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    The Importance of a Workflow and Dealflow System with guest Will Swayne

    en-usNovember 01, 2022
    What was the main topic of the podcast episode?
    Summarise the key points discussed in the episode?
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    About this Episode

    Back in the day, a broker could do a deal on the back of a fax and voila. These days with more compliance, quality control and deadlines from lenders and clients a broker needs more support and that support can come in the form of smart systems. Broker Engine is a workable tool for any broker. Here's more about Broker Engine: 


    • Broker Engine handles the entire life cycle of the client, the leadflow to dealflow to running reviews and client maintenance so that you retain more clients. 

    • All these systems help a broker to manage a successful client relationship over time and ensure that you are retaining more clients. 

    • If I was to sign up tomorrow to Broker Engine, how much time will it take to get it running? With Broker Engine we supply the workflows out of the box and have a customer success team to support our clients so we suggest it takes about three weeks to get it up and running, so not long at all. 

    • For Broker Engine, we see: The broker likes it, team likes it, the client likes it. 

    • It helps to document the processes and systems so that the things that typically gets missed from a workflow are put into a structure, allowing a team to become at least 20% more efficient. 

    • Broker’s who are business builders and building a team to scale, then Broker Engine can help you achieve a more powerful business flow. 

    • The whole workflow and the client engagement can be managed in a powerful way with Broker Engine. 


    Key Quotes


    “Leadflow is what gets you the appointments and what gets you the activity.” - Ruan 


    “After the loan settles, aftercare can be built into the system via email and sms, so it takes the headache away from brokers having to remember everything.” - Will 

    Thank You To Our Hosts: Ruan Burger and Marissa Schulze


    More From Marissa and her company, Rise High Financial Solutions:

    Marissa Schulze Linkedin

    Marissa Schulze Instagram

    Marissa Schulze Facebook

    Rise High Financial Solutions


    More From Ruan and his company, Success and Broker:

    Ruan Burger Linkedin

    Ruan Burger Instagram

    Ruan Burger Facebook

    Success and Broker

    Recent Episodes from LVR Podcast

    What Are The Pathways To Bring Commercial Lending Into Your Business?

    What Are The Pathways To Bring Commercial Lending Into Your Business?

    with Trent Carter from Provident Lending  Business Solutions

    Thank You To Our Hosts: Ruan Burger and Marissa Schulze


    More From Marissa and her company, Rise High Financial Solutions:

    Marissa Schulze Linkedin

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    Marissa Schulze Facebook

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    More From Ruan and his company, Success and Broker:

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    Ruan Burger Facebook

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    From Banker to Broker

    From Banker to Broker

    Welcome to another episode of the LVR Podcast, where we're excited to have Michael Payne from Pinnacle Brokers join us. Transitioning from banker to broker, Michael's journey is nothing short of inspirational. We delve into the motivations, challenges, and triumphs that Michael encountered on the path to becoming a self-employed broker. This episode is a must-listen for anyone interested in the intricacies of making a significant career change or who's just starting out and is itching for some tips!

    Key points:

    • Strategies for attracting leads and clients, and the crucial role of referral partnerships
    • How flexibility and innovative client engagement strategies contribute to success
    • Overcoming hurdles in attracting referral partners and clients through unique strategies
    • Michael's biggest learnings and some things he wish he knew before he started
    • Insights into Michael and Pinnacle Brokers' plans for growth

    Key quotes:

    "We make a commitment [to our referral partners] that we will either call them back or call their clients within 2 hours." - Michael

    "Lead flow is only the starting point. How we deliver, how we engage, is key and it really makes everything real." - Ruan

    "I think once you implement the boundaries for them [clients], they actually start respecting your time more as well." - Marissa

    "The main difference [in broking] is to have that flexibility, that you can build a team that works together to actually get the best outcome for clients." - Michael

    "And it is all education, we need to educate our clients as much as we educate the referral sources, as much as you educate your staff." - Marissa

    "One of the things just these last 12 months for you has been communication is key, making sure nothing is left to chance." - Ruan


    Thank You To Our Hosts: Ruan Burger and Marissa Schulze


    More From Marissa and her company, Rise High Financial Solutions:

    Marissa Schulze Linkedin

    Marissa Schulze Instagram

    Marissa Schulze Facebook

    Rise High Financial Solutions


    More From Ruan and his company, Success and Broker:

    Ruan Burger Linkedin

    Ruan Burger Instagram

    Ruan Burger Facebook

    Success and Broker

    How To Get Started Building Your Identity and Your Brand

    How To Get Started Building Your Identity and Your Brand

    In the ever-evolving landscape of the mortgage industry, establishing a strong professional identity and brand is paramount for mortgage brokers seeking to distinguish themselves from the competition. Sergio Stefano, a forward-thinking broker, has demonstrated the transformative power of social media in achieving this goal.

    By strategically leveraging platforms like Facebook, Instagram, and LinkedIn, Sergio has not only expanded his reach but also cultivated a community grounded in education and trust. His journey highlights the importance of a broker's ability to adapt and thrive in a digital-first world, making it a compelling case study for brokers across Australia.

    5 Key Points for Brokers to Build Their Identity:

    • Embrace Social Media: Utilise platforms where your audience spends their time to share valuable content and engage with potential clients.
    • Content Strategy: Focus on creating educational and relatable content that addresses the needs and challenges of your target audience.
    • Brand Consistency: Maintain a consistent brand voice and visual identity across all channels to build recognition and trust.
    • Engagement and Community Building: Actively engage with your audience to foster a sense of community and loyalty.
    • Analytics and Adaptation: Monitor the performance of your content and adapt your strategy based on insights and trends to ensure maximum impact.

    By integrating these key strategies, mortgage brokers can significantly enhance their professional identity, increase their visibility online, and attract more clients in today's competitive market.

    Quotes:

    Marissa Schulze
    On Consistency: "I think the key is to stick to something. They say that it's not going to give you a direct return and they might give up too quickly."
    On Followers: "In your experience, what have you found to be the most effective way to build followers on those platforms rather than just people engaging with your posts?"

    Sergio Stefano
    On Referrals: "The way we started everything, essentially one was just to ensure everyone knew about our services, what we could do, what we could offer, and obviously be able to reach as many people as possible."
    On Starting out: "It's like building your client database. You have to start from somewhere. It might take a year, might take two, might take three. But the more you can get your own brand, get your name out there, the easier everything you know flows through because you're building your own social group."

    Ruan Burger:
    On Branding: "At the end of the day, "I want to be part of this." is one of the things that I believe is very important in our industry as we are a client-facing business."
    On Impact of education: "I've been a bit of an advocate always saying you need to educate for leads; you can't ask for leads. And the reason for that is purely because education opens opportunities. "

    Thank You To Our Hosts: Ruan Burger and Marissa Schulze


    More From Marissa and her company, Rise High Financial Solutions:

    Marissa Schulze Linkedin

    Marissa Schulze Instagram

    Marissa Schulze Facebook

    Rise High Financial Solutions


    More From Ruan and his company, Success and Broker:

    Ruan Burger Linkedin

    Ruan Burger Instagram

    Ruan Burger Facebook

    Success and Broker

    Leadflow - Dealflow - Workflow

    Leadflow - Dealflow - Workflow

    This episode of the LVR Podcast delves into the crucial aspects of any successful mortgage broking business: Lead flow, Deal flow, and Work flow.

    Key insights:

    • The importance of streamlined workflow, dealflow, and leadflow for mortgage brokers.
    • How technology can automate tasks and improve efficiency.
    • The need for customisation to ensure systems reflect brand identity and client experience.
    • The ongoing role of human interaction and relationship building.
    • Tips for choosing and implementing the right technology solutions.
    • The importance of continuous learning and adaptation in the mortgage broking industry.
    • The game-changing potential of technology for client retention and growth.

    Our hosts Ruan Burger and Marissa Schulze unpack the importance of optimising these flows to ensure seamless client experiences, efficient operations, and ultimately, business growth. They discuss the benefits of technology in streamlining processes, while emphasising the human touch that remains essential for building lasting relationships with clients. Whether you're a seasoned broker or just starting out, this episode offers valuable insights and actionable tips to navigate the ever-evolving mortgage broking landscape.

    Quotes:

    "Your business is only as good as its flow. Get the lead, work the lead, and create a deal proposition that makes a client want to come back to you." - Ruan

    "There's just such great technology out there at the moment that can help you streamline the lead flow, the deal flow, the workflow, and not only streamline it in a way that makes life much easier, it makes the customer experience so much better." - Marissa

    "You have to look at - when building a system - at what will impact the (client) relationship, what will impact the growth of the experience." - Ruan

    "What these systems do as well from a compliance perspective, it makes your compliance a lot more rock solid because it means that everything is recorded." - Marissa

    Thank You To Our Hosts: Ruan Burger and Marissa Schulze


    More From Marissa and her company, Rise High Financial Solutions:

    Marissa Schulze Linkedin

    Marissa Schulze Instagram

    Marissa Schulze Facebook

    Rise High Financial Solutions


    More From Ruan and his company, Success and Broker:

    Ruan Burger Linkedin

    Ruan Burger Instagram

    Ruan Burger Facebook

    Success and Broker

    AI versus EI

    AI versus EI

    The rise of Artificial Intelligence (AI) has ushered in a new era in broking (and every other industry, let's be honest), transforming how we navigate and redefine our industry norms. While it's fascinating to witness the exponential growth AI can bring, we want to take a look at Emotional Intelligence (EI/EQ), and what every broker should be mindful of.

    Amidst this technological renaissance, if you will, Marissa and Ruan discuss the unwavering importance of EI/EQ. At Success & Broker, we've always held the belief that it's the human element that truly sets us apart. We understand that while AI streamlines processes, it's the emotional connections and human insights that forge lasting relationships and elevate client experiences.

    Join us on this insightful journey as we dissect the interplay between AI and EI/EQ in the realm of mortgage brokers and finance professionals. Through real-life examples and practical insights, Marissa and Ruan highlight how AI's automation complements our industry, empowering brokers to maximise efficiency while preserving the essence of personal connections.

    Key points:

    • Exploration of AI's role in mortgage broking, focusing on efficiency-boosting capabilities and time-saving potential
    • Emphasising the pivotal role of EI in the broker-client relationships
    • Insights on the delicate balance between leveraging AI for streamlining processes and ensuring personal, emotionally intelligent interactions with clients
    • Discussing the importance of understanding client needs and wants
    • Strategies for leveraging AI to free up time
    • Exploring how the integration of AI prompts an evolution in broking practices, reshaping workflows

    Key quotes:

    "We're trying to automate as much as we can behind the scenes so that our brokers and our even our admin team can spend as much customer facing time as possible." - Marissa

    "When you are looking to implement AI or automation into your business process or your customer journey, you need to weigh up how does the time that it's going to save my team going to impact the customer journey?" - Marissa

    "Because the reality of it is I'd rather have anyone at a barbecue talk about the way I make them feel versus what I've done for them. I guarantee you today that's what I will remember you for." - Ruan

    "I think that when people are doing big transactions, when they're buying properties or refinancing their loans, I believe that humans do need humans." - Marissa

    "The more people you see, the better broker you become." - Ruan

    "I think the great thing about AI and the technology advancements that we have experienced and are going to experience is that this is going to give us the tools to maybe take it from 20% client facing time to 80 to 90% client facing time over time." - Marissa

    Thank You To Our Hosts: Ruan Burger and Marissa Schulze


    More From Marissa and her company, Rise High Financial Solutions:

    Marissa Schulze Linkedin

    Marissa Schulze Instagram

    Marissa Schulze Facebook

    Rise High Financial Solutions


    More From Ruan and his company, Success and Broker:

    Ruan Burger Linkedin

    Ruan Burger Instagram

    Ruan Burger Facebook

    Success and Broker

    Benefitting from Quality Time Off out of your Business

    Benefitting from Quality Time Off out of your Business

    Are you juggling a busy career while trying to maintain a healthy work and family balance? We've all been there, and sometimes it feels like there's no time for a breather. In our latest episode of the LVR Podcast, our hosts, Ruan and Marissa, explore a crucial topic that's relevant to professionals at all stages of their journey: "Reward and Recognition" through quality time off.

    Marissa, co-host and experienced professional, shares her incredible three-month adventure with her family across Canada, the USA, Europe, and Africa. An inspiring journey, indeed, but more importantly, it was a lesson in the art of switching off.

    "It was a test," she says, "to ensure our business could thrive without us." For her and James, her partner, the trip was about stepping away, giving their minds a well-deserved break, and learning to trust their capable team. The result? A thriving business and an incredible experience of clarity and inspiration.

    One essential lesson from the episode is the importance of "quality over quantity." Whether you have a few days or a few weeks, taking time for yourself and your family, away from work-related distractions, is what truly recharges you.


    Key quotes:


    "We are very fortunate with our structure at Rise High that our brokers can take as much time off as they want without impacting their business or their clients because we've got an amazing support structure and process in place where things can still continue without them here and without them having to work whilst they're on holidays." - Marissa


    "Just taking stock that all the things that you do at work are the very things you shouldn't be doing If you go on holiday." - Ruan


    "If you do want to be in a position where you can have that flexibility to take that leave, you really have to be part of a team or build a team." - Marissa


    "You've got to find a system that allows you to take stock, take time out, reward yourself." - Ruan


    "So I think if you embrace the opportunity to step outside of the business, it is an opportunity to learn and evolve and will only make you stronger as a business owner and as a person." - Marissa


    "It's the little things that make us think, it's the little steps for the big wins in respect of quality over quantity." - Ruan


    "We started Rise High because we wanted to make a difference to our clients, but we also wanted to have a really great family life as well." - Marissa

    Thank You To Our Hosts: Ruan Burger and Marissa Schulze


    More From Marissa and her company, Rise High Financial Solutions:

    Marissa Schulze Linkedin

    Marissa Schulze Instagram

    Marissa Schulze Facebook

    Rise High Financial Solutions


    More From Ruan and his company, Success and Broker:

    Ruan Burger Linkedin

    Ruan Burger Instagram

    Ruan Burger Facebook

    Success and Broker

    What, When and Why should you be considering an Exit Strategy from your Business?

    What, When and Why should you be considering an Exit Strategy from your Business?

    Whether you're embarking on your journey as a mortgage broker or have an eye on your exit plan, this episode is a must-listen. We explore what exit strategies are, why they should be on your radar, and when it's the right time to start thinking about them.

    Join us as Marissa Schultze chats with Ruan Burger, a seasoned mortgage broker with a track record of successful business exits. He's here to share his insights on this critical aspect of your broker journey, from understanding the 'when' to considering the 'how.'

    Tune in to discover:

    • The importance of timing and strategy in your mortgage broker exit plan.
    • Insights from Ruan's personal experiences, exiting not one but two successful broker businesses.
    • Valuable tips to consider on your journey, whether you're just starting or you're well into it.

    Quotes:

    "Part of what we do with our clients is discuss exit strategy. We consciously keep them accountable to say: When does such a choice become a reality?" - Ruan

    "I like shifting that to just having choices, knowing that you may not want to sell, it might not be something that's at the front of your mind at this stage, but maybe it's just about having choices in your business." - Marissa

    "And from there I built the Family Plan vs Business Plan, because I came to realise what things should be non-negotiable for my family and what can I then build around it." - Ruan

    "It's just really understanding what it is you want, what are your strengths and weaknesses and what is it going to give you, or help you to achieve your goals and objectives long-term." - Marissa

    "Action dictates priority. As soon as I knew I wanted to sell, it was the actions that were more important to me than the priority of getting there." - Ruan


    Thank You To Our Hosts: Ruan Burger and Marissa Schulze


    More From Marissa and her company, Rise High Financial Solutions:

    Marissa Schulze Linkedin

    Marissa Schulze Instagram

    Marissa Schulze Facebook

    Rise High Financial Solutions


    More From Ruan and his company, Success and Broker:

    Ruan Burger Linkedin

    Ruan Burger Instagram

    Ruan Burger Facebook

    Success and Broker

    Going Social - What's going to give you the Biggest Bang for your Buck? with Guest Darrell Weekes

    Going Social - What's going to give you the Biggest Bang for your Buck? with Guest Darrell Weekes

    In this insightful episode of the LVR Podcast, we sit down with Darrell Weekes from Purple Thread Marketing to unravel the mysteries of the ever-evolving world of social media for mortgage brokers turned business owners. Our engaging conversation explores key strategies for success, and what really works and what doesn't in the realm of social media for brokers turned business owners

    Here are five key takeaways:

    • Social Media Simplified: Darrell emphasises that social media platforms are tools to deliver your message, not the message itself. Choosing the right platform is essential, and focusing on the message is paramount.
    • Leads, Not Likes: Likes and followers are nice, but what you really want are leads. Darrell explains the importance of turning engagement into tangible business outcomes.
    • Google Business Profile Power: The single most powerful social media tool for mortgage brokers is a Google business profile with five-star reviews. Learn how this can skyrocket your leads.
    • YouTube's Untapped Potential: Discover the immense power of YouTube as a platform for generating leads by providing valuable informational content that your audience is actively searching for.
    • Optimising for Success: Darrell shares tips on optimising your Google Business Profile and YouTube channel to maximise their effectiveness and boost your visibility.

    Tune in to this episode for a masterclass in navigating the social media landscape for mortgage brokers and discover how to stand out and thrive in the digital age.

    Key quotes:

    "Marketing and social media is something probably outside of the comfort zone of most of the people in this industry, but obviously there's a lot of talk around the fact that we need to be doing this to be successful." - Marissa

    "Us brokers are found more frequently on these platforms, then the chances are brokers tomorrow become the client's first choice." - Ruan

    "Remember, social media is a collective term for platforms that allow you to engage with an audience. That's all. Some of them have no application for you whatsoever." - Darrell

    "You've got to pick your tribe, maybe this one first, invest in it, go hard in it, build it. And then, if you want to do another, then go to the next, rather than trying to do them all at once." - Ruan

    "You've given us so much great insight into some things that we can ALL do." - Marissa

    "For local mortgage brokers, brand awareness comes through your own work and having people understand the value that you deliver." - Darrell

    Thank You To Our Hosts: Ruan Burger and Marissa Schulze


    More From Marissa and her company, Rise High Financial Solutions:

    Marissa Schulze Linkedin

    Marissa Schulze Instagram

    Marissa Schulze Facebook

    Rise High Financial Solutions


    More From Ruan and his company, Success and Broker:

    Ruan Burger Linkedin

    Ruan Burger Instagram

    Ruan Burger Facebook

    Success and Broker

    What's involved in Recruiting Graduates for my team using a Recruiting Company, and how much does it cost? with Guest Sam Longfield

    What's involved in Recruiting Graduates for my team using a Recruiting Company, and how much does it cost? with Guest Sam Longfield

    Welcome to another insightful episode of the LVR Podcast!  Hosts Marissa Schulze and Ruan Burger are joined by Samuel Longfield from Fuse Recruitment to explore the world of graduate recruitment within the mortgage broker industry.

    Discover how Fuse's innovative graduate program aims to bridge the gap between graduates and brokerages. Samuel delves into the strategic approach Fuse takes, including personalised candidate profiles and strategic partnerships, ensuring both graduates and employers are set up for success. Whether you're a brokerage seeking fresh talent or a graduate ready to embark on a fulfilling career journey, this episode has the insights you need. Tune in to explore the strategies that are shaping the future of recruitment in the mortgage broker industry.

    We discuss in this episode:

    • Challenges of recruitment in the mortgage broker industry due to its cyclical nature.
    • The need for innovative strategies to address evolving market demands.
    • The concept of the graduate program as a solution to the industry's recruitment challenges.
    • The importance of aligning candidates' attitudes and desires with the industry's demand
    • The value of personalised candidate profiles and one-way interviewin
    • Fuse's engagement model is designed to support businesses in finding the right talent.
    • Fostering long-term partnerships between brokerages and candidates.
    • Insights into the dynamic landscape of the mortgage broker industry and its future outlook.

    Key quotes:

    "As we all know, recruitment has been a bit of a bane of our existence for a long time. Every time you have to recruit you find yourself in a position where it's almost like you have to remind yourself: How do I play this here?" - Ruan

    "For us it's about finding clients that are able to facilitate that growth, facilitate their career and also be a fantastic entry point to mortgage brokers." - Samuel

    "Definitely there’s someone there you can reach out to if you wanted to build your business and get some really good young grads in, you know, some form of investment in the future of your business." - Marissa

    "I love that you've taken recruitment almost to a similar play like briefs for brokers, where at the end of the day, for me as the client, yes, I do want this type of person. Why? Because I know where I want to go." - Ruan

    "So before a candidate reaches a client, the client has the ability to watch a one-way interview between the candidate and pre-prepared questions. This is something that Ruan and I have talked about at length is making the question specific to the industry and what the brokerages actually care about." - Samuel

    "I think that one of the things that we need to solve as an industry is having better career pathways and better ways that people can come into the industry." - Marissa


    Thank You To Our Hosts: Ruan Burger and Marissa Schulze


    More From Marissa and her company, Rise High Financial Solutions:

    Marissa Schulze Linkedin

    Marissa Schulze Instagram

    Marissa Schulze Facebook

    Rise High Financial Solutions


    More From Ruan and his company, Success and Broker:

    Ruan Burger Linkedin

    Ruan Burger Instagram

    Ruan Burger Facebook

    Success and Broker

    Comparison Websites: Are they Good or Bad for Brokers? with Guest Dominic Beattie

    Comparison Websites: Are they Good or Bad for Brokers? with Guest Dominic Beattie

    WE DISCUSS IN THIS EPISODE

    As a mortgage broker, staying ahead of the curve and providing valuable insights to your clients is crucial in today's dynamic finance industry. In this thought-provoking episode, we shed light on the role of comparison websites and their impact on brokers.

    Get ready for a captivating discussion that might just change the way you view comparison websites and their potential as a tool in your broker toolkit. Take a listen now.

    Find the answers to the following:

    - Are comparison sites competitors or complementary resources for brokers in helping clients find the right mortgage?

    - How can everyday finance websites like savings.com.au benefit mortgage brokers and keep them updated on market-relevant information?

    - How can comparison sites bridge the gap in financial literacy while collaborating with brokers to educate Australians about personal finance?

    - Will comparison sites adjust and become broker-focused, as they move toward using content from brokers?

    - Curious about the ever-changing market and finance trends? Discover how savings.com.au keeps pace with new developments and provides insights for everyone.

    Key quotes:

    "When 7/10 people use mortgage brokers it's good to know what sites are out there to tell our story, to tell the market what happens in our areas as well as what's market-relevant for us mortgage brokers." - Ruan

    "I appreciate the value of a site like this because it provides access to another layer of knowledge that we can readily share with our clients." - Ruan

    "Looks like you're doing some great stuff in terms of the education space, thank you so much for sharing that information with us." - Marissa

    "That brokering service is always going to be there in Australia. Even some of the people in the team here, who you could consider high-level of expertise in the home-loan space, still prefer to go through a broker, just for convenience." - Dominic


    Thank You To Our Hosts: Ruan Burger and Marissa Schulze


    More From Marissa and her company, Rise High Financial Solutions:

    Marissa Schulze Linkedin

    Marissa Schulze Instagram

    Marissa Schulze Facebook

    Rise High Financial Solutions


    More From Ruan and his company, Success and Broker:

    Ruan Burger Linkedin

    Ruan Burger Instagram

    Ruan Burger Facebook

    Success and Broker