Mortgage Broker Acceleration Broker Ideas Group

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!

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 personally wrote over 1,000 loans, without sharing any commission, from just a small key group of referral partners.

Part 2

How Ash built referral partnerships on a national scale, from the ground up, including the pros and cons of chasing the “big fish”.
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!