Mortgage Broker Acceleration

Many new mortgage brokers understandably lack confidence and conviction in their abilities. After all, they can’t claim to possess a wealth of professional knowledge and experience just yet. But does that mean that new brokers can’t really compete with their more seasoned counterparts?

This episode of Mortgage Broker Acceleration explains why this isn’t the case. James Veigli and Ash Playsted discuss how new brokers can hit the ground running as “instant experts”. However, they are definitely not advising new brokers to “fake it until they make it.” Instead, it’s all about positioning yourself as the best broker you can be in your client’s eyes.

The Key Questions

• What tips and tricks do new mortgage brokers need to succeed? (2:33)
• What makes potential clients place their trust in a mortgage broker? (6:36)
• Do you have to be the most knowledgeable mortgage broker to succeed? (10:00)
• Who do clients ultimately choose to deal with? (12:50)
  
  

What You’ll Discover

• Why positioning matters (3:11)
• The key mindset shift that new mortgage brokers need to achieve (7:46)
• Why asking clients smart questions helps to establish a broker’s expertise (15:25)
• The problem with the “fake it until you make it” approach (20:29)
  
  

Accelerate Faster

• You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.
• Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!

Many people who come into mortgage broking set their sights on a particular target income. And with hard work and perseverance, some brokers eventually hit their target. However, this often comes at the price - their life and freedom. Furthermore, this kind of tunnel vision prevents them from envisioning and achieving other kinds of success.

This episode of Mortgage Broker Acceleration explores the four stages of mortgage broker success. James Veigli and Ash Playsted explain why we should rethink and reimagine our understanding of success. Tune in to learn how to build a mortgage broking business that we should all be aspiring towards.

The Key Questions

• Why do many mortgage brokers have an outdated understanding of success? (1:58)
• Why do so many brokers stop at the first two stages of success? (5:05)
• What does it take to break into stage 3? (8:57)
• What does it mean to achieve stage 4 of success in mortgage broking? (16:44)
  
  

What You’ll Discover

• The percentage of brokers that are stuck in stages 1 and 2 (3:40)
• The ultimate level of success (20:22)
• The mortgage broking industry’s future direction (23:40)
• The next steps that mortgage brokers at stages 1-3 can take to move forward (25:19)
  
  

Accelerate Faster

• You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.
• Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!

Most brokers invest major effort into finding new potential customers and converting them. As a result, they often overlook the need to nurture their existing clients. And when a client perceives their broker's indifference, there's little to stop them from jumping ship.

In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss how brokers can protect their “herd”. They explain why brokers can’t afford to be indifferent or complacent when it comes to looking after existing clients. Tune in to discover practical and effective ways to cultivate long and enduring relationships with your clients.

The Key Questions

• How much effort are we investing in keeping and nurturing existing clients? (6:24)
• What’s the biggest reason for a client to leave their mortgage broker for another one? (6:51)
• Why don’t most brokers do more to protect their herd? (10:52)
• What’s the number one secret to happy and long-lasting broker-client relationships? (18:04)
  
  

What You’ll Discover

• The farm analogy (0:57)
• Why the mortgage broker is like a “shepherd” (13:54)
• The two essential and difficult things that brokers need to do to protect their herd (15:32)
• Investing in existing clients and partners vs. prospects (21:32)
  
  

Accelerate Faster

• You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.
• Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!

Most brokers associate marketing with ads, brands, business cards, flyers, logos, and websites. Now, all these marketing activities may indeed be valuable to your business. But they’re not the most effective ways to generate business. And the real definition of marketing is anything brokers do in the market that will generate business – not just these activities.

In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted focus on marketing that actually works. Tune in to know the most effective ways to get the most bang for your marketing buck. You’ll discover how to generate leads and referrals for your broking business and propel sustainable business growth.

The Key Questions

• If you could only spend $1,000 on marketing, what would you spend it on? (3:37)
• Why can’t mortgage brokers simply emulate the marketing tactics of the Nikes and Cokes of the world? (8:28)
• What is emotional direct response marketing (EDR)? (11:19)
• What’s the easiest way of developing your marketing strategy? (17:26)
  
  

What You’ll Discover

• The common misconceptions that mortgage brokers have about marketing (1:19)
• The preconditions for common marketing methods to work (10:18)
• When it comes to marketing, treat others as you would have them treat you (21:15)
• The three things to consider for every marketing activity (23:52)
  
  

Accelerate Faster

• You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.
• Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!

Pancakes or waffles? Mountains or the ocean? If you could have any superpower, what would it be? What is one of the great values that guides your life? What have you created that you’re most proud of?

Curious about all these questions? This special episode of Mortgage Broker Acceleration takes on an entirely different format. James Veigli and Ash Playsted find themselves at the mercy of a randomised question generator. They take turns answering random questions – some are fun and light-hearted while others are deeper and more profound. Tune in for some humorous banter and a dose of thoughtful introspection.

The Key Questions

• What is one of the greatest values that guides your life? (7:45)
• What have you created that you’re most proud of? (11:11)
• Who inspires you to be better? (16:35)
• What's something you wish you'd figured out sooner? (21:56)
  
  

What You’ll Discover

• James’s “peaceful” approach towards innovation and disruption in the workplace (8:48)
• The importance of finding inspiration from within (17:02)
• Why the idea of running a one-man mortgage broking business is misleading (22:16)
• The often-overlooked power of great coaching (22:46)
  
  

Accelerate Faster

• You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.
• Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!

Many mortgage brokers get annual reviews all wrong. They make the mistake of creating the impression that annual reviews are an optional, ad-hoc service. Part of the problem lies in the fact that many brokers are too busy because their mortgage broking businesses are under systemised. Hence, they try to squeeze in the annual review at the very last minute.

Annual reviews should actually be an integral and systematic part of the client experience. And this episode of Mortgage Broker Acceleration is all about how brokers can get it right. James Veigli and Ash Playsted explain why annual reviews matter and every single customer should have one. Tune in to learn how to bake the annual review into your client experience.

The Key Questions

• Why do so many brokers get annual reviews all wrong? (1:39)
• Why should mortgage brokers emulate dentists? (4:52)
• Does every single customer need an annual review? (10:04)
• Can you consider annual reviews as “extra work”? (10:59)
  
  

What You’ll Discover

• The importance of a systemised approach to annual reviews (7:11)
• The difference between an annual review and an interest rate review (12:19)
• How to get started with annual reviews (13:38)
• What your business gains from a mindset shift about annual reviews (17:36)
  
  

Accelerate Faster

• You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.
• Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!

Over time, most mortgage brokers will establish contact with a variety of referral partners. They can be accountants, real estate agents, or financial planners. However, many of these referral partners will typically become “cold” (or even dead) at some point. What can you do to fire them back up and revitalise your referral flow?

This episode of Mortgage Broker Acceleration is all about reigniting cold referral partners. James Veigli and Ash Playsted share many practical and actionable tips in their discussion. The ultimate goal is for brokers to build successful and mutually-beneficial long-term relationships. Tune in to rethink your approach to this essential driver of mortgage broking business growth.

The Key Questions

• Should you try to reignite all your referral partners? (5:40)
• What are the laser-targeted approach and the machine-gun approach and which one works better? (8:07)
• How should you reach out to “cold” referral partners? (12:23)
• How do you know if a prospective referral partner is dependable? (18:10)
  
  

What You’ll Discover

• The 3 tiers of referral partners (2:58)
• The wrong and right way to target referral partners (8:38)
• Why being able to free up time is crucial for mortgage broking business owners (13:43)
• Why you shouldn’t try to build a relationship with a referral partner by force (21:35)
  
  

Accelerate Faster

• You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.
• Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!

Many brokers are great technicians, but not-so-great public speakers. This is why using webinars is an excellent strategy for mortgage broking businesses. Webinars allow brokers to communicate within their comfort zone while accessing a much wider audience. Also, webinars are cost- and time-efficient – a genuine asset for busy brokers.

In this episode Mortgage Broker Acceleration, James Veigli and Ash Playsted explain how brokers can make the most of webinars. They share how webinars can be used to better position yourself, get you more referrals, and improve your client retention rate. Tune in to learn how to turn webinars into a powerful engine for mortgage broking business growth.

The Key Questions

• Do webinars work for introverts? (5:04)
• Why are webinar metrics important? (6:34)
• Should you run webinars for your mortgage broking business's existing clients? (12:26)
• What should your webinars focus on? (23:00)
  
  

What You’ll Discover

• How webinars maximise the use of your limited time (2:48)
• The key difference between webinars and live public speaking (7:31)
• The utility of webinars in our knowledge economy (9:09)
• The three types of webinars (11:03)
  
  

Accelerate Faster

• You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.
• Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!

Good mortgage brokers have always treated clients as more than a transaction. And today, it’s more important than ever to do just that and be perceived as a trusted adviser, not a transaction-based broker. That’s how top-performing brokers build deeper and longer relationships with their clients.

In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted unpack the new paradigm. Tune in to discover why your mortgage broking business ultimately goes far beyond the mortgages you write. You’ll also discover how to make your brand ethos resonate within every part of your business. That’s how you can distinguish yourself in a crowded 21st -century market.

The Key Questions

• Why do good brokers go beyond the transaction-based approach? (3:57)
• Do you need to rethink your business brand and voice? (9:24)
• How do clients make emotion-based decisions? (13:00)
• Why did your clients ultimately decide to place their trust in you? (14:34)
  
  

What You’ll Discover

• The key changes in the mortgage industry today (1:20)
• Why the client’s journey goes beyond the mortgage itself (2:02)
• Being a trusted advisor vs. simply writing deals (5:40)
• A practical recommendation to help you set your business apart (17:37)
  
  

Accelerate Faster

• You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.
• Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!

What makes a popular burger joint stand out amongst its many, many competitors? It doesn’t just offer customers the "meat" and the "bun". Instead, it’s invested in a proprietary secret sauce. Truth is, the same logic applies to mortgage brokers. The idea here is to find innovative ways to distinguish yourself from the crowd.

This episode of Mortgage Broker Acceleration focuses on how brokers can create their own secret sauce. James Veigli and Ash Playsted explain how brokers can take the boring, routine stuff and make it interesting. Tune in to discover practical and creative ways to set your mortgage broking business apart.

The Key Questions

• Why is systemising actually sexy? (2:50)
• Why should you look at your mortgage broking business from a customer’s perspective? (4:19)
• What do your clients hate? (8:13)
• What should your secret sauce achieve for your mortgage broking business? (18:37)
  
  

What You’ll Discover

• The language of the broker vs. the language of the customer (11:57)
• How to differentiate your business through personalisation (14:13)
• The car analogy (15:25)
• The burger analogy (21:09)
  
  

Accelerate Faster

• You can visit Broker Ideas Group to learn more about us, access special events and download useful resources designed exclusively for mortgage brokers.
• Want to work with James, Ash and the BIG team to grow your mortgage business faster? Our Growth Coach team can help you. Let's talk!