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The Broker Revolution
Introduction
The future of mortgage broking & why this course is so important (3:39)
Market positioning - the easiest way to make your business stand out from the crowd (6:03)
Short term profit does not generate long term value for anyone. (3:13)
Five things that successful brokers do? (4:54)
Sales: Fundementals - Part I
Why a sales "system" is so important (3:52)
The principals of influencing (5:19)
Sales: Fundamentals - Part II
The Trust Equation (4:07)
Speed trumps everything (4:47)
Sales: Fundamentals - Part III
How we make decisions (2:28)
As soon as you want everyone, you want no one! (4:42)
Sales: Qualification system: Part I
Three types of prospects (4:15)
PAM qualification system (4:30)
Sales: Qualification system: Part II
Sale process - From lead to meeting (7:56)
Sales: Meeting system
First 8 minutes (6:06)
Next 30 minutes (7:06)
Meeting wrap up (last 15 min) (5:59)
Sales: Post Meeting
Document credit advice, follow up and close (6:12)
Communication - powerful and effective communication techniques (7:55)
Questions for Stuart about the Sales process
Post your questions here
Marketing: Fundementals
All marketing activities must have two prerequisites to have any chance of being successful (6:52)
How to build trust in your marketing (3:53)
The marketing funnel (5:30)
Marketing: Lead generation system
How to build a successful system (4:24)
Where 80% of your new business will come from (2:51)
Marketing: A system to ensure you get all the referrals you deserve
Understanding referrals and what drives them (3:53)
Referability and how to increase it (3:21)
Your referral receipt system (3:09)
13 referral tactics (8:44)
Marketing: How to build a list of thousands of potential clients
Starting your own list (5:48)
How to build your list (5:48)
Using someone else's list (3:26)
Marketing: Building your profile (reputation) on social media
How to use LinkedIn (4:30)
How to use Facebook (2:24)
Twitter, Instagram, YouTube, etc. (2:24)
Marketing: Maximise your presence on Google
How to dominate on Google - four key tactics to impliment today (6:39)
Marketing: 5 free marketing tactics you must nail before spending any money
Your marketing system: 5 marketing tactics (4:06)
Marketing to tribes - the power of going niche
How to successfully market your broker businss to a profitable niche (6:26)
Marketing: What not to do - this lecture will save you thousands
I've wasted thousands on... learn from my mistakes & wrap up (15:01)
Questions for Stuart about the Marketing process
Post your questions here
Business process optimisation: Fundementals: Part I
What most brokers do wrong and how to avoid it (4:46)
What is a business process system? (3:22)
Different business process need different solutions (4:47)
Business process optimisation: Fundementals: Part II
Don't reinvent the wheel (3:04)
CRM basic and aggregator software (4:00)
Important exercise - assessing the health of your system (2:27)
Business process optimisation: Your team
How to build and manage your team (4:27)
Business process optimisation: Tools: Part I
Automate your workflow - map, templates and how to (2:20)
Checklists and templates galore (5:54)
Business process optimisation: Tools: Part II
What to measure so that you can manage (5:09)
Tech tools that will change your life (business) (5:05)
Post-lodgements management tips (3:51)
Questions for Stuart about Business Processes
Post your questions here
Becoming a trusted advisor: Fundamentals: Part I
Never complete on price (interest rates) again! (4:00)
The lay of the land and why the opportunity is yours to take (6:05)
Becoming a trusted advisor: Fundamentals: Part II
How to do it - you don't have to become the expert (4:35)
Becoming a trusted advisor: Property
Property: What is investment-grade, why you ignore income, buyers' agents and off-the-plan (11:03)
Becoming a trusted advisor: Super
What is best and why - SMSF and Industry Funds (6:00)
Becoming a trusted advisor: Shares
Passive versus active - how to win a losers game (2:42)
Becoming a trusted advisor: Insurance
Income protection, Life & TPD and Trauma (6:14)
Becoming a trusted advisor: investor life cycle
What steps your clients should take and when (1:32)
Forming strategic relationships - so you increase repeat business and client retention
In-house or refer? (3:07)
Buyers' agent (4:30)
Risk insurance (3:33)
Financial planners (2:59)
Accountants (3:01)
My challange for you... go and do important work
What to do next, pay it forward and my challange for you (2:56)
Questions for Stuart about the Trusted Advisor process
Post your questions here
Miscellaneous questions and webinar recordings
Post questions here
Sales and Market recap + Q&A (June 2018) (42:44)
All marketing activities must have two prerequisites to have any chance of being successful
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