Mortgage Broker Acceleration

Mortgages are boring.

And mortgage brokers are being boring.

Because they talk about mortgages.

Let that sink in for a minute.

Now I’m not trying to be pointlessly rude or knock people down just to cause a stir. I’m simply stating a fact because I see it over and over everywhere I look.

Generic. Corporate. Boring.

And I want to help.

If brokers want to engage people (online, offline, anywhere!) they need to have the right message and they need to be the right messenger.

And all brokers should want engagement.

Because without it, they have no customers and no business.

So it’s kind of important.

In this episode of Mortgage Broker Acceleration, learn how to take a boring topic (mortgages) and turn it into an engaging message that is real, relatable and consistent. Discover how to show up as a clear and confident messenger, leading and motivating people to take action.

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!

For a real life case study in personal productivity, tactics and hacks, mindset and performance… we look no further than the man and co-host himself, Ash Playsted.

Over the last few episodes we’ve covered specifics like The Energy Map, the Magic Minute and Mental Fartlek strategies, and Elements of Peak Performance. Go back to those episodes if you missed them.

But where did all this come from? Where did it start? A personal endeavour (or obsession, at least a very positive and productive one!) that started many moons and hundreds of books, courses and experiments ago… that has resulted in a high level of self-awareness and success in business and life.

In this episode of Mortgage Broker Acceleration, you’ll learn what started this journey for Ash, why it’s been so important, the key learnings along the way… and what he’d do if he started all over again. Don’t miss it.

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!

Do you know what Peak Performance actually means?

If you’re guessing things like:

• Being super productive.
• Writing loads of loans.
• Running fast or lifting max weights.
• Being the best you can be.

Then you’re not wrong.

Performing at your peak = winning, achieving, maximising.

But… that’s only half the story.

When we talk about Peak Performance, we are actually talking about Resilience. Being able to withstand the ups and downs of business and life. Being able to mentally bounce back fast. Being able to stay calm, focused, and make smart decisions. Being in strong physical and financial shape.

Being at your peak is the ability to actively manage yourself and your business in the moment… not just about the outcome of winning, achieving and maximising.

In this episode of Mortgage Broker Acceleration, you’ll learn the 3 elements of peak performance and how you can start training (in each of the 3 areas) to be at your peak, to be resilient, to weather the ups and downs.

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!

Here are two fast, easy and powerful productivity hacks you can use right now.

Magic Minute… you can learn and start doing instantly, today. It’ll help you break free from the noise and busy-ness of your day and help you switch gears and focus… instantly… in just one minute… anytime you need.

Use this for your next client or partner meeting and notice the difference.

Mental Fartlek… you can also learn and start doing instantly, today. It’ll help you harness the power of interval training, working with the limitations of your brain, to challenge yourself and get more done in a shorter amount of time.

Yes, this has a funny name (show your kids!) and is counterintuitive… but it actually works. Try it.

In this episode of Mortgage Broker Acceleration, you’ll learn how to use Magic Minute and Mental Fartlek in your daily business and life for maximum productivity and fun. Try them both.

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!

Energy is like time, you only have a fixed amount of it.

So use it wisely.

Most don’t.

They follow the normal (and outdated) model followed by schools, workplaces, corporates and other businesses. Show up during set times (usually Monday-Friday, 9am-5pm) and try to pack in and get as much done as possible (maybe with some breaks thrown in throughout the day).

Productivity and getting stuff done is not about how many hours you glue yourself to the chair. It’s about understanding when you should allocate time for various tasks and breaks.

And for most people, sitting there all day, every day, between 9am and 5pm… Monday to Friday… is not the best solution. Not by far.

Instead you need to understand The Energy Map, customise it for you, and build your schedule around that. It’s relatively simple when you know how.

In this episode of Mortgage Broker Acceleration, you’ll learn what The Energy Map is and why it’s the smartest time management and productivity strategy you can use. When you get this right, you’ll be in flow, getting things done, with less fluff (i.e. getting more done with less time).

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!

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:

• Selling the dream (or the sizzle).
• Selling the promise of fast and easy.
• Selling the cheapest rate or best deal.

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

• 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!

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

• 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!

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

• 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!

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

• 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!

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

• 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!