your day


Planning your day is vital to your success.  It may seem obvious, but if you stick to a schedule, chances are you’ll be more productive and more likely to achieve your goals.

Letting your day happen “organically” may sound cooler, but according to the experts, this kind of approach will leave you vulnerable to the inevitable distractions, interruptions and unexpected tasks that interfere with your priorities.

If it’s a fact that whatever you don’t measure doesn’t get done, the same goes for planning, whether it’s your day, week, month, or year — right up to your long-term targets.

And no one wants to end their day feeling like it was spaghetti, and that they’ve hardly achieved anything.

I’ve been a broker for two years and planning my day allows me to deliver the best possible customer experience.

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Give to get – the secret to getting more referrals

Give to get - the secret to getting more referrals


What are you doing this week to find new business for your key referral partners?

To succeed in this game, you need to think differently.

Most mortgage brokers focus on sourcing mortgage leads.  After all, that’s the business we’re in right?  Wrong.

Of course the service we provide is mortgage broking.  That is obvious.  However to win in this game you need to understand that you are in a relationship business.

Take a good look at the most successful brokers and I’m sure you’ll agree that they stand out for one reason.  They have lots of friends.  Lots of business contacts.  Lots of people on their database.

One way to receive mortgage leads is to help others with their own business.  Of course, you only want to refer people who you trust with your clients, and those who you know will reciprocate.  But I can tell you from experience, when you help someone else, karma has a way of paying you back, many folds.


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We all work on probabilities

Marketing and fishing


Nothing is certain in life or in business.  Take lead generation for instance.

I consider marketing and lead generation a bit like fishing.

Once you work out what fish you want to catch (aka your target audience)., get the right bait and equipment, you are never guaranteed to catch anything.

But what you can do is maximise your chances of getting a bite.

Are you at the right spot? Is this the right season? Have we got the right bait?

Focus on your marketing strategy. Have you made sure that your marketing activities support the strategy? Have you allowed enough time for your campaign to work? Are you talking to the right people?

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Innovative ways to engage your clients

Innovative ways to engage your clients


Social Media, newsletters and emails can be great ways to reach and engage with your prospects and clients, but they’re not the only options.

There are plenty of innovative ways you can connect with and add value for your clients and contacts – and they don’t need to be big-budget marketing campaigns.

Here are some other ideas to help you reach and engage your contacts, prospects and clients.


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Do You Have a Marketing Strategy?

Do you have a marketing strategy?


We all go through peaks and troughs in business. Two weeks ago, Adrian and I caught up to discuss this. Like every mortgage broker we cannot predict when we will get calls from our customers.

Sometimes we will get 4-6 calls in one day as our clients contact us because they have purchased a house, want to release equity to renovate or simply to ask a question about finance.

At other times the phone doesn’t ring.

Nothing causes more anxiety to a mortgage broker like a silent phone.

If you have a marketing startegy, you can take advantage of this “downtime” to implement activities to build your brand.

But first, do you have a marketing strategy?

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Are you dressed for success?


In this industry, trust plays a big role in whether someone will deal with you or not.  And like it or not, how you dress has a huge effect on how people view and perceive you.

Your personal brand 

What do you wish for people to associate with you when they think of you? Is there a certain subject matter in which you want to be perceived as an expert or are there general qualities you want linked to?

Things like the color, cut, and style of the clothes you wear – and even your accessories – communicate loudly.

But the way you dress also affects how we see ourselves.  To boost your confidence, dress well.

Choose clothing that reflects who you are and the image you want to project.

Perception is reality.  And what your customers perceive about who you are can sometimes matter.

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