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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Recruiting Mortgage Brokers with Tim Barnard
02/19/2025
Recruiting Mortgage Brokers with Tim Barnard
When it comes to recruiting mortgage brokers to help you build your firm, Tim Barnard has his finger on the pulse. Whether you are looking to hire a salaried or contract broker, there are a number of considerations to ensure you select the right talent and provide them with the tools and means to set them up for success so they produce win-win outcomes that are good for them, you, your business reputation and clients alike. With more than 20 years of recruiting experience under his belt, Tim established Blue Wave Talent to help brokers with the sometimes laborious task of sifting through resumes, conducting interviews and hoping the person they hire will fit the bill. Topics that are covered in this interview with Tim include: What the typical steps in the recruitment process look like Salary range a broker practice owner can expect to pay for top talent Technology that Tim uses to makes it easier for a hiring manager to rule prospective candidates in or out What younger candidates are looking for from employers other than remuneration Trends and preferences for how to structure a role As you can appreciate, when it comes to recruiting mortgage brokers to support your objectives around scale, customer experience and to help take some of the workload off your plate, there is not one size fits all. While there might be some guidelines to consider, it is important to structure the role in way that enables both parties to derive ongoing benefit and value. When you do this well, you can earn long-term loyalty and performance from your staff, which of course is good for all concerned. Should you wish to reach out and further the conversation with Tim, he can be reached on 0420 987 276 or
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Client Acquisition and Retention Tools with Roxi Becker
02/11/2025
Client Acquisition and Retention Tools with Roxi Becker
With a passion for data and property, it’s no surprise that Roxi Becker is now supporting the 3rd party channel in her role at CoreLogic. In this interview, Roxi provides a brief time of her career and what brought her to Australia and current gig. From there, we discuss key tools that brokers can use to help them with their client acquisition, retention and service delivery efforts. Most brokers would be familiar with CoreLogic, and many would have pigeonholed them into the behemoth that does the lender valuations. And though they do this well, as Roxi explains, other tools brokers can use include: Digital Property Reports to provide further support and guidance to consumers who are looking to buy Marketing Contacts, if you wanted to pull a prospect list and initiate contact with them Tenure Search - to identify properties in any given area that have a higher likelihood of being listed for sale And the ‘Watch List’, where a broker can upload a .csv file of their loan book so that if a client ever listed that property for sale, the broker will receive a notification to reach out and initiate a conversation to mitigate the risk of potentially losing that client. If you want to find out more about the CoreLogic suite a products, . If you’d like to reach out directly to Roxi,
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Steve Palise: The Buyer’s Agent for Commercial Property Investors
02/04/2025
Steve Palise: The Buyer’s Agent for Commercial Property Investors
As a well known authority and buyer’s agent for commercial property investors, Steve Palise has also purchased more than 1,000 residential properties for his property investing clients. This of course makes him well positioned to share his knowledge and experience and pay it forward to brokers and consumers alike. With a professional background in engineering, Steve was an active property investor and eventually made the transition to being a buyer’s agent because he identified a skill and opportunity to help others while also supporting his chosen lifestyle. In our interview, we cover a number of topics including the benefits and pitfalls of commercial property investing, things to consider when buying commercial property, and how mortgage brokers can collaborate with a buyers agent to create more value for clients. Steve mentioned the free course he currently has on commercial property investing, which is available from his website using the code: freecourse You will also be able to find more of Steve’s tools and resources on his website:
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How to Build a Sustainable and Successful Broking Firm with Blake Buchanan
01/28/2025
How to Build a Sustainable and Successful Broking Firm with Blake Buchanan
There's no question Blake Buchanan would be one of the most trusted and respected leaders in the mortgage and finance industry. Having started in the industry over 20 years ago as a broker and subsequently moving into distribution and aggregation, he has accumulated significant knowledge and wisdom, which he imparts in this interview. Some of our discussion points with Blake include: That being a successful broker isn’t necessarily just about writing more volume or growing, and it can definitely be about achieving and enjoying quality of life, not just quality of income Insights on the strategy sessions he runs with brokers – where he asks brokers about the # of active clients in their book, knowing their trail income and understanding their P&L and how often it is reviewed against their goals and target The $4 billion dollar curse and how the principle applies to firms of all sizes The systems, support frameworks and value proposition for a broker’s firm to operate a sustainable, profitable and effective firm The capacity thresholds brokers should know so they can forward plan for growth And more….
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Leading a $100M per month firm with Otto Dargan
10/03/2024
Leading a $100M per month firm with Otto Dargan
As the founder of Home Loan Experts, Otto Dargan, or at the very least, the firm he built, would be no stranger to a lot of mortgage brokers. In today's conversation with Otto, he elaborates on how he has developed his own leadership skills and he shares some mistakes insights and perspectives that have enabled him to grow personally and professionally and contribute towards the culture and environment that is enabled Home Loan Experts to be one of the more revered broking firms in the country. From sharing his perspective around hiring motivated people, to recognising and playing to his strengths, to putting himself and his team into testing situations and establishing a shared vision, Otto talks through a number of components that have contributed to organisation success such that he was able to appoint a CEO and step out of the day-to-day operations and focus on other goals and objectives. If you're interested in having your team members elevate their contribution and potentially create the opportunity for you to write less loans or step back from the tools altogether, I hope you enjoy this episode and it provides you with some specific actions you can take and apply in your own breaking practice.
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The no BS approach to building a firm
07/02/2024
The no BS approach to building a firm
With a penchant for speaking the truth, there’s a reason Jamie Holroyd has built a trusted reputation as an advisor and confidant to his clients. This would have to be the most candid interview I have done in terms of a guest speaking freely about the constraints or challenges that impede their ability to deliver the service, results and experience that clients have come to expect from the 3rd party channel. As a broker, when you listen to this interview, I have no doubt you will resonate with Jamie’s concerns and frustrations. It is important to recognise and appreciate the depth of experience Jamie brings to this interview courtesy of an expedited career in banking where he assumed significant responsibilities at a young age before choosing to back himself in and pursue his own endeavour. When you hear Jamie speak, you won’t be surprised as to why his firm is both successful and sought out by a variety of clients who seek guidance for business strategy, debt structuring and growth decisions. I hope you enjoy this interview as much as I did having Jamie Holroyd as a guest. If you would like to reach out to Jamie, the best place to start would by .
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From Lender to Leader: Andrew Stevens' Journey in Brokerage
05/30/2024
From Lender to Leader: Andrew Stevens' Journey in Brokerage
Unlike most of our guests, Andrew Stevens is a well known and respected supplier to the industry rather than a broker from within the industry. Andrew has established Online Broker Think Tank, which is both a broker-specific Facebook group as well as a brand that’s become synonymous with providing value and insights to brokers. By way of prior experience, Andrew did write loans many years ago, and moreover has a wide range of life experiences that hold him in great stead to provide guidance, support and assistance to other brokers who are looking to run a more profitable, rewarding, and impactful broking practice. In our conversation we discuss some of the beliefs, behaviours and qualities that are more regularly exhibited by higher performing brokers and provide some strategic and tactical insights for you to take and apply in your breaking practice. Originally, this podcast was recorded on zoom as a live interview with several dozen guests in attendance, and for that reason, the structure sounds a little different to what you’re accustomed. All the same, I hope you find it either insightful, educational or inspiring.
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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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