Visibility is the name of the game.

Getting out there, talking to people, networking, being strategically active across offline and online… selling yourself and your business.

Consistently.

That’s the #1 game you need to play.

Mortgage broking is the task you do once you sell yourself and win the client.

Therefore mortgage broking… is the #2 game.

Yet, most mortgage brokers spend 80-90% of their time doing mortgage broking, and only 10-20% of the time getting out there.

In this episode of Mortgage Broker Acceleration, I expose why many brokers are hiding behind the laptop (instead of getting out there) and the psychology of why visibility wins over experience or expertise. I share why digital is actually much harder than old-school, and the overreliance on technology, automations and software is damaging your lead flow and client experience.

Want to accelerate faster?

• Visit Broker Ideas Group to access special resources and events designed exclusively for mortgage brokers.
• Go straight to the source and Let’s Talk about working together to grow your mortgage business easier and faster.

Most brokers are what I call “variety store brokers”.

A bit like a $2 shop or department store.

You can walk inside and get pretty much anything.

Everything is ok, but nothing is special.

Access to resi, commercial, asset finance, SMSF, insurance and more.

Helping first home buyers, investors, PAYG, self-employed, and more.

Now to most brokers this sounds great, to be able to help everyone.

But there’s a problem (actually multiple problems and challenges with this).

In this episode of Mortgage Broker Acceleration, I outline these problems, how they affect every area of a mortgage business, and what brokers should do instead.

For those who are more advanced and/or want to become the one-stop-shop and do it properly, I share the 4 main points you need to be successful.

Want to accelerate faster?

• Visit Broker Ideas Group to access special resources and events designed exclusively for mortgage brokers.
• Go straight to the source and Let’s Talk about working together to grow your mortgage business easier and faster.

If you don’t have 3-4 key referral partners each sending you at least one qualified referral every week, that results in at least $5m per month in settled loans… then you are doing referral partners wrong.

I’ve been helping brokers for over 16 years, and it’s a fact that most brokers don’t have true key referral partners… they just have a bunch of people in their network who they know.

Who they catch up with, go for coffee and lunch, and spend time in meetings with good intentions and promises… but no real action.

That real estate agent, accountant or financial planner who says they’d love to work together and send referrals… but hasn’t… and probably never will.

The bad news is that it’s not their fault… it’s yours.

You failed to win them over properly and drive the relationship forward.

The good news is you can fix it with existing partners, get them referring, or you can start fresh from scratch if your current referral partners don’t make the grade (they are not all created equal and you can 100% fire them).

In this episode of Mortgage Broker Acceleration, I tell you exactly what’s going on with your referral partners, why it’s happening, and how to think about fixing it. Instead of wasting time on coffee meetings, I’ll give you the 6 things you should do instead to build serious referral partnerships.

Want to accelerate faster?

• Visit Broker Ideas Group to access special resources and events designed exclusively for mortgage brokers.
• Go straight to the source and Let’s Talk about working together to grow your mortgage business easier and faster.

At every mortgage industry event, you’ll hear discussions about building a team.

You’ll hear everyone talking about hiring a loan processor, outsourcing and offshoring, hiring a credit analyst (or parabroker), client services manager, perhaps a marketing person… and of course hiring loan writers or brokers.

That’s fine, but the problem is it’s one-dimensional… and results in slow growth and bottlenecks in a mortgage business.

I’ve been a solo operator as a broker and in business. I’ve also had a team of two dozen staff (in Australia and overseas), with a full stack that allowed me to step away from the business for 6-months with very little input.

I’ve worked with solo brokers, and brokers with teams of brokers / credit / admin / ops, etc. Most of them scratching their heads wondering why they are working so hard and not growing as quickly as they want, despite the team in place.

In this episode of Mortgage Broker Acceleration, I make you aware of the Supported Broker Trap and how to avoid or escape it. I reveal the 5 biggest Team Flaws I see in mortgage businesses, plus the “If This Then” secrets to improve your thinking on Team Design.

Want to accelerate faster?

• Visit Broker Ideas Group to access special resources and events designed exclusively for mortgage brokers.
• Go straight to the source and Let’s Talk about working together to grow your mortgage business easier and faster.

We all want to get our clients amazing results.

The problem is, the biggest challenge in all of that, is often the clients themselves!

As a broker, you know that a client who takes action and follows through will get a better deal and save more money, buy that new home sooner, acquire an investment property, and so on.

i.e. they’ll get the result they want!

But… many clients still drag their heels, delay things, don’t get the docs back, forget things, don’t follow through… and ultimately fail to get the result they want.

Frustrating… and borderline ridiculous… right!!!

No, it’s just human nature.

Enter the solution… Client Hypnosis.

In this episode of Mortgage Broker Acceleration, I share what Client Hypnosis is and how it will help you and your clients get better and faster outcomes (with less stress and overwhelm, and without having to follow-up and hound your client a thousand times)… by doing the exact opposite to what most brokers are doing.

Want to accelerate faster?

• Visit Broker Ideas Group to access special resources and events designed exclusively for mortgage brokers.
• Go straight to the source and Let’s Talk about working together to grow your mortgage business easier and faster.

If your mortgage business relies on the trail income to pay all expenses and be profitable… this is lazy and poor business practice.

In fact, you might have a cash haemorrhaging business and not be aware of it.

Unfortunately the financial literacy of many brokers is not up to scratch.

I’ve seen it.

The percentage of brokers who don’t know their numbers, key drivers, KPI’s, profit… is scary.

The percentage of brokers who run their business by taking revenue in, paying bills, and the rest is left for them… with no finger on the pulse of projections, cash, profit… essentially relying on their accountant and looking at a P&L once a quarter or year… is scary.

The amount of brokers, with teams, writing $5-15m per month, that don’t realise they aren’t really making any money (i.e. their business isn’t viable, or would be better off closing the doors and just collecting trail)... is scary.

In this episode of Mortgage Broker Acceleration, I talk about money maths. Covering the concept of a Trail Book Management business vs a New Loan Writing business, and why each must be standalone profitable. I share why volume and number of deals is an irrelevant method of keeping score and success (and the only two metrics that really matter). Finally, the 5 things you need to do to take control of your money and future.

UPDATE: Starting this month you may have already noticed something different about the podcast.

After over 200 episodes alongside the man, the myth, the legend… Mr Ash Playsted… after loads of insights, discussions and laughs… we’ve decided to go our separate ways in business and part ways as great friends.

I’m excited to continue the podcast solo… bringing you a new flavour… with the latest insights and strategies from my work with ambitious brokers and high performing mortgage businesses. I think you’ll enjoy it… and I know your business will thank you for it.

So, keep listening… and let’s get into it.

Enjoy.

Want to accelerate faster?

• Visit Broker Ideas Group to access special resources and events designed exclusively for mortgage brokers.
• Go straight to the source and Let’s Talk about working together to grow your mortgage business easier and faster.

Every broker reading this, is losing deals, money and profit… guaranteed.

Why?

Because leads and clients are dropping off. They get stuck, stalled or ‘go cold’ during the process. Brokers often don’t even realise this is happening.

Poor conversions… think it’s normal.

Loads of AIP’s that don’t go anywhere or have to be reworked… think it’s normal.

Losing deals at the 11th hour to lender retention teams… think it’s normal.

Making matters worse, I see brokers actively trying to improve their process and system… thinking it’s improving and making a difference… but it’s actually making things worse!

The result is a lot of work being done and not getting paid.

Not cool.

In this episode of Mortgage Broker Acceleration, I talk through our Flow Maximisation tool, including the 12 Workflow Sins you need to avoid… to stop losing deals, doing work and not getting the reward for it.

UPDATE: Starting this month you may have noticed something different about the podcast.

After over 200 episodes alongside the man, the myth, the legend… Mr Ash Playsted… after loads of insights, discussions and laughs… we’ve decided to go our separate ways in business and part ways as great friends.

I’m excited to continue the podcast solo… bringing you a new flavour… with the latest insights and strategies from my work with ambitious brokers and high performing mortgage businesses. I think you’ll enjoy it… and I know your business will thank you for it.

So, keep listening… and let’s get into it.

Enjoy.

Want to accelerate faster?

• Visit Broker Ideas Group to access special resources and events designed exclusively for mortgage brokers.
• Go straight to the source and Let’s Talk about working together to grow your mortgage business easier and faster.

Marketing is the one thing I get asked about the most… unfortunately.

I say unfortunately because it’s the #1 thing most brokers think will solve their problems, but it’s usually the last thing that actually will.

It’s the single biggest waste of time and money I see in the industry.

Time and money spent on websites, digital marketing, social media, content, newsletters, and the list goes on and on.

Marketing itself isn’t a waste of time and money. Far from it. It’s the way brokers (and mortgage business owners) approach it that’s wasteful and wrong.

In this episode of Mortgage Broker Acceleration, I share why all marketing is not created equal; there’s what makes you feel good, and there’s what works. If you’d prefer to stop wasting your time and money, I suggest you listen in.

UPDATE: Starting this month you’ll notice something different about the podcast.

After over 200 episodes alongside the man, the myth, the legend… Mr Ash Playsted… after loads of insights, discussions and laughs… we’ve decided to go our separate ways in business and part ways as great friends.

I’m excited to continue the podcast solo… bringing you a new flavour… with the latest insights and strategies from my work with ambitious brokers and high performing mortgage businesses. I think you’ll enjoy it… and I know your business will thank you for it.

So, keep listening… and let’s get into it.

Enjoy.

Want to accelerate faster?

• Visit Broker Ideas Group to access special resources and events designed exclusively for mortgage brokers.
• Go straight to the source and Let’s Talk about working together to grow your mortgage business easier and faster.