Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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with Guest Darren Saul from Saul Recruitment

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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In this episode of the LVR Podcast, hosts Ruan Burger and Marissa Schulze, along with guest Trent Carter from Provident Lending Business Solutions, delve into the pathways for mortgage brokers to integrate commercial lending into their businesses.

They address common barriers such as time management and knowledge gaps, and explore strategies for success in commercial lending. The conversation provides valuable insights on maximising opportunities within your existing client base, the importance of education and mentorship, and the potential revenue benefits of diversified brokerage services.

Key points from the episode include:

• Overcoming fear and hesitation related to time and knowledge in commercial lending
• Importance of time management and delegation to explore commercial opportunities
• Shift from product-focused to client-focused brokerage to unlock potential in the self-employed sector
• Commercial lending's significant impact on brokerage revenue
• Education and mentorship as keys to confidence and success in commercial lending
• Non-traditional referral sources can be crucial for business expansion
• Technology's influence on the brokerage industry and the increasing importance of complex lending solutions

Key quotes from the episode include:

"It's around getting that confidence around you don't need to know everything, and to get comfortable asking the right questions." - Trent

"To anyone saying they don't know where to start when it comes to commercial lending, if this is truly a lane that they want to open in their business, you guys have gone and built the highway so to speak." - Ruan

"There's more options and opportunities for clients out there with technology, we as brokers need to get a lot better at handling the more complex stuff because that is the stuff that is going to be harder for technology to fill the gap." - Marissa

"I actually think that if you do get educated in that commercial lending space, it actually makes you a better resi broker too." - Trent

"With human interaction, it's just such a good opportunity for us to not just strengthen our proposition to market and to our clients, but also protect our clients' wellbeing through our engagement." - Ruan

"We hope this inspires our listeners to create some time in their busy schedules to invest in their education and upskilling into that commercial space, because there is a huge opportunity." - Marissa

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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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

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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

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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:

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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

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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:

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