Mortgage Broker Acceleration

Do you want to know how to win the client every single time? (and have them actually convert into a settled deal and not fall off the radar) Before you do any work. Before you invest time and effort. Before you give them the solution or answer. There’s a way to win clients… Without talking about loans, rates or deals. The answer is NOT: There’s a framework we follow (and teach our mortgage broker members) during the first part of our Trusted Advisor process called the Triage. What you do during Triage will either win or lose the client. In this episode of Mortgage Broker Acceleration, you’ll learn exactly what you should be selling during your first conversation… to win the business before you’ve done any work… and make the loan, the rate and the deal irrelevant. Accelerate Faster Broker Ideas GroupLet's talk!

There are two methods you can use to build rapport and trust. One is being a friend, which is how most brokers do it. Be friendly, pat the dog, have coffee, help them, be available anytime… write their loan… send a hamper on settlement and ask for a Google review. Good right? No, not really. Brokers default to this “friend-zone” approach because they think (or have been taught) that “being nice” is what the client wants. But often it will actually lose you business, make your workflow inefficient, and cost you time and money. In this episode of Mortgage Broker Acceleration, you’ll learn the other approach using our Trusted Advisor framework, that will instantly put you in the “pro-zone” and win you the business over any “friend-zone” brokers or bankers any day of the week. Accelerate Faster Broker Ideas GroupLet's talk!

McDonald’s made the “Do you want fries with that?” upsell famous. Business owners and mortgage brokers have copied and continued in this vein for years… decades… trying to offer additional products and services after the sale of their core product or service. Mortgage brokers help with home loans… and then try to ask “Do you want fries with that?” Adding on insurance, financial planning, accounting, car loans and the like. Most don’t do very well with it… because it’s not natural and stinks of sales. Good thing there’s a better way. It's what McDonald’s are doing now too. In fact they’ve been doing it for years. It’s what we teach our members as part of our Trusted Advisor framework. In this episode of Mortgage Broker Acceleration, you’ll learn a more powerful way to sell additional products and services without having to sell at all. This is 100% designed to help your clients, not just your bottom line. Accelerate Faster Broker Ideas GroupLet's talk!

All client meetings (we call them Strategy Sessions) should follow this simple 3-step format: Now → Goal → Bridge Most brokers don’t use this format. They just follow their nose based on what the client says and wants. Which is wrong. We help our members install this as part of our Trusted Advisor framework. When you get this right… conversions skyrocket… referrals multiply… loan time cycle reduces (i.e you get paid faster) and more. Great brokers naturally do this, but they don’t understand how to systemise, document and train others to do it as good as them. So they are perpetually locked-in to being the key broker running rinse-and-repeat meetings all day. Pays well. But it’s boring and not sustainable or saleable. In this episode of Mortgage Broker Acceleration, you’ll learn how we approach Strategy Sessions and use the 3-step format for maximum impact. Accelerate Faster Broker Ideas GroupLet's talk!

Do you know what your customers really want from a mortgage broker? The best deal (rate, fees, etc)... expert knowledge or advice… help selecting and applying for a loan… friendly and convenient service… fast turnaround times? No. That’s not it. Sure… your customers do want all those things… but there’s one bigger thing they are looking for (and despite what the title says, it’s not “the truth”). And if you don’t give it to them… they will 100% go find another broker who can. What is it? You’ll have to listen to this episode of Mortgage Broker Acceleration, to learn the missing piece. Accelerate Faster Broker Ideas GroupLet's talk!

This month has been all about key partnerships. Every broker knows they are the backbone of a successful mortgage business, but unfortunately, most aren’t doing it very well… and not getting the results (referral flow) they want. The past few weeks on the Mortgage Broker Acceleration podcast, we’ve shared some key insights and strategies to help in this space. This week, we have a case study episode with our strategic advisor, Ash Playsted, and it’s split into two parts. Part 1 How Ash personally wrote over 1,000 loans, without sharing any commission, from just a small key group of referral partners. Part 2 How Ash built referral partnerships on a national scale, from the ground up, including the pros and cons of chasing the “big fish”. Accelerate Faster Broker Ideas GroupLet's talk!

Should you share commissions with your referral partners? The short answer is… it depends. More importantly, and the thing most brokers get wrong, is that the default starting position… should always be a hard and fast “No”. Unfortunately, most brokers default to offering a share of commission in order to win partnerships, which is a big mistake, and leads to an array of future problems. In this episode of Mortgage Broker Acceleration, you’ll learn the important things to consider when it comes to sharing commissions; when to do it, when not to do it, how to do it, and how to deal with partners who ask. Accelerate Faster Broker Ideas GroupLet's talk!

Almost all mortgage brokers approach referral partners wrong. Meeting for coffees and lunches… promising the world, the best rates, the best service, to help with even the trickiest deals… offering a share of commissions to win them over… to be “given a chance” to prove themselves. Like a needy kid sucking up to their parents, begging for an ice cream. It’s not a good interaction. It’s annoying and cringe-worthy. No wonder most parents say “No” to the ice cream. Most referral partners say “No” to brokers. You probably don’t even realise it’s a “No” because they won’t directly say it. Instead they will meet up, play along, string you along, make excuses and not follow through, sending no referrals. Sound familiar? In this episode of Mortgage Broker Acceleration, you’ll learn why this is a mindset and positioning problem, including the wrong and right mindset to approach (and win) referral partners. Essentially you have to do the exact opposite of what you’re currently doing. Accelerate Faster Broker Ideas GroupLet's talk!

If you have referral partners but they are not sending you direct referrals every single week… then sorry to say you have been “friendzoned”. This is bad. You are not here to make friends. You are a broker and in business to make money by helping people and writing loans. To achieve this you need people to talk to, people to help, people who need a loan. If your so-called referral partners aren’t sending you referrals every week… then you are literally wasting your time, energy and money. The reality is if you are currently in this situation, it’s 100% your fault. The good news is you 100% have the ability to fix it. In this episode of Mortgage Broker Acceleration, you’ll learn how to escape the referral partner “friendzone”… and even better… avoid it from the start. If you want to know how to forge fun and fruitful referral relationships, this is for you. Accelerate Faster Broker Ideas GroupLet's talk!

Want to know exactly what James did as a mortgage broker to generate leads and write millions in loans each month from his 3rd bedroom, with no staff, without having to see clients, and take 3 months holiday a year? Want to know how he then generated hundreds (actually probably in the thousands) of leads for other mortgage brokers using paid advertising on social media? Want to know the strategies James uses in his current business to generate hundreds (actually thousands) of leads and sell millions of dollars in business services (that actually help brokers and make them many times more than what they paid)? Well, that’s exactly what this episode of Mortgage Broker Acceleration is about. A case study with James Veigli in the firing line, and Ash Playsted asking the questions. Everything shared is 100% relevant to all brokers out there. James says he’s not a magician, he just learnt and worked hard to figure out what works. You have the chance to do the same. Accelerate Faster Broker Ideas GroupLet's talk!

An interesting thing about the mortgage industry is that it’s both a highly technical profession as well as a highly personal profession. That means to be successful you need to be a great technician (i.e. credit analyst), understand how to do the numbers, structure the deals and provide solutions to clients. Plus… To be successful you also need to know how to market and sell yourself (i.e. sales person). Because being a great technician is useless if you have nobody to help. Enter the problem. The elephant in the room. Many brokers are not willing (this could be for many reasons) to do what’s required to market and sell themselves to generate enquiries. Many just don’t know how. Unfortunately, many brokers enter this industry without knowing this reality. It’s not their fault. Many also continue and struggle, writing barely any volume, oblivious to or avoiding this reality. If you are afraid (or are unwilling) to go out and sell yourself, then you should either not be a broker, or you should go and be a loan writer in a mortgage business that feeds you leads. Sounds a little harsh, but we see far too many square pegs in round holes, going through unnecessary hardship. It’s time to consider who you really are? And is this industry right for you? Have a listen to this episode of Mortgage Broker Acceleration, where James and Ash discuss the reality that if you want to be a successful mortgage broker… then you actually have to become a successful marketer and seller of mortgages. This one will hit home for sure. Accelerate Faster Broker Ideas GroupLet's talk!

Every broker wants more quality leads. Even those who don’t currently want more because they are too busy, when things quieten down or they want to scale up, will need a consistent lead generation strategy too. Leads make business go around. They are the oxygen. But… do you know how to breathe? Sure, you ‘are’ breathing right now, but do you really understand how it’s working? It’s the same with leads. Brokers ‘are’ getting leads in the door, but they often have no idea how or why it’s happening… other than knowing they do a good job and people talk and refer. The problem is they have little to no control over it. When times are booming, good brokers are busting at the seems automatically. Too much business! But when times are flat, the same good brokers have their volume drop off and don’t know how to get it back. In this episode of Mortgage Broker Acceleration, James and Ash talk about the most powerful, effective and market-proof strategy you can use to generate all the (quality) leads you’ll ever need. It’s probably not what you think it is either. Accelerate Faster Broker Ideas GroupLet's talk!

Digital marketing is the minefield of all minefields! When it comes to your website, social media, content, video marketing, advertising, emails and more… there are 1001 tools, services, consultants and providers to choose from… all promising the world. So what should you do? What should you NOT do? It’s tough as a broker and business owner. So much conflicting (and often biased) information. Things are not always as they seem. In this episode of Mortgage Broker Acceleration, James and Ash talk about all things digital marketing. They know a thing or two, having made many millions for their businesses and clients, directly using digital marketing strategies. They talk about the three stages of digital marketing (from being a ‘beginner’ to the ‘next’ phase and ultimately being a ‘ninja’) and which you should focus on in your business. It’s quite likely you’re getting this wrong right now. There’s a lot in this. Accelerate Faster Broker Ideas GroupLet's talk!

The secret to growing your loan volume and growing your mortgage business… is actually to NOT focus on doing these things directly. Instead, a focus on greater community presence and client impact is the key. We call this The Impact Zone. The concept is simple. When you make a bigger impact, you will enjoy more opportunities in your business. It’s the ultimate lead-generation tool. It takes time and skill to build. It’s a bigger picture, longer-term play. But the rewards in terms of personal satisfaction and business growth are massive. In this episode of Mortgage Broker Acceleration, James and Ash discuss how to make the transition from an expert product provider to a true expert authority and financial educator. Accelerate Faster Broker Ideas GroupLet's talk!

Every day brokers are talking to people, looking to help, spreading the word about what they do. They want to help people and build a successful business for themselves. So much time and effort is spent posting and sharing online, talking to networks, and meeting with potential clients. But they don’t realise they are unknowingly limiting their results, their impact and business valuation by focusing on the wrong thing. It’s not what they’re doing that’s the problem… it’s what they’re saying. In this week’s episode of the Mortgage Broker Acceleration podcast, James Veigli and Ash Playsted unpack the three levels of communication brokers use with their prospects and clients. You’ll learn how speaking at the ‘top of the pyramid’ will transform your results. Brokers who are willing to change how they talk with their prospects, partners and clients will stand out in the market and build clients for life. The Key Questions What You’ll Discover Accelerate Faster Broker Ideas GroupLet's talk!

As brokers, it's easy to think more clients equals more money but this isn’t necessarily the case. Specialisation is where it’s at. When you specialise, you attract more clients, your process is simpler and your revenue and profit increase exponentially. By zeroing in on a niche you’re passionate about, you very quickly become the expert. In this week's episode of the Mortgage Broker Acceleration Podcast James Veigli and Ash Playsted discuss how specialisation is all about creating a business that's focused, efficient, and driven by purpose. When your business changes lives, success follows naturally. The Key Questions What You’ll Discover Accelerate Faster Broker Ideas GroupLet's talk!

You’ve probably heard about the 10,000-hour rule—the idea that mastery in anything needs 10,000 hours of practice. But what if there's more to being an expert than just the clock? Let's explore a new approach. We know that clients want experts, not jacks-of-all-trades. So, it's time for brokers to shine in their niche rather than trying to be all things to all clients. Tune in to this week's Mortgage Broker Acceleration podcast, where Ash Playsted and James Veigli explore the difference between technical expertise and perceived expertise. We discuss the importance of self-belief, confidence, and how these qualities can make you a standout expert in the industry. The bottom line? Balancing technical skills with a killer perception game is the secret to making your mark as a broker. The Key Questions What You’ll Discover Accelerate Faster Broker Ideas GroupLet's talk!

Happy New Year. We hope you had a fantastic break and managed to relax, recharge and are ready to tackle 2024. For brokers, now is the time to lay the groundwork for a successful year ahead. So, how can you reach your goals and stay on top of the mortgage industry's shifts? Tune in to the first 2024 episode of the Mortgage Broker Acceleration Podcast with James Veigli and Ash Playsted. We're diving into upcoming trends and forecasts, discussing market expansions, industry changes, and strategies to thrive amidst it all. Remember, a clear roadmap leads to success… The Key Questions What You’ll Discover Accelerate Faster Broker Ideas GroupLet's talk!

Wow, 2023 was quite a ride. Reflecting back, there's a ton to celebrate... Our members hit it out of the park, achieving their dream business visions, snagging awards, and some even made more money while working less. That's the sweet spot, right? Let's not forget the incredible Mr. Rob Barton who rowed solo from Australia to Africa, breaking a world record along the way! And we scored BIG too, nabbing two MFAA awards—the Professional Development Award and the Support Service Provider Award. Proud moment, for sure. Catch the last Mortgage Broker Acceleration podcast episode of the year, join James Veigli and Ash Playsted as they reflect on the year's wins and share why it's crucial to glance back before diving into the new year. And most importantly, Merry Christmas listeners! We hope you take time for yourself, practice self-care, and look forward to a promising 2024. The Key Questions What You’ll Discover Accelerate Faster Broker Ideas GroupLet's talk!

Brokers often work with every type of client, simply because “that's just how it's done." There is a more efficient way, yet 99% of brokers don't do it. Why? The fear of missing out. The thought of saying no to a potential client raises eyebrows. How could turning away business possibly support growth? Focusing on your ideal client might feel like stepping out of your comfort zone, but here's the thing… When you focus on your ideal clients, the work becomes easier and faster. In this week’s episode of the Mortgage Broker Acceleration podcast, James Veigli and Ash Playsted discuss the concept of identifying your ideal client and the pivotal role of niche selection in business growth. The Key Questions What You’ll Discover Accelerate Faster Broker Ideas GroupLet's talk!