The Successful Adviser by James McCracken
The Successful Adviser is a podcast created for the mortgage and finance professionals who wants to become the preeminent advisor to their clients. James McCracken interviews some of the most successful advisors, influencers and suppliers in the mortgage and finance industry to share expert insights and real-life stories so you can achieve your goals and enjoy more success in your business.
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From corporate banking to a commercial broking with Charles Zerafa
11/06/2023
From corporate banking to a commercial broking with Charles Zerafa
When you’ve assessed and approved over a billion dollars in lending within the banks, it is more than just a good apprenticeship to set you up for a life in broking, it’s the foundations to a rewarding career. In this interview with Charles Zerafa, he takes up through a career assessing commercial transactions before making the switch to broking and becoming the trusted advisor to a portfolio of high quality clients who lean on his expertise to help them fund their and facilitate their business growth objectives. Charles outlines how the benefits of being a broker enable him to offer a level of depth and value to his clients in terms of how he could represent and facilitate their funding needs. And, like many a good broker, he talks about how his service has earned him introduction to the personal networks of clients that never availed themselves whilst he was in commercial banking. If you would like to connect or chat with Charles, a great place to start would be .
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Lessons From a Trusted Property & Finance Professional
09/14/2023
Lessons From a Trusted Property & Finance Professional
It’s seldom you come across a person who has started a movement, though that’s exactly what Philip Robison has done. As the the founder of Saving Brothers and a property professional, Philip is driven by the desire to impact people for the better. Not just in their hip pocket, but equally if not more so to look after one’s health and wellbeing - and with the scars and war stories he’s gathered, Philip is empathetic, compassionate and insightful. In our interview, we talk about the highs and lows of his journey, his love for regional property and how people can live their best life. If you’d like to reach Philip, send him at email to
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Mandy Love Shares How She Is Helping To Solve A Key Broker Problem
04/13/2023
Mandy Love Shares How She Is Helping To Solve A Key Broker Problem
As we all know, time is arguably the most precious commodity for every mortgage broker. In this podcast with gun loan administrator turned business owner, Mandy Love, we look at the importance of having the right people in the right seats to help deliver an efficient, referable and repeatable service to grow a broking practice. Having personally seen Mandy make a significant contribution to the growth of one of our broking clients, she is all too familiar with how to help brokers ensure their focus is on income producing activities that contribute to their financial and quality of life goals and getting everything else off their plate. It's with this mantra in mind Mandy mustered the courage to pursue her dream of opening a loan processing service so she can positively impact more brokers and see them grow their practice by delivering better and quicker client outcomes. Mandy discusses common challenges inherent with many brokers and how to address them to actually enjoy the success and prosperity they are working hard for. If you’d like to reach out to Mandy, visit Mandy’s or go to: Website: landmarkloansupport.com.au Email:
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Growing to $100M+ through systems, structure and staff
03/14/2023
Growing to $100M+ through systems, structure and staff
From police officer to high performing mortgage broker mortgage, Travis Carruthers is on a mission to impact more brokers, consumers and staff for the better. Most brokers who settle in excess of $100M per annum are usually looking to grow either their back end to pump through more volumes, or build out the broking team so they can grow with and through others. For Travis, it’s a combination of both, in addition to running a sub aggregation group and providing a consulting service where he implements a version of his own processes into other broking practices. With a passion for seeing people do better, Travis aims to provide exemplary client service standards and cultivate a team in culture where his staff are expected to come up with ideas and innovations that contribute towards the ongoing growth and optimization of the business. Arguably not an easy thing to do, which is perhaps the exact reason why Travis is doing it because as he says he gets bored staying in his comfort zone and wants to be comfortable with remaining uncomfortable. If you’d like to connect with Travis, you can reach him: · Via · , his mortgage broking service, or; · , his consultancy service for brokers
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The Key to Retaining More Clients on Your Book (And Building A Prosperous Mortgage Broking Practice)
11/07/2022
The Key to Retaining More Clients on Your Book (And Building A Prosperous Mortgage Broking Practice)
To do more deals, you need to have more clients in your practice. Improving client retention is the easiest and most cost-efficient way to make this happen. Many brokers spend a lot of energy and money on new client acquisition. The idea behind this mentality is simple: You can grow your mortgage broking practice faster if you have more clients. However, some brokers deprioritise how to retain their current clients. Why? Partly because ‘new money’ is more appealing than existing money. A new client expects a quick response. An existing client might patiently wait for weeks or longer for the broker to come back to them. It’s not ideal, but sometimes, when you’ve got conflicting priorities and limited resources, you’ve got to pick your battles, right? Equally, if you believe your book will experience run-off, there’s a constant focus on replenishing what’s being lost at the other end. This mentality can get exhausting and limit your practice’s growth. Having a clearly defined client-retention strategy can minimise run-off and support your goal of growing your book & your trail income. So, it pays to take a closer look at your churn rate and figure out how to reduce it. To find ways to get this done, I had a chat with Adam Grocke. Adam is the CEO of Sherlok, an online platform that helps businesses retain more clients. And in this article, I’ll share with you the insights he has when it comes to retaining more clients. Let’s kick things off by addressing the elephant in the room. Why Do Mortgage Brokers Lose Clients? Several years ago, Adam discovered that the larger his book became, the loans that had been on his book longer had a higher propensity to churn. He investigated the matter and he found two major reasons why this was happening. Based on his personal experience, client care programs such as birthday cards, anniversary messages, etc, were no longer effective in retaining clients. They weren’t as potent as they used to be. And the primary catalyst for churn was that after several years, some clients become dissatisfied with a lack of ongoing service and felt they could get a better rate but wouldn’t necessarily return to the same broker. As they say, out of sight, out of mind.So, they start researching their options, invariably ask a friend or family member for a recommendation to a broker, and once they refinance, the loan drops off the original broker’s book. And just like that, they’re gone. Retain Clients With Structure & Strategy For Adam, client retention starts with being proactive. This means retaining and growing your book (and asset value) by having a plan. For full disclosure, Adam is the founder of Sherlok, which is a broker-specific software solution designed to help brokers proactively support clients in terms of repricing and retention. I recently interviewed Adam as a guest on our podcast, which you can check out In the meantime, I’m going go to suggest some structural and strategic actions you can take to support your clients ongoing. The benefit being that instead of being reactive, constantly putting out fires or doing ‘unplanned maintenance’, the idea being that you have a more collaborative & predictable relationship with clients ongoing. Think forward: When delivering your advice or loan recommendations, let the client know that a function of the service is the ongoing access to you and your support Book the task. If you’ve put them on a fixed rate, set a task 90 days before expiry to reach out to them. Most CRM’s will have the feature available Reprice. Some brokers will proactively reprice their clients and offer the good news after they’ve delivered the result. If you plan to do this, tools like Sherlok are fit for purpose Reach out. Despite opinions to the contrary, most people welcome a proactive call designed to look after their wellbeing. Not all calls will result in a refinance, and occasionally, might result in ‘running some numbers’, though compared to losing the client off the book, arguably, it;s a worthwhile component of delivering value that reminds them of why they choose to re-engage your help. As your book matures, invariably, the role of repricing and even reaching out may be delegated to a client service manager or a firm with specialist phone skills. We know that over the next 3 years, $500 billion worth of home loans will be expiring from the ultra-low fixed rates - which presents both a risk and an opportunity. The more structure you introduce into your service deliver - from the initial consultation to the ongoing relationship, the easier it will be for clients to return to you, to remark about your service and invariable, earn more referrals. It’s Time to Stop Losing Clients Virtually all brokers invest effort into attracting new clients into their practice. That’s because getting new clients brings an upfront and grows the trail. When combined with a clear, purposeful and effective retention strategy, you will invariably see your book grow and increase your asset value in the process.
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The Most Important Podcast I’ve Ever Done
06/17/2022
The Most Important Podcast I’ve Ever Done
Having interviewed over 160 podcast guests and had extraordinary conversations with many incredible people, it’s a big call to say this is the most important podcast I’ve done, particularly since it has nothing to do with broking. It does however have everything to do with how and why we perform and function in the world the way we do through our unconscious biases. It was spurred on by some friends of mine, females, who have had vastly different experiences of people whom I’d refer to as ‘good blokes’. And knowing my friends were having these experiences, the more important I felt it was to unveil why we, like people, have unconscious biases that influence our behaviours, decisions and actions. On occasions, these biases contribute to our growth and well-being, and at times, can dimmish our capacity to be the best version of ourselves. To help piece things together and provide some perspective around this, I asked a friend of mine and one of Australia’s leading authorities on unconscious bias, Wendy Lundgaard to share her knowledge and insights. I’ll be the first to raise my hand and there’s still a long way journey ahead of me in terms of building more awareness around my biases, and I hope this conversation provides you with further insights to assist you in your professional and personal well-being.
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Why Keith Caine bought a billion dollar loan book
06/02/2022
Why Keith Caine bought a billion dollar loan book
Operating a broking practice can be challenging, especially if you’re just starting out. It’s even more so if you used to work as an employee in one. Transitioning from employee to owner can be tricky… but not impossible. Keith Caine joins me for this episode of The Successful Adviser. He moved from England after the 2008 recession to build a life in Australia. He joined Mortgage Choice and worked his way up. But today, he runs the firm. Keith shares his story of how he started from scratch and went on to become one of the top brokers in Australia. It’s an inspiring journey with lots of insights for all mortgage brokers. The key questions: How can mortgage broking business owners deal with imposter syndrome? (16:00) How can you transition from employee to owner of a mortgage broking business? (18:31) What is the highest form of leadership? (22:52) How can you engage better with staff and create a high-performing work environment? (25:30) What you’ll discover: The inspiring story of how Keith kick-started his mortgage broking career in Australia (4:19) The primary motivation of most employees (12:07) The mentality Keith used to smoothen his transition from being someone’s colleague to being their boss (14:06) The objectives Keith focused on that sustained the growth of his mortgage broking business(20:40)
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How Marissa Schulze Built A Team of 30+ staff
04/01/2022
How Marissa Schulze Built A Team of 30+ staff
The sole operator mentality can only take mortgage brokers so far. At some point, brokers will need to delegate key responsibilities to their team members. This will allow them to focus on the strategic and operational decisions and actions that keep their broking practices moving forward. Marissa Schulze, the director of Rise High Financial Solutions, joins me for this episode of The Successful Adviser. She and I discuss common growing pains and how she grew from a practice of one to a thriving practice of more than 30 team members. Tune in to discover how to maintain a cohesive working culture and how to maintain a great client experience as your practice expands. The Key Questions: Why do many mortgage brokers hesitate to hire more staff? (9:17) How do you know when you should hire an additional team member? (11:13) How do you maintain a great company culture while growing your team? (20:30) How can you maintain a great client experience after leaving the trenches? (26:03) What You’ll Discover: How Marissa achieves work-life balance as a mother of two (7:29) Hiring employees vs. subcontractors (12:51) Marissa’s approach to team-building exercises and events (23:04) The importance of trust in broker-client relationships (29:23)
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The Big Shift in the Mortgage Broking Industry (And How Brokers Are Emulating Financial Advisors)
03/18/2022
The Big Shift in the Mortgage Broking Industry (And How Brokers Are Emulating Financial Advisors)
There’s been a subtle paradigm shift in the mortgage broking industry in recent years. More and more brokers are embracing the idea of being a broker AND a business owner. It’s no longer about being a one-man-band. Instead, it’s all about structure and substance – building a team and growing a business. Anthony Landahl of Equilibria Finance sat down with me for this episode of The Successful Adviser. We discussed how brokers can best equip themselves and their businesses for this ongoing transition. Brand-building, hiring, systemising… There are many practical insights for the industry leaders of tomorrow. The Key Questions: Why is it crucial to define your business’ value proposition? (7:52) How can you think of your business as an asset? (14:32) What is the key to growing a mortgage broking business? (19:23) What’s the best way to incorporate automation tools? (21:18) What You’ll Discover: How Anthony capitalised on his business management background as a broker (2:17) The roadblocks Anthony faced in getting his mortgage broking business off the ground (6:37) The ongoing paradigm shift within the mortgage broking industry (15:53) How Equilibria Finance’s systems and processes evolved over time (18:11)
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Earning 90% Commission as an Independent Broker vs. Earning 40% as an Employed Broker
03/04/2022
Earning 90% Commission as an Independent Broker vs. Earning 40% as an Employed Broker
Should you earn 90% commission as an independent broker or base salary + 40% as a PAYG broker? The numbers might suggest that the answer is obvious. However, just like loans, there are different scenarios and different wants and needs that might influence what is the right structure for each person. Being an employed broker can be a fantastic opportunity to build a long-term career, build confidence, and be well paid by doing the technical aspects of the role that most brokers seem to enjoy. Craig Vaughan, the co-founder of BrokerEngine, joins me for this episode of The Successful Adviser. We discuss nuances of the skills that brokers need to succeed and we explore how to find the right balance between personal aspiration and professional capacity. The Key Questions: Should you try to convert friends and family into clients? (9:02) How do you identify your niche? (9:54) How can brokers prioritise effectively? (20:43) How do brokers find the right balance between being a broker and a business owner? (25:02) What You’ll Discover: The cost-benefit analysis of being an employed broker vs. an independent broker (7:27) How Craig got into software development for mortgage brokers (12:18) The challenges Craig faced in hiring and managing other brokers (23:37) Craig’s two software recommendations for brokers (26:54)
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The Uncommon Mindset That High-Performing Brokers Adopt
02/04/2022
The Uncommon Mindset That High-Performing Brokers Adopt
When it comes to the attributes of successful brokers, often, it can be easy to focus solely on those most visible, like great process, capable staff, high-quality client base, etc. A less obvious, yet powerful aspect that influences consistent and ongoing success is how we see the opportunities around us. Is there an abundance, or are they scarce? Over the years, I have noticed some brokers develop a scarcity mindset. Perhaps this is influenced by the number of brokers and seeing them as competition, and it might also be influenced by recent challenges. Whatever the reasons, it is not a sustainable way to operate as a mortgage broking business owner. In this episode of The Successful Adviser, I sit down with Michael Arbon of Keylend. We discuss what we can all learn from the most high-performing brokers out there. Tune in to learn about various critical mindset shifts and practical strategies. These insights will help you create a more productive, efficient, and rewarding mortgage broking business. The Key Questions: Should brokers discuss interest rates with clients right away? (5:54) How should brokers say no to potential clients who don’t fit the criteria? (14:42) How can a broker take over a retiring broker’s clients? (20:32) What’s the difference in mindset between average and high-performing brokers? (27:26) What You’ll Discover: The similarities between being a mortgage broker, a banker, and a fitness coach (4:31) Two ways to consolidate relationships with your clients (8:26) How to add a personal touch to your communication with clients (10:03) Michael’s formative learning experience (24:53)
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How Successful Brokers Communicate with Clients (It Results in Conversions)
01/28/2022
How Successful Brokers Communicate with Clients (It Results in Conversions)
There are many nice, polite, pleasant, and well-meaning brokers out there. But sometimes their communication style often doesn’t result in the number of conversions, income or lifestyle they want to achieve. Instead, because of their generous nature, they can be weighed down by carrying other people’s stress and occasionally have clients or staff walk all over them, which causes them to work harder, but not necessarily have more to show for it. In this episode of The Successful Adviser, I sit down with Sofie Chapman, a veteran finance and mortgage broker based out of Adelaide. We discuss how brokers can reassess their communication strategies in high-stakes situations. After all, mastering the art of effective communication will help every broker seize the outcomes they’re after. The Key Questions: Do “nice brokers” achieve the results they want? (7:25) What’s the difference between communicating effectively vs. authentically? (9:35) How can brokers ensure that their communication is crystal-clear? (10:38) Does being stubborn in the right contexts pay off? (24:46) What You’ll Discover: The importance of projecting confidence (9:10) A tip on working with first-time buyers (11:35) A tip on communicating with clients when things aren’t smooth-sailing (26:35) Why having a continuous improvement strategy is so important (28:29) You can listen to this episode right here. To your continued success, James.
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How Kim Davie Has Built a Business From Her Passion
01/21/2022
How Kim Davie Has Built a Business From Her Passion
At age 20, when most young adults are figuring out what they want to do with life, Kim Davie became a property owner. With an avid interest in property investing, Kim turned her back on corporate in search of a more rewarding and flexible role, and naturally, broking became that profession. With an abundance of life and professional skills to support her vocation, 6 years on, Kim is relishing the decision. Like many respected brokers, her business is based on trust, relationships and service, which in and of itself, has been a catalyst for growth. Though, as is always the way, Kim has experienced learnings disguised as mistakes that have helped her become clearer on her business model and how to find the balance between work and life. Over the past year, Kim has introduced new tools, staff and structure to provide workflow efficiencies, save on travel time and enhance service levels. These days, not only is Kim nearing capacity and in search of her next team member, she has earned the trust of lender BDM’s who refer their own family for Kim to look after. If you would like to continue the conversation, you can reach Kim via .
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The Secret to Sustainable Progress in Your Mortgage Business
01/14/2022
The Secret to Sustainable Progress in Your Mortgage Business
When it comes to a broker’s subconscious or unconscious beliefs, the issue isn’t whether these beliefs are right or wrong. It’s their real-world impact that ultimately matters. Are those beliefs serving that broker’s personal and professional goals? Or are they getting in the way of their key objectives? In this episode of The Successful Adviser, I talk with Jane Slack-Smith, the founder of Your Property Success. And we discuss how brokers can identify and iron out the kinks in their belief system, build a more rewarding business and have a bigger impact on more people. Tune in to discover how brokers can work through their limiting beliefs and sustain new versions of themselves. The Key Questions: What can brokers take away from marketing research on consumer behaviour? (3:29) Is collaboration just as important as competition? (4:57) Can you get rid of your beliefs? (11:27) What can a mindset of abundance achieve for your business? (16:22) What You’ll Discover: The subconscious and unconscious factors that influence property-buying decisions (4:53) The differences between cynics, dreamers, gamblers, and achievers (8:13) The key to sustainable progress and continuous improvement (14:27) Why many people build their businesses with a negative vision (15:02) You can listen to this episode right here. To your continued success, James.
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How Julie Bishop Went from Banking to Broking
11/19/2021
How Julie Bishop Went from Banking to Broking
In this interview with Julie Bishop, I took a slightly different tact. Yes, Julie and I could have just talked about all the great things going on in her business, which she co-owns with two other brokers. But instead, we looked at some of the challenges and opportunities Julie has worked through to transition from a successful career in banking to establishing a highly referred broking business. Some of the discussion points included: When to pull the trigger on hiring staff Structuring and profit-sharing of a jointly owned business (in Julie’s case, with Aaron and Mike) Importance of vision and mission to the business and decision making The need to take time to work ‘on' the business, not just in it If you want to continue the conversation with Julie, you can or call her mobile, 0477 899 922.
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Belinda Caesar is Growing Her Business through Organic Referrals
09/09/2021
Belinda Caesar is Growing Her Business through Organic Referrals
Like practically all well-established brokers, it comes as no surprise that Belinda Caesar’s core marketing strategy is elevating her clients into raving fans so they can spread the good word. Having founded her business in Melbourne, Belinda has since moved to Cairns to enjoy a very different lifestyle, which was evidenced by the 90% local humidity on the day of our interview. Alas, I digress, as more impressive is Belinda’s intent to over-service her clients, through education, connections to her professional network and ongoing communication to ensure clients are supported as part of a comprehensive customer-journey support model introduced into her business. As always, we cover a few topics including how Belinda manages her time and the gifts that her clients give her to express their gratitude for the great work she does. Impressively, Belinda has a mindset of abundance around sharing her knowledge as well as being lifelong learning so she can continue to grow herself and in doing so, continue to grow her business. If you would like to connect with Belinda, , go to the contact page and drop her a note or send her an email.
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How and why Marco Meloni became one of the first brokers in Australia
05/07/2021
How and why Marco Meloni became one of the first brokers in Australia
Quite literally, one of Australia’s first ever brokers, over the past 30+ years Marco Meloni has seen it all. That said, it comes as little surprise that his secrets to success aren’t really secrets at all. Be responsive, give great advice, deliver results and care for your clients. These are just some of the insights Marco shared during our interview. Moreover, we also touch on how Marco, who is entering the twilight of his career can plan a gradual exit from his business in a way that makes it easier for their book to be taken over, clients to be looked after, and of course, appropriately remunerated on the asset and reputation he has built. As always, I hope this interview educates and inspires you to continue on your journey. And, if you would like to connect with Marco, he has generously offered his open-door policy for anyone in his neck of the woods (Leederville, WA), or you can ring the office on 08 9201 0999 and tee up a chat.
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How Bianca Patterson Plans to Retire by age 40, and What She Will Do Instead
04/23/2021
How Bianca Patterson Plans to Retire by age 40, and What She Will Do Instead
Bianca Patterson exhibits all the hallmarks you’d expect of a high performing broker. Strong conviction in her value proposition Willingness to invest in people and resources Places high value on her time Is clear on the people she wants to work with And it comes as no surprise that over the past 10 years, her brokerage has been growing based almost entirely on referrals from highly satisfied clients. Right now, Bianca has arrived at what most of us would define as ‘successful in business and is thinking about the next chapter of her business, her life. Specifically, with a great flow of lead, clients and revenue, Bianca is thinking about how to slowly replace herself so she can retire by age 40 and have her team take on even more of the day-to-day responsibilities. That doesn’t mean she’ll give it all up. Retirement is about giving herself choice and options as to how and where she spends her time. And why? So she can realise the next level of her own personal journey - and expand her impact on society. I think you will enjoy this episode immensely. If you want to connect with her, you can .
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How covid helped Jo Croft reduce office hours and grow her volumes
04/09/2021
How covid helped Jo Croft reduce office hours and grow her volumes
Based in northern New South Wales just shy of the Queensland border, when COVID hit last year and borders were closed, for 8 weeks Jo Croft was unable to drive to her Brisbane office to see staff and clients. They say necessity is the mother of invention, and Jo had to find a new way to keep the business running. And do it fast. Suffice to say, Jo found a new level of leadership and decision making that caused her to empower and support her staff to take more ownership over their roles and the outcomes being delivered to clients. Like many a broker, Jo has embraced technology to operate remotely, which has proved to be a game-changer. She is saving around 9 hours per week in commuting, which is time that can be spent on better servicing clients, operating the business and quality of life. Moreover, despite the challenges, Jo’s volumes have grown year on year, and there are no signs of slowing down. In this interview some of the topics we cover include: Leveraging technology to provides operational efficiencies and operate remotely Strategies for being a more effective business owner and manager for staff who are interstate How to do an effective succession plan for the business How to build a trusted local reputation in a ‘greenfields site’ And what Jo would do differently next time if she was to start all over again If you want to connect with Jo, you can reach her on her or .
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How Kirsty Best is Inspiring her Clients, Staff and Peers alike
03/26/2021
How Kirsty Best is Inspiring her Clients, Staff and Peers alike
Best by name, and by nature. Right now, Kirsty Best from Living Home Loans is seeing the business achieve personal best settlement volumes, as she and her husband Andrew take full advantage of the booming property market. Currently writing $6M / month with a view to doing more, Kirsty brings her life skills and financial acumen to fore to deliver a highly referable lending experience. Moreover, Kirsty is part of a growing wave of women in finance who want to support, inspire and encourage other women to pursue a career and achieve what they’re worth. In this interview some of the topics we cover include: Niching strategies and who they say yes, no or maybe to Instilling confidence into your team to create loyalty and productivity Tools for automating and managing task and deal flow Having a productive and profitable husband-wife working relationship And encouraging the ongoing representation, participation and growth of women in finance If you want to connect with Kirsty, you can drop her or reach her on .
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How Jo Violeta is the Driving Force Behind an Award-Winning Brokerage
03/19/2021
How Jo Violeta is the Driving Force Behind an Award-Winning Brokerage
If you’ve ever had a husband, wife or significant other who has contributed to your business in a small or big way, you’ll love this episode with Jo Violeta. Jo is the marketing manager at Violeta Finance. By proxy of her husband Carl being the broker, Jo has focused on driving initiatives that have helped build Carl’s profile, the brand presence and make a significant impact on client acquisition. Moreover, Jo’s experience is inspiring insofar as she has, like many before her, learned on the fly and put on a marketing hat even though she readily admits it wasn’t her background prior. In this interview some of the topics we cover include: Key strategies that have worked for their brokerage and be extrapolated across most broking businesses How Jo accelerated her learning through short courses and investing in her own development A marketing mistake that is funny and easily avoidable How Jo and Carl have made their working relationship prosper while also protecting the sanctity of their ‘home life’ How Jo helped Carl go from the ‘secret’ that most people hadn’t heard of to a trusted professional who people sought out And, Jo also runs her own podcast called Dream Home Podcast. If you want to connect with her, you can or drop her a message on or .
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How Sarah Wells became the Financial Psychologist for Medicos
03/12/2021
How Sarah Wells became the Financial Psychologist for Medicos
Straight up, that headline is definitely correct, though it’s one of a few titles Sarah Wells uses to describe how she delivers service. With a large portion of her clientele being medical professionals, Sarah has become their trusted advisor to give them the clarity, advice and confidence to achieve their goals. Or, as Sarah calls them, to get the Unicorn or at the Zebra. Moreover, in the conversation with Sarah, topics we touch on include: How she frames up a consultation to put her clients completely at ease Fee for service and value-based-pricing Strategies to capitalise on a niche And the 2% rule around how to help a client expand what they think is possible for them to achieve If you would like to reach out and continue the conversation with Sarah, you can , call on on 0411 725 525, or . Run a More Efficient, Referable & Profitable Broking Business : so you can run a more efficient, referable and profitable broking business.
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How Rose de Rossi co-built a successful and respected sub-ag group
02/27/2021
How Rose de Rossi co-built a successful and respected sub-ag group
Many a broker has ventured into the 1-to-many business model, but they don’t all come out alive. In this interview, Rose de Rossi shares how, in collaboration with her business partner Tracey Lea Gilbert, they have built a successful sub-aggregation group that expands their impact and grows their bottom line. And they aren’t done just yet. As Rose candidly admits, they’re very much in a growth phase and looking to bring on more brokers on the west coast, and in the east. Moreover, in the conversation with Rose, topics we touch on include: Proactive means to manage communication and relationships with a business partner Standards of minimum performance and expectations their broker Strategies to optimising deal submission in the new BID environment Protecting and respecting your personal time so that you can enjoy the journey, not just the destination If you would like to reach out and continue the conversation with Rose, you can , call on on 0411 181 938, or . Run a More Efficient, Referable & Profitable Broking Business : so you can run a more efficient, referable and profitable broking business.
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How Caroline Jean- Baptiste Built a Successful Broking Business While Enjoying A Great Life
11/26/2020
How Caroline Jean- Baptiste Built a Successful Broking Business While Enjoying A Great Life
In this interview, Caroline Jean-Baptiste talks about what it takes to be an active and involved mother while also operating a successful mortgage broking business. Who says you can’t have both! Having previously worked in the cruise liner industry, Caroline talks about how she made the transition into broking, and then into operating a successful broking business. With a legion of fans who advocate for her service, Caroline earns plenty of referrals, which is coupled with a host of marketing activities that have built her reputation as a legitimate expert in finance. This includes using LinkedIn to generate new enquiries - a strategy Caroline has been using with a high degree of success. In our interview, Caroline also touches on tech tools, building a team, and strategies for streamlining the lodgement process. If you want to connect with Caroline, . Double Your Settlements: so you can double your settlement volumes with structure and consistency.
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How Peita Davies Has Built A Trusted Reputation and Award-Winning Broking Business
11/18/2020
How Peita Davies Has Built A Trusted Reputation and Award-Winning Broking Business
As a multi-award winning broker and perhaps one of the most respected brokers in the country, Peita Davies has seen a lot in her 17+ years in the industry. Transitioning from the dental industry, Peita shares how the core principles of great service have been the bedrock of building her business, reputation, and loyal customer base. With an entrepreneurial flare, Peita also talks about the various business models she has deployed over the years to grow the business while also having a team of great people whom she can lead, inspire and contribute to career success. If I was to describe Peita in a word, it’d be “integrity”. No pretension, easy to get along with, and incredibly straightforward. It’s no wonder the bulk of her business is repeat and referral. I hope you enjoy learning about Peita’s journey and taking away some insights you can apply to your business. And, if you want to reach out to Peita, . Double Your Settlements: so you can double your settlement volumes with structure and consistency.
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How Cory Bannister is Making a Difference to the Mortgage Broking Industry
10/15/2020
How Cory Bannister is Making a Difference to the Mortgage Broking Industry
Starting his career as an accountant with LaTrobe Financial in rural Victoria, 20 years on, he is still working for LaTrobe, though his knowledge, skills, and experience have grown significantly over that time. These days, as Chief Lending Officer, the focus for Cory and his team is weighted heavily toward contributing to the success of their customers, you, the mortgage broker. Interestingly, in line with Cory’s progress, LaTrobe too has extended its service offering from a ‘specialist’ lender to a suite of options to accommodate the various scenarios and clients whom they help. With a mantra of “make a difference” and “others before self”, LaTrobe’s business values and culture are reinforced monthly by celebrating and recognising team members who live and breathe these values to deliver service and outcomes for brokers and their clients. Cory also shares some sage and generational advice that he learned from his grandfather and father, which was “do more than you’ve been asked to do and don’t ask anything more for that”. He also shared this nugget from CEO Greg O’Neill of “doing things right and small things matter.” If you want to connect with Cory you can reach him via .
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How Jeremy Harper Narrowed his Target Market to Write More Deals
10/08/2020
How Jeremy Harper Narrowed his Target Market to Write More Deals
Jeremy Harper’s journey in mortgage broking isn’t your typical one. Having established his business in Melbourne, Jeremy packed it up and took it to New York where he and his wife lived and worked for two years. While operating in the Big Apple, through a combination of opportunity and strategic insight Jeremy chose to niche down and build his knowledge and reputation for providing specialist lending solutions for ex-pats. Now back in Australia and operating out of Sydney, the bulk of the loans that Jeremy writes are for professional ex-pats who want a person they can trust to make the deal work. Combined with his degree and a previous career in accounting, Jeremy gives his clients a professional advisory service which earns him referrals and repeats business. In this interview, you will hear Jeremy talk about some of the decisions he made that have contributed to the continued and ongoing growth of his business. If you want to connect with Jeremy, you can .
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How Richard Bootle Built the Largest Conveyancing Firm in Australia
10/01/2020
How Richard Bootle Built the Largest Conveyancing Firm in Australia
The journey of Richard Bootle has certainly been an interesting one. Born in rural New South Wales, Richard went onto boarding school and university in Sydney before a stint at a large corporate law firm. It was during his time at the large law firm that Richard answered the calling to return to his family roots and operate a local law firm. But, what to do when there’s already a law firm already established in your local town? Buy them out. And it was with this acquisition strategy that LawLab has become the nation’s largest conveyancing firm. As Richard readily admits though, it’s one thing to buy a company’s client list or infrastructure. It’s quite another to ‘buy the people’, which is why integrating one business culture into another is not as simple as it might sound. In this interview, Richard also discusses how their business has invested heavily in building innovative technology that enables them to scale up the service offering without a substantial increase in operating overheads or impact on service levels. If you’ve thought about buying a book, partnering with others, or considering strategies to growing your broking business, I think you’ll find this interview inspiring and insightful. Double Your Settlements: so you can double your settlement volumes with structure and consistency.
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How Aaron Milburn is Championing The Broker Cause
09/23/2020
How Aaron Milburn is Championing The Broker Cause
As a long-time champion of the 3rd party channel, Aaron Milburn talks about his career, his love of helping brokers succeed, and his mission of educating consumers on their options so they never have to feel like there isn’t hope to solve their financial challenges. Having worked in a number of 3rd party roles including state manager @ Bank West, Citi, and St George, Aaron has found his home at Pepper. Knowing the value brokers bring to each client, Aaron continues to advocate for how brokers can make a profound and lasting difference at a time when clients might be at their most vulnerable and needing hope, guidance, and a solution to help them move forward. Knowing the responsibilities of executive leadership can sometimes take a toll on people, Aaron clearly has a balanced approach to managing his day to day commitments while continuing to be an active father and husband. As Aaron says, “I don’t shout at the rain”, meaning he doesn’t invest energy into things he can’t control. He also likes to keep things simple and in perspective. It is with this attitude, that Pepper is providing a suite of lending options to accommodate ‘prime’ all way through to ‘specialist’ lending. With a pragmatic, yet passionate approach to serving the industry, I hope you enjoy Aaron’s journey and his advocacy for the broker channel. If you would like to continue the conversation with Aaron, you can reach him on 0438416882 or via .
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How Andrew Larcombe Is Shifting From High Performer To High Contributor
09/17/2020
How Andrew Larcombe Is Shifting From High Performer To High Contributor
After a 14-year career at Westpac, Andrew Larcombe decided to join the ranks of the broking industry, and 23+ years on, he has seen just about everything and achieved an extraordinary amount. When loans were easier to write, Andrew broke the company 3-months in a row, where he set a record of 84 loans in a single month. Legend has it that record still exists to this day. With a knack for teaching, Andrew’s broking business has evolved over the years to incorporate a structured mentoring program given his passion for helping new-to-industry brokers. Moreover, like many high achieving brokers, for years Andrew unconsciously associated ‘success’ with the number of submissions he wrote. That all changed though the moment he survived a new-death car accident. This challenge and the ensuing rehabilitation forced Andrew to reconsider how he operated his business and what his priorities were. That isn’t to suggest that his road to recovery has been easy, but it has given him the opportunity to redefine success as something that comes within and how we can make a more valuable contribution to his mentees. I hope you find this an inspiring and rewarding podcast, and if you would like to connect with Andrew, you can do so via his and . Double Your Settlements: so you can double your settlement volumes with structure and consistency.
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