How Successful Brokers Communicate with Clients (It Results in Conversions)

Explicit content warning

01/28/22 • 38 min

The Successful Adviser by James McCracken

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.

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.

Previous Episode

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 email.

Next Episode

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)