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 Most don’t. They follow the normal (and outdated) model followed by schools, workplaces, corporates and other businesses.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...

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...

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...

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...

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...

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...

This month has been all about key partnerships. Every broker knows they are the backbone of a successful mortgage business, but unfortunately, most aren’t doing it very well… and not getting the results (referral flow) they want. The past few weeks on the Mortgage Broker Acceleration podcast, we’ve shared some key insights and strategies to help in this space. This week, we have a case study episode with our strategic advisor, Ash Playsted, and it’s split into two parts. Part 1 How Ash...

Should you share commissions with your referral partners? The short answer is… it depends. More importantly, and the thing most brokers get wrong, is that the default starting position… should always be a hard and fast “No”. Unfortunately, most brokers default to offering a share of commission in order to win partnerships, which is a big mistake, and leads to an array of future problems. In this episode of Mortgage Broker Acceleration, you’ll learn the important things to consider when it...

Almost all mortgage brokers approach referral partners wrong. Meeting for coffees and lunches… promising the world, the best rates, the best service, to help with even the trickiest deals… offering a share of commissions to win them over… to be “given a chance” to prove themselves. Like a needy kid sucking up to their parents, begging for an ice cream. It’s not a good interaction. It’s annoying and cringe-worthy. No wonder most parents say “No” to the ice cream. Most referral partners say...

If you have referral partners but they are not sending you direct referrals every single week… then sorry to say you have been “friendzoned”. This is bad. You are not here to make friends. You are a broker and in business to make money by helping people and writing loans. To achieve this you need people to talk to, people to help, people who need a loan. If your so-called referral partners aren’t sending you referrals every week… then you are literally wasting your time, energy and...

Want to know exactly what James did as a mortgage broker to generate leads and write millions in loans each month from his 3rd bedroom, with no staff, without having to see clients, and take 3 months holiday a year? Want to know how he then generated hundreds (actually probably in the thousands) of leads for other mortgage brokers using paid advertising on social media? Want to know the strategies James uses in his current business to generate hundreds (actually thousands) of leads and sell...

An interesting thing about the mortgage industry is that it’s both a highly technical profession as well as a highly personal profession. That means to be successful you need to be a great technician (i.e. credit analyst), understand how to do the numbers, structure the deals and provide solutions to clients. Plus… To be successful you also need to know how to market and sell yourself (i.e. sales person). Because being a great technician is useless if you have nobody to help. Enter the...

Every broker wants more quality leads. Even those who don’t currently want more because they are too busy, when things quieten down or they want to scale up, will need a consistent lead generation strategy too. Leads make business go around. They are the oxygen. But… do you know how to breathe? Sure, you ‘are’ breathing right now, but do you really understand how it’s working? It’s the same with leads. Brokers ‘are’ getting leads in the door, but they often have no idea how or why it’s...

Digital marketing is the minefield of all minefields! When it comes to your website, social media, content, video marketing, advertising, emails and more… there are 1001 tools, services, consultants and providers to choose from… all promising the world. So what should you do? What should you NOT do? It’s tough as a broker and business owner. So much conflicting (and often biased) information. Things are not always as they seem. In this episode of Mortgage Broker Acceleration, James and...

The secret to growing your loan volume and growing your mortgage business… is actually to NOT focus on doing these things directly. Instead, a focus on greater community presence and client impact is the key. We call this The Impact Zone. The concept is simple. When you make a bigger impact, you will enjoy more opportunities in your business. It’s the ultimate lead-generation tool. It takes time and skill to build. It’s a bigger picture, longer-term play. But the rewards in terms of...

Every day brokers are talking to people, looking to help, spreading the word about what they do. They want to help people and build a successful business for themselves. So much time and effort is spent posting and sharing online, talking to networks, and meeting with potential clients. But they don’t realise they are unknowingly limiting their results, their impact and business valuation by focusing on the wrong thing.  It’s not what they’re doing that’s the problem… it’s what they’re...

As brokers, it's easy to think more clients equals more money but this isn’t necessarily the case. Specialisation is where it’s at. When you specialise, you attract more clients, your process is simpler and your revenue and profit increase exponentially. By zeroing in on a niche you’re passionate about, you very quickly become the expert. In this week's episode of the Mortgage Broker Acceleration Podcast James Veigli and Ash Playsted discuss how specialisation is all about creating a...

You’ve probably heard about the 10,000-hour rule—the idea that mastery in anything needs 10,000 hours of practice. But what if there's more to being an expert than just the clock? Let's explore a new approach. We know that clients want experts, not jacks-of-all-trades. So, it's time for brokers to shine in their niche rather than trying to be all things to all clients. Tune in to this week's Mortgage Broker Acceleration podcast, where Ash Playsted and James Veigli explore the difference...

Happy New Year. We hope you had a fantastic break and managed to relax, recharge and are ready to tackle 2024. For brokers, now is the time to lay the groundwork for a successful year ahead. So, how can you reach your goals and stay on top of the mortgage industry's shifts? Tune in to the first 2024 episode of the Mortgage Broker Acceleration Podcast with James Veigli and Ash Playsted. We're diving into upcoming trends and forecasts, discussing market expansions, industry changes, and...

Wow, 2023 was quite a ride. Reflecting back, there's a ton to celebrate... Our members hit it out of the park, achieving their dream business visions, snagging awards, and some even made more money while working less. That's the sweet spot, right? Let's not forget the incredible Mr. Rob Barton who rowed solo from Australia to Africa, breaking a world record along the way! And we scored BIG too, nabbing two MFAA awards—the Professional Development Award and the Support Service Provider...

Brokers often work with every type of client, simply because “that's just how it's done." There is a more efficient way, yet 99% of brokers don't do it. Why? The fear of missing out. The thought of saying no to a potential client raises eyebrows. How could turning away business possibly support growth? Focusing on your ideal client might feel like stepping out of your comfort zone, but here's the thing… When you focus on your ideal clients, the work becomes easier and faster. In this...

Brokers know lead generation is key—no leads, no deals, right? But there's a phase often overlooked: the gap between pre-approval and full approval. What if we told you, this is where the real magic happens. That it’s not just about getting pre-approval and stepping back, it's about actively guiding clients until they purchase their property.  In this week’s episode of the Mortgage Broker Acceleration podcast James Veigli and  Ash Playsted delve into this often-neglected phase, shedding...

If you're serious about crushing it in business, personal growth isn't an option; it's a must. Picture it this way… your business growth is shackled to your own development. Brokers who get this, who dive into continuous learning and accept there's always room for improvement, become the gritty, adaptable leaders that rise to the top. In this week’s episode of the Mortgage Broker Acceleration podcast, James Veigli and Ash Playsted dive into the case study of “Billy Bob” whose goal was to...

Standing out as a broker can be a challenge. Knowing how to set yourself apart from everyone else talking about the same rates and lenders is crucial. We've cracked the code on a game-changing process that transforms how brokers win trust and seal the deal. In this latest episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted spill the beans on how brokers can shine as experts and build relationships that keep clients coming back for more. Discover the strategic approach...