In the Game to Win

With over 10,000 mortgage brokers in Australia, you have a lot of competition.  How do you grow your business to success?  What are the keys to making the sales, to writing large loans, and soaring to ever-greater heights in the industry?

Here are a few important personal assets that will hold you in good stead:

• Great organizational skills
• An eye for detail
• A lot of self-discipline
• The ability to prioritize
• The desire to go out and look for business instead of waiting for it to come to you
• Solid marketing knowledge and strategies

These are all crucial for the brokerage industry, just as they are important in any career.  However, they are not enough.  You can have all of these attributes working for you and still be sitting at the bottom of the brokerage pile.  In the brokerage industry, you are always dealing with people.  It isn’t about sitting in front of a computer screen and negotiating loans.  It is about meeting with real people, and getting to know them.  It is about connecting with people and working with them to help them realize their dreams.  It is about relationships.  Relationships with lenders, relationships with referrers, and relationships with clients.

You don’t want to have good relationships; you want to have great relationships.  So, what does it take to have a great relationship with someone?  You must have strong communication skills and you must be able to empathize with people.  Most of all, you must be honest.  You need to respect the people you are working with.  If you are in the business to make fast commissions and smooth over the details of a loan, you will not have satisfied clients and that means you won’t get referrals.  If you meticulously ensure that your clients know up front what all the fees are when they sign up for a loan so they will not have any surprises along the way, you will gain the loyalty of these clients.

These happy clients become referral sources for you and they can lead you to a lot of business.  If you have a strong relationship with these referral sources and the lenders you do business with, you will be a force to be reckoned with in the mortgage brokerage industry, and you most certainly will be able to hold your own.