In this discussion, Bruce Harnell, a former decathlete and experienced mortgage broker recounts his experiences in sports, having a long-lasting relationship, and journey as a mortgage broker. Bruce, who identifies as an introvert, shares his high school days as a jock and how he moved from sports into the banking industry. He talks candidly about how his wife has played a significant role in his life, helping him navigate through his introverted nature in a sales-driven role. He discusses how he's managed to balance affecting sales targets with meaningful client relations. During the interview, Bruce also explains the dynamics of the mortgage industry, including how banks determine loans and interest rates. He finally reflects on how his introverted nature, coupled with empathetic business approach, impacts his interaction with clients and business operations. Guests Details: https://adviser.loanmarket.co.nz/bruce-harnell Chapters 00:00 Introduction 00:00 School Days and Early Sports Involvement 00:32 Maintaining Fitness and Health in Adulthood 00:59 Reflections on Aging and Exercise 02:42 Journey into Athletics and Decathlon 05:33 Transition into Sales and Overcoming Introversion 07:09 Navigating the Challenges of Sales 09:17 Personal Growth and Relationship Building 12:11 Balancing Family, Work, and Personal Identity 18:41 The Role of Faith and Respect in Long-term Relationships 23:01 Defining Success and Prioritizing Family 24:35 Overcoming Challenges in the Financial Market 25:12 The Journey of Starting a Business 25:41 Leveraging Contacts and Building a Business 26:04 The Role of Family in Business Success 26:38 Dealing with Rejection and Building a Client Base 27:50 The Importance of Insurance in Financial Planning 28:11 The Impact of Health Issues on Financial Stability 28:33 The Role of Insurance in Risk Management 30:02 The Reality of Financial Struggles and the Importance of Planning 30:23 The Challenges and Rewards of Being a Mortgage Broker 32:51 Understanding the Impact of Interest Rates on Mortgages 34:24 The Role of Insurance in Mortgage Brokering 35:58 The Future of Mortgage Brokering 39:01 The Impact of Economic Changes on Mortgages 39:46 The Importance of Client Expectation Management in Mortgage Brokering 43:17 The Impact of Economic Changes on Mortgage Rates 44:02 The Challenges of Regulatory Compliance in Mortgage Brokering 45:56 The Challenges and Rewards of Being a Mortgage Broker 48:53 The Role of Technology in the Mortgage Industry 49:30 The Future of Mortgage Brokering 58:39 Concluding Thoughts