The Successful Adviser by James McCracken

• 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 [email protected]

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• 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, visit their website.  If you’d like to reach out directly to Roxi, connect with her on LinkedIn.

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• 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: https://www.paliseproperty.com/  

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• 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

  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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