LVR Podcast

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Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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

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Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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

Marissa Schulze Linkedin 

Marissa Schulze Instagram 

Marissa Schulze Facebook 

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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Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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

Marissa Schulze Linkedin 

Marissa Schulze Instagram 

Marissa Schulze Facebook 

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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Top 3 Ingredients to Ensure Success In Broking

When you can overcome the obstacles and the tough times, in the beginning, mortgage broking can be a wonderful career and it’s an amazing industry to be a part of. 

Broking is about people dealing with people - it’s a fantastic opportunity to do purposeful and profitable work. But what are the ingredients for success? 

Top Three Ingredients For Longterm Successful Brokers:

Marissa’s three ingredients to success:

1. Be genuine. 
You’re doing it for the right reasons. You have a genuine, strong desire to help people. Be genuine in all your relationships and interactions. 

2. Be reliable and predictable. 
Live up to the expectations of your clients, then go above and beyond. Try to do things before you say you will and excel in your client’s expectations of you. Show that you can deliver on your promises. 

3. Don’t give up! 
The first year or two are tough. It’s difficult to be on top of compliance, and commissions take time to get paid and referral partnerships can be slow. It’s important to push through and keep going. Long term success involves having some resilience and sticking it out. 

Ruan’s three ingredients to success:

1. Be Consistent. 
This is one of the most important things. Invest in yourself in your processes, your systems, your routines. 

2. The 4 C’s: 
Compliance, Communication, Control, Common Sense. This is about asking the right questions at the right times to give you what you need to know. 

3. Watch your energy and your attitude. 
Try to see the best in the proposition, see the glass half full, understand that your energy and attitude can be the difference in deals and opportunities. This is who you are at every interaction, how you talk to people and how you manage yourself - it makes a big difference. 

Key Quotes

“Broking can be lonely. In these moments, what are you doing about it?”
Ruan 

“Relationship is the one thing that allows you the capacity to ask questions and make mistakes. Intention builds great relationships and it’s about connection.”
Ruan

“Consistency helps you build a long lasting business. That’s only going to happen over time if every time they come to you they’ll get a consistent experience.”
Marissa 

“To be successful in anything in life you need to have a positive attitude and a great energy. Without these things, it’s really hard to excel in what you do.”
Marissa 

Thank You to our presenters: Ruan Burger and Marissa Schulze. 

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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

Marissa Schulze Linkedin 

Marissa Schulze Instagram 

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

Send us Fan Mail

To pay or not to pay for leads!? What a good question. 

• When you are looking for leads and building referral partnerships, you need to ask yourself the question; are you willing to pay for those leads? 
  
  
• It’s hard to stop paying for leads once you have paid for them. 
  
  
• If you’re going to send referrals based on someone’s capacity to do that job, then you can hold them to it. If it’s purely a dollar amount, it becomes very transactional. 
  
  
• You don’t want referral partners who are just referring you for a financial kickback. It needs to be about more than the money. It needs to be about a relationship. If you’re working with a referral partner who is purely interested in the money, then it’s not the right referral partner for you.
  
  
• Shared values, shared reputation - find a referral partner who shares the same business values because then this relationship will be a fulfilling long-term relationship and not just about the dollars. 
  
  
• Referral relationships can be much more substantial than just a ‘clip the ticket’. 
  
  
• For early days as you get started in broking, find a business partner who is on a similar stage of business with you. You’re looking to have a balance of power and a balance of growth so you can build a sustainable business relationship together. 
  
  
• If you can do your job brilliantly, people can see how good you are at what you do, how well you communicate with all parties, and you can impress your clients and their professional team in the moments that matter, people will want to do business with you and naturally refer you. 

Key Quotes

“Where do you start and where do you want to end up? When you start paying for leads it’s very hard to stop paying for leads”.

Ruan 

“If you are going to enter a relationship where you are going to pay for leads, then the relationship has to be built on more than just that...otherwise, the relationship won’t last.”
Marissa 

“It’s about finding out what is the most valuable thing you can do for a referral partner (other than the commission exchange) and strive to do that”.
Marissa

“A lot of brokers miss the moment to ask for referrals. You need to ask for referrals. At the end of the day every time you ask, you learn more about people.”
Ruan

Thank You to our presenters: Ruan Burger and Marissa Schulze.

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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

Marissa Schulze Linkedin 

Marissa Schulze Instagram 

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

Send us Fan Mail

WE DISCUSS IN THIS EPISODE

• Is Digital the Broker’s Achilles Heel?
• Digital banks are coming to the market in droves. It doesn’t matter where the consumer has their lending or loans, digital banks can make it easier for them. But where does that leave a mortgage broker and the relationships brokers strive to create?
• Digital is really a two-part concern: There are the ‘competitors’ the digital lenders that will let a consumer bypass a broker, then there are the digital tools and systems that can help you run your business more effectively.
• Digital can provide speed and low cost. The one thing that digital can’t replicate is the hand holder, a face-to-face relationship that we humans love, especially in the time of a major financial decision.
• As a broker, you will need to truly understand a client’s goals and objectives. A system or an app won’t be able to do this. How can you enforce this relationship with such trust that the client comes to you and talks to you first?
• If you’re not seeing your client as a “client for life” relationship then you need to reassess how you are viewing your clients.
• The key is to plan how can you incorporate digital INTO your offer and leverage the digital tools available to serve more clients effectively and enhance your client experience without letting go of the personal relationship aspect side of your business.

KEY QUOTES

“Online lenders will be cheaper and faster than what we can offer, so how can we compete?”
Marissa 

“We do need to embrace digital in our client experience and incorporate it into our business. Anything that can help a client do things easier and faster.”
Marissa

“The relationship is the one thing that will allow you to make a mistake and ask for forgiveness.”
Ruan 

THANK YOU TO OUR PRESENTERS: RUAN BURGER AND MARISSA SCHULZE

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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

Marissa Schulze Linkedin 

Marissa Schulze Instagram 

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

Send us Fan Mail

This podcast is our chance to give back to the mortgage broking industry and talk about real issues that are affecting most brokers and loan writers right now. Learning, Validation and Respect = the very foundations of all relationships.


WE DISCUSS IN THIS EPISODE

• Brokers are facing more compliance than ever before, but how much compliance is enough? Is compliance good or is it bad? 
• Compliance gives us a great advantage as mortgage brokers. There has been some compliance that comes out that makes our industry more professional.
• As we adjust and become more valuable to our clients, compliance has a role to play. But if consumers tomorrow don’t have any responsibility or accountability, then where do you draw the line? 
• Consumers do need to take some responsibility for their financial decisions and making sure they understand their finances. Sometimes a line needs to be drawn to protect consumers from themselves. 
• Today, compliance is a cost of doing business. You want to do the right thing and you want to keep your licence. It’s that simple. 
• It can be overwhelming with all the new compliance, but if you do the right thing and you stay within the parameters of what a mortgage broker is allowed to do and you document your process and communication, then you will mostly be compliant. 
• Our obligation is to always provide advice and what we’re doing and saying to the client is in their best interest. If a client kicks against every piece of advice you want to give them, then are they the best client for you? 
• Compliance is allowing us to have more conscious conversations with ourselves on what type of client we want.
• Compliance protects us, and worst-case scenario if something does go wrong you are going to be the happiest you can be when you know you’ve been compliant. 

KEY QUOTES

“I have a mixed view. Compliance can be a good thing, as long as it’s executed properly and it’s ultimately driving a better result for the consumer. But there potentially has been additional compliance added that is not necessarily adding to the outcome for the consumer.”
Marissa

“I believe that if you’re not willing to take the compliance seriously, then you probably shouldn’t be in the industry”. 8:36
Marissa

“What are you putting in writing today to make sure you’re protected tomorrow?”
Ruan

“Compliance is only as bad as you make it.”
Ruan

THANK YOU TO OUR PRESENTERS: RUAN BURGER AND MARISSA SCHULZE

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

Marissa Schulze Linkedin 

Marissa Schulze Instagram 

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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

Marissa Schulze Linkedin 

Marissa Schulze Instagram 

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

Send us Fan Mail

What Is The LVR Podcast All About?

Designed for Brokers, made by Brokers.

This podcast is our chance to give back to the mortgage broking industry and talk about real issues that are affecting most brokers and loan writers right now. Learning, Validation and Respect = the very foundations of all relationships.

WE DISCUSS IN THIS EPISODE

• The LVR Podcast is here to champion you – mortgage brokers.
• This podcast is our chance to give back to the mortgage broking industry and talk about real issues that are affecting most brokers and loan writers right now. Learning, Validation and Respect = the very foundations of all relationships. And what is this mortgage broking business all about? Building relationships.
• The LVR podcast gives you a bite-sized chance to reflect and review the everyday challenges faced by mortgage brokers and loan writers.
• We are hoping the LVR podcast becomes your little slice of the week that you set aside to refocus and make sure that you are bringing the best version of yourself to every interaction; client, team and personal.
• Whilst the industry is very supportive of each other, being a mortgage broker can be lonely. The daily challenges can be overwhelming SO we’re aiming to educate, inspire and propose a different way of tackling any issues you’re facing so that you can move ahead confidently, with a fresh opinion.
• We’ll give you real ideas and real steps you can take to serve more clients and create the business, work and lifestyle you desire.
• The content has been developed for you, by people in the industry that have years of experience of the in’s and outs, the ups and downs and everything in between.
• Enjoy the journey with the LVR podcast.

KEY QUOTES

“Listening to this podcast will give you inspiration outside of your thought path currently, where you can hear about different industry issues and challenges and hear about what businesses are doing things differently, which will allow you to work ON your business, not IN your business.”
Marissa 

“If you ask a consumer, we (brokers) are more important today than ever before. That comes with different responsibilities and different accountabilities we can’t shy away from having the front seat and then not having that responsibility”.
Ruan

THANK YOU TO OUR PRESENTERS: RUAN BURGER AND MARISSA SCHULZE


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

Marissa Schulze Linkedin 

Marissa Schulze Instagram 

Marissa Schulze Facebook 

Rise High Financial Solutions

More From Ruan an

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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

Marissa Schulze Linkedin 

Marissa Schulze Instagram 

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