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This episode of the LVR Podcast delves into the crucial aspects of any successful mortgage broking business: Lead flow, Deal flow, and Work flow.

Key insights:

• The importance of streamlined workflow, dealflow, and leadflow for mortgage brokers.
• How technology can automate tasks and improve efficiency.
• The need for customisation to ensure systems reflect brand identity and client experience.
• The ongoing role of human interaction and relationship building.
• Tips for choosing and implementing the right technology solutions.
• The importance of continuous learning and adaptation in the mortgage broking industry.
• The game-changing potential of technology for client retention and growth.

Our hosts Ruan Burger and Marissa Schulze unpack the importance of optimising these flows to ensure seamless client experiences, efficient operations, and ultimately, business growth. They discuss the benefits of technology in streamlining processes, while emphasising the human touch that remains essential for building lasting relationships with clients. Whether you're a seasoned broker or just starting out, this episode offers valuable insights and actionable tips to navigate the ever-evolving mortgage broking landscape.

Quotes:

"Your business is only as good as its flow. Get the lead, work the lead, and create a deal proposition that makes a client want to come back to you." - Ruan

"There's just such great technology out there at the moment that can help you streamline the lead flow, the deal flow, the workflow, and not only streamline it in a way that makes life much easier, it makes the customer experience so much better." - Marissa

"You have to look at - when building a system - at what will impact the (client) relationship, what will impact the growth of the experience." - Ruan

"What these systems do as well from a compliance perspective, it makes your compliance a lot more rock solid because it means that everything is recorded." - Marissa

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

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The rise of Artificial Intelligence (AI) has ushered in a new era in broking (and every other industry, let's be honest), transforming how we navigate and redefine our industry norms. While it's fascinating to witness the exponential growth AI can bring, we want to take a look at Emotional Intelligence (EI/EQ), and what every broker should be mindful of.

Amidst this technological renaissance, if you will, Marissa and Ruan discuss the unwavering importance of EI/EQ. At Success & Broker, we've always held the belief that it's the human element that truly sets us apart. We understand that while AI streamlines processes, it's the emotional connections and human insights that forge lasting relationships and elevate client experiences.

Join us on this insightful journey as we dissect the interplay between AI and EI/EQ in the realm of mortgage brokers and finance professionals. Through real-life examples and practical insights, Marissa and Ruan highlight how AI's automation complements our industry, empowering brokers to maximise efficiency while preserving the essence of personal connections.

Key points:

• Exploration of AI's role in mortgage broking, focusing on efficiency-boosting capabilities and time-saving potential
• Emphasising the pivotal role of EI in the broker-client relationships
• Insights on the delicate balance between leveraging AI for streamlining processes and ensuring personal, emotionally intelligent interactions with clients
• Discussing the importance of understanding client needs and wants
• Strategies for leveraging AI to free up time
• Exploring how the integration of AI prompts an evolution in broking practices, reshaping workflows

Key quotes:

"We're trying to automate as much as we can behind the scenes so that our brokers and our even our admin team can spend as much customer facing time as possible." - Marissa

"When you are looking to implement AI or automation into your business process or your customer journey, you need to weigh up how does the time that it's going to save my team going to impact the customer journey?" - Marissa

"Because the reality of it is I'd rather have anyone at a barbecue talk about the way I make them feel versus what I've done for them. I guarantee you today that's what I will remember you for." - Ruan

"I think that when people are doing big transactions, when they're buying properties or refinancing their loans, I believe that humans do need humans." - Marissa

"The more people you see, the better broker you become." - Ruan

"I think the great thing about AI and the technology advancements that we have experienced and are going to experience is that this is going to give us the tools to maybe take it from 20% client facing time to 80 to 90% client facing time over time." - Marissa

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

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Are you juggling a busy career while trying to maintain a healthy work and family balance? We've all been there, and sometimes it feels like there's no time for a breather. In our latest episode of the LVR Podcast, our hosts, Ruan and Marissa, explore a crucial topic that's relevant to professionals at all stages of their journey: "Reward and Recognition" through quality time off.

Marissa, co-host and experienced professional, shares her incredible three-month adventure with her family across Canada, the USA, Europe, and Africa. An inspiring journey, indeed, but more importantly, it was a lesson in the art of switching off.

"It was a test," she says, "to ensure our business could thrive without us." For her and James, her partner, the trip was about stepping away, giving their minds a well-deserved break, and learning to trust their capable team. The result? A thriving business and an incredible experience of clarity and inspiration.

One essential lesson from the episode is the importance of "quality over quantity." Whether you have a few days or a few weeks, taking time for yourself and your family, away from work-related distractions, is what truly recharges you.


Key quotes:

"We are very fortunate with our structure at Rise High that our brokers can take as much time off as they want without impacting their business or their clients because we've got an amazing support structure and process in place where things can still continue without them here and without them having to work whilst they're on holidays." - Marissa

"Just taking stock that all the things that you do at work are the very things you shouldn't be doing If you go on holiday." - Ruan

"If you do want to be in a position where you can have that flexibility to take that leave, you really have to be part of a team or build a team." - Marissa

"You've got to find a system that allows you to take stock, take time out, reward yourself." - Ruan

"So I think if you embrace the opportunity to step outside of the business, it is an opportunity to learn and evolve and will only make you stronger as a business owner and as a person." - Marissa

"It's the little things that make us think, it's the little steps for the big wins in respect of quality over quantity." - Ruan

"We started Rise High because we wanted to make a difference to our clients, but we also wanted to have a really great family life as well." - Marissa

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

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Whether you're embarking on your journey as a mortgage broker or have an eye on your exit plan, this episode is a must-listen. We explore what exit strategies are, why they should be on your radar, and when it's the right time to start thinking about them.

Join us as Marissa Schultze chats with Ruan Burger, a seasoned mortgage broker with a track record of successful business exits. He's here to share his insights on this critical aspect of your broker journey, from understanding the 'when' to considering the 'how.'

Tune in to discover:

• The importance of timing and strategy in your mortgage broker exit plan.
• Insights from Ruan's personal experiences, exiting not one but two successful broker businesses.
• Valuable tips to consider on your journey, whether you're just starting or you're well into it.

Quotes:

"Part of what we do with our clients is discuss exit strategy. We consciously keep them accountable to say: When does such a choice become a reality?" - Ruan

"I like shifting that to just having choices, knowing that you may not want to sell, it might not be something that's at the front of your mind at this stage, but maybe it's just about having choices in your business." - Marissa

"And from there I built the Family Plan vs Business Plan, because I came to realise what things should be non-negotiable for my family and what can I then build around it." - Ruan

"It's just really understanding what it is you want, what are your strengths and weaknesses and what is it going to give you, or help you to achieve your goals and objectives long-term." - Marissa

"Action dictates priority. As soon as I knew I wanted to sell, it was the actions that were more important to me than the priority of getting there." - Ruan

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

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More From Ruan and his company, Success and Broker:

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In this insightful episode of the LVR Podcast, we sit down with Darrell Weekes from Purple Thread Marketing to unravel the mysteries of the ever-evolving world of social media for mortgage brokers turned business owners. Our engaging conversation explores key strategies for success, and what really works and what doesn't in the realm of social media for brokers turned business owners

Here are five key takeaways:

• Social Media Simplified: Darrell emphasises that social media platforms are tools to deliver your message, not the message itself. Choosing the right platform is essential, and focusing on the message is paramount.
• Leads, Not Likes: Likes and followers are nice, but what you really want are leads. Darrell explains the importance of turning engagement into tangible business outcomes.
• Google Business Profile Power: The single most powerful social media tool for mortgage brokers is a Google business profile with five-star reviews. Learn how this can skyrocket your leads.
• YouTube's Untapped Potential: Discover the immense power of YouTube as a platform for generating leads by providing valuable informational content that your audience is actively searching for.
• Optimising for Success: Darrell shares tips on optimising your Google Business Profile and YouTube channel to maximise their effectiveness and boost your visibility.

Tune in to this episode for a masterclass in navigating the social media landscape for mortgage brokers and discover how to stand out and thrive in the digital age.

Key quotes:

"Marketing and social media is something probably outside of the comfort zone of most of the people in this industry, but obviously there's a lot of talk around the fact that we need to be doing this to be successful." - Marissa

"Us brokers are found more frequently on these platforms, then the chances are brokers tomorrow become the client's first choice." - Ruan

"Remember, social media is a collective term for platforms that allow you to engage with an audience. That's all. Some of them have no application for you whatsoever." - Darrell

"You've got to pick your tribe, maybe this one first, invest in it, go hard in it, build it. And then, if you want to do another, then go to the next, rather than trying to do them all at once." - Ruan

"You've given us so much great insight into some things that we can ALL do." - Marissa

"For local mortgage brokers, brand awareness comes through your own work and having people understand the value that you deliver." - Darrell

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

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Welcome to another insightful episode of the LVR Podcast!  Hosts Marissa Schulze and Ruan Burger are joined by Samuel Longfield from Fuse Recruitment to explore the world of graduate recruitment within the mortgage broker industry.

Discover how Fuse's innovative graduate program aims to bridge the gap between graduates and brokerages. Samuel delves into the strategic approach Fuse takes, including personalised candidate profiles and strategic partnerships, ensuring both graduates and employers are set up for success. Whether you're a brokerage seeking fresh talent or a graduate ready to embark on a fulfilling career journey, this episode has the insights you need. Tune in to explore the strategies that are shaping the future of recruitment in the mortgage broker industry.

We discuss in this episode:

• Challenges of recruitment in the mortgage broker industry due to its cyclical nature.
• The need for innovative strategies to address evolving market demands.
• The concept of the graduate program as a solution to the industry's recruitment challenges.
• The importance of aligning candidates' attitudes and desires with the industry's demand
• The value of personalised candidate profiles and one-way interviewin
• Fuse's engagement model is designed to support businesses in finding the right talent.
• Fostering long-term partnerships between brokerages and candidates.
• Insights into the dynamic landscape of the mortgage broker industry and its future outlook.

Key quotes:

"As we all know, recruitment has been a bit of a bane of our existence for a long time. Every time you have to recruit you find yourself in a position where it's almost like you have to remind yourself: How do I play this here?" - Ruan

"For us it's about finding clients that are able to facilitate that growth, facilitate their career and also be a fantastic entry point to mortgage brokers." - Samuel

"Definitely there’s someone there you can reach out to if you wanted to build your business and get some really good young grads in, you know, some form of investment in the future of your business." - Marissa

"I love that you've taken recruitment almost to a similar play like briefs for brokers, where at the end of the day, for me as the client, yes, I do want this type of person. Why? Because I know where I want to go." - Ruan

"So before a candidate reaches a client, the client has the ability to watch a one-way interview between the candidate and pre-prepared questions. This is something that Ruan and I have talked about at length is making the question specific to the industry and what the brokerages actually care about." - Samuel

"I think that one of the things that we need to solve as an industry is having better career pathways and better ways that people can come into the industry." - Marissa

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

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WE DISCUSS IN THIS EPISODE

As a mortgage broker, staying ahead of the curve and providing valuable insights to your clients is crucial in today's dynamic finance industry. In this thought-provoking episode, we shed light on the role of comparison websites and their impact on brokers.

Get ready for a captivating discussion that might just change the way you view comparison websites and their potential as a tool in your broker toolkit. Take a listen now.

Find the answers to the following:

- Are comparison sites competitors or complementary resources for brokers in helping clients find the right mortgage?

- How can everyday finance websites like savings.com.au benefit mortgage brokers and keep them updated on market-relevant information?

- How can comparison sites bridge the gap in financial literacy while collaborating with brokers to educate Australians about personal finance?

- Will comparison sites adjust and become broker-focused, as they move toward using content from brokers?

- Curious about the ever-changing market and finance trends? Discover how savings.com.au keeps pace with new developments and provides insights for everyone.

Key quotes:

"When 7/10 people use mortgage brokers it's good to know what sites are out there to tell our story, to tell the market what happens in our areas as well as what's market-relevant for us mortgage brokers." - Ruan

"I appreciate the value of a site like this because it provides access to another layer of knowledge that we can readily share with our clients." - Ruan

"Looks like you're doing some great stuff in terms of the education space, thank you so much for sharing that information with us." - Marissa

"That brokering service is always going to be there in Australia. Even some of the people in the team here, who you could consider high-level of expertise in the home-loan space, still prefer to go through a broker, just for convenience." - Dominic

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

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WE DISCUSS IN THIS EPISODE

Join Ruan, Marissa and Damian from Australia Lending and Investment Centre in this engaging conversation as they dive into the world of investment lending and education. Discover the strategies that the ALIC employs to minimise cash flow impact for their investment clients, get the inside scoop on the pros and cons of niche specialisation vs diversifying, and learn more about their unique career pathway program. Plus, uncover how ALIC has fostered a diverse team, celebrating achievements in gender and cultural diversity. Don't miss this enlightening discussion on specialisation, education, and building a skilled and inclusive workforce.

Find answers to the following:

- How does ALIC see the current market challenges as exciting opportunities for investors?
- How does ALIC minimise cash flow impact for their investment clients?
 - What are some examples of ALIC's successful collaborations with experts from related fields?
 - What are the advantages and disadvantages of niche specialisation in mortgage brokering?
 - How does ALIC's career pathway program support the development of expertise and ensure high-quality brokers?
 - How has ALIC fostered gender and cultural diversity within their team and the benefits they have experienced?

KEY QUOTES

"What we’ve done is we’ve invested in people at the very beginning, and we’re showing them that you can become a broker, that it’s not this hard cliff you have to jump off and sort of make it on your own." - Damian

"I think our industry needs to see more of those career pathways being set up so that we can try and get some good young people into the industry, and make sure the quality and equality is there." - Marissa

"There’s a big investment that comes into play because you almost have to build your employees in a certain form to be sure that they deliver on what you’ve been selling to the market in respect to your capacity." - Ruan

"For us it makes a lot more sense to invest in people at a very early stage and grow them through all of our business roles to ensure that they are appropriately trained and have the right skills and the right experience and technique to mirror what we expect of our investment lending managers." - Damian

"The trust equation is very simple, it’s all about what’s in the best interest of the client." - Damian

"A lot of our listeners will be torn between specialising in a niche and diversifying, and you’re obviously a very successful example where specialisation has worked really well for you." - Marissa

"The tests are already done. From what ALIC has done in terms of the career pathway program, they've got enough information to show us all that it is working. At a grassroots level we can make our industry even better." - Ruan

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

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WE DISCUSS IN THIS EPISODE

Discover the keys to thriving in a rising interest rate environment. This podcast episode with Ruan Burger and Marissa Schulze dives deep into the strategies and insights necessary to navigate the changing market landscape. Join us as Ruan and Marissa share expert advice on adapting your approach and prioritising education, and unlock the tools and knowledge you need to optimise your value proposition and stay ahead of the curve.

Find answers and insights to the following:

• Are you equipped to adapt your approach to rising interest rates and ensure client satisfaction?
• How can you maximise your value proposition in a changing mortgage landscape?
• What are effective techniques for nurturing long-term client relationships and generating referrals during market fluctuations?
• How can you support clients facing challenges in the current interest rate environment?
• What role does education play in providing exceptional client experiences?
• How can you address the needs of clients impacted by rising interest rates?
• What are the strategies employed by top-performing brokers to build trust with clients in uncertain times?

Key quotes:

“I think there’s a lot of mortgage brokers out there in Australia that have never experienced an interest rate rising environment.” - Marissa

“It’s really important to have that shift in mindset as to what is really important to our clients moving forward.” - Marissa

“You have to slow down before you speed up.” - Ruan

“We’re setting an experience trend with our clients to know if this was to happen again, this is what would happen, this is how it’ll work and this is how we will deal with it.” - Ruan

“We need to center our value around education, and that needs to be the experience that we provide.” - Marissa

“You can’t ask for referrals, you have to educate for referrals.” - Ruan

“What has made us who we have become? It’s our clients. It’s not the banks. It was 100% our clients. We have to do the very thing that made them come to us in the first place.” - Ruan

“If you stick to the education focus you’ll survive and thrive this period of upswing in interest rates.” - Marissa

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

Marissa Schulze Linkedin 

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Rise High Financial Solutions

More From Ruan and his company, Success and Broker:

Ruan Burger Linkedin 

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Success and Broker

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We discuss in this episode:

Chatting with Eric Dill, Co-founder of Quickli, we cover what’s happening in the tech world and how mortgage brokers can leverage it to support clients further and enhance the overall client experience. We also touch on the gap in the market Quickli (and brokers) have identified and why finding the right balance of tech and human touch is key moving forward.

• Quickli brings 20+ lender calcs into one, easy-to-use interface that allows brokers to place a deal faster than ever before! 
• Tech like Quickli doesn’t replace but enhances brokers’ capabilities and reach — freeing them up for more time to spend on other key tasks; any good tech only strengthens the brokers’ proposition. 
• Even if products like Quickli were directly available to consumers, they’re still going to welcome the opportunity to get a broker involved — they’re going to want that handholding. 
• Looking ahead, we can expect to see more third-party services popping up, bringing in more technology and opportunities for aggregators. 
• Scaling business will become difficult for brokers unwilling to adopt newer tech — don’t be afraid; embrace it. But don’t become lazy; brokers still have due diligence to tick all the boxes. 

Key Quotes:

“The future of the industry is going to require brokers to adopt the right tech, and there needs to be the right blend of tech and the human element.” — Eric

“There’s always an exception to the rule, and good brokers know that good policy is great, but the exception to the rule is better.” — Ruan 

“Aggregators can help us remain compliant and keep us doing what we do best, and that’s selling compliantly.” — Ruan

“The time we’re saving with tools like Quickli, we should be reinvesting into our clients.” — Marissa

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

Marissa Schulze Linkedin 

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Marissa Schulze Facebook 

Rise High Financial Solutions

More From Ruan and his company, Success and Broker:

Ruan Burger Linkedin 

Ruan Burger Instagram 

Ruan Burger Facebook 

Success and Broker