FBAA's Top Broker Podcast. Settle More Loans!

Peter Switzer is back for part two of his talk with Jayden Vecchio about the Royal Commission. In this episode, Peter gives us some practical tips on dealing with the changes from the Royal Commission.

By the end of this episode, you'll be ready to put some changes into action!

Peter speaks about:

1. The best investment you can make this year
2. Ways to analyse how you can make changes
3. How to analyse your business

In this episode, we're speaking to Peter Switzer as he goes through how the current situation with the Royal Commission mirrors what happened a few years ago with his financial planning business.

Peter Switzer talks about:

• How changes he experienced with his financial planning business are similar to those in the broking industry with the Royal Commission
• Considering and rethinking questions like what else are you doing outside of your role, beyond expected tasks as a broker?

In next week's episode, Peter is going to go through actionable strategies with us to get on top of the changes with the Royal Commission.

Kirsty Dunphey has worked in the real estate industry since she was 15, owning her own real estate agency since she was 21. Her current passion is all about helping people get to a better financial situation for themselves with Up Loans. In 2016 she won FBAA Broker of the Year – Tasmania.

In this episode on the Top Broker Podcast, we speak about why communication is so important and how you can use communication to increase your referrals with Kirsty Dunphey.

By the end of this episode you'll understand how you can effectively leverage communicate to generate more referrals.

Three key takeaway points from this episode are:

• Know your niche
• Clients refer to those who ask
• Constant communication is key to success

We've got Jayden Vecchio back, speaking to us about some of his favourite productivity hacks. In this episode, we're going to look at nine tools to save Top Brokers time and streamline their work. Check out these tools and cut out hours in your week with them.

We look at:

• Our favourite tools and why
• Simple ways you can integrate them into your business

In this weeks episode we're speaking to Jayden Vecchio about how do top brokers actually stay motivated? We go through five techniques that you can use to stay motivated and maintain your productivity.

We look at:

• Focusing on the extra 1%
• Understanding what's your why?
• Extra tips to keep you motivated
• Resources to keep you on track

We've got Bernard Desmond, Director of Loan Market back! In less than 12 months Bernard has gone from starting out on his own to being an industry-recognised, multi-award winning mortgage broker. His most noteworthy being the 2018 Broker of the Year at the Australian Broking Awards in June 2018 and over the last 15 months in business he has been nominated in a total of 19 award categories.

This week we're talking about how to increase your profitability and boost your dollar per hour value. We look at how you can work smarter not harder and by the end you'll understand some of Bernard's productivity hacks.

Three take away points from this episode:

Don't do everything, outsourcing what you're not good at and low dollar producing activities

Before you outsource refine your process in detail

A fee for service will create commitment and safeguard your time

This week we're chatting to Bernard Desmond, Director of Loan Market. In less than 12 months Bernard has gone from starting out on his own to being an industry-recognised, multi-award winning mortgage broker. His most noteworthy being the 2018 Broker of the Year at the Australian Broking Awards in June 2018 and over the last 15 months in business, he has been nominated in a total of 19 award categories.

In this episode with Bernard Desmond we go through why the speed of service is so important and some tips on how to create raving fans.

By the end of it, you'll know what it takes to get to the top and be ready to get out and go get it.

Three take away points from this episode:

1. Speed of service trumps everything
2. Experience is more important than rate
3. Consistency and setting expectation creates raving fans

This week we have Lloyd Thomas the director of business and product development at Direct Property Network based in New South Wales and broking for over 19 years. He's consistently settling over $100Mil.

In this episode, we look at how to create a solid business, which is built on solutions. We discuss the different ways to differentiate yourself from the competition. By the end you're going to feel charged, buzzing to get out and implement everything you've learnt.

What makes a successful broker?

Knowing your craft is key. It's the difference between someone joining you and your business and sticking around, or working with you then moving on to someone else.

If you find you're losing your clients a lot, it means you don't know your craft enough. You've got to be solution orientated and listen to exactly what they need and discuss it thoroughly.

What solutions are clients after?

A lot of brokers think clients are only looking for good rates, but often it's more than that. Speak to your clients and make sure there aren't issues outside of a good rate that need to be dealt with, like an offset account. It's not just about a product that's going to suit the client's circumstances.

What's your main point of difference?

We are strategic about what we do and not transactional. It is very strategic what we do with people.

This gives our clients comfort and helps their achieve their goals.

What happens once the loan settles?

We've got a post-settlement team, and I tell people when we first sit down about how we pace out the relationship and what will happen. It's not about just a once off relationship it's about a slow burn, long-term process.

An ongoing relationship and I always let them know I'm only a phone call away.

Over the last 20 years, you've gone from three to 60 staff members, how did you manage this?

Well, it's been over a period of time, but we've learnt to hire great people that are good at doing what we aren't good at. I've got great business partners and it's about our journey together.

A lot of brokers don't know when to add more staff, what are your thoughts on this?

In some ways, you need to put them on before you actually need them. But you've got to know what you're good at. For example, I hate admin it's not my strength so I'd employ someone tomorrow to do that.

When you did this, what did it do to your business?

It grew! We're also really selective about who we hire. I want to know who they are as a person and whether they'll fit the culture and not just do the job.

What makes a successful broker?

In one line, I would say - don't stay home. A lot of brokers try to do everything at home but it's important to get out and get those referrals, staying front of mind for the product you're selling. I ask myself, would I pay me today? Did I bring in income today? That's the key.

What are the three key activities brokers should be doing day in, day out?

You should be calling people! I don't have many quiet moments where I'm just driving or listening to the radio, I think of it as part of my office and will organise meetings while I'm driving.

Next is making lists, I like making a list of who I need to contact, then I prepare who I need to see.

Finally asking for referrals. I'm constantly training my clients to help them refer me.

The main takeaway points from this episode are:

1. Don't start with rate, start with understanding, with this you'll focus more on the solution rather than the commodity
2. Know your craft, become a master and spend time everyday learning and becoming better.
3. Use transportation as a networking vehicle rather than something to go from point A to point B. Make time to call your business partners and referral partners to build strategic relationships with them.

  This week we have Lloyd Thomas the director of business and product development at Direct Property Network based in New South Wales and broking for over 19 years. He’s consistently settling over $100Mil. In this episode we look at how to create an attraction business and discuss the strategies to create a referral-based business. By the need of this episode you’re going to feel rejuvenated knowing relationship broking still dominants. The main takeaway points from this episode are: Build long term relationships, focus on what’s right for the client both now and in the future, putting your needs last. Spend time training your clients on how to refer. Categorise your clients and spend time with the top 20% who refer you the most business.  

This week we have Jeremy Fisher, managing director at 1st Street Financial, based in New South Wales and Australia's most awarded broker. Consistently writing over $300Mil year in year out. With his company's loan book in excess of $4.5Bil he would be Australia's most successful broker.

In this episode we look at how to build your referral partner network and discuss strategies to help implement success. By the end of this episode you're going to feel unstoppable and ready to take your business to the next level.

The main takeaway points from this episode are:

1. The best referral partners are the ones who see value in your proposition rather than your commission split
2. Invest time in your referral partners, be consistent in your delivery with value and don't have any expectations of return.
3. Always play the long game and never the short game in all aspects of your business.