Are you a strategic broker or an order taker?

A tip by Mario Borg to help you win more business, more often

Are you a strategic broker or an order taker? Do you know the difference and why it matters?

A Strategic Broker is likely to convert more successfully and is likely to keep the client for life.

A Strategic Broker:

• Considers the clients’ key objectives/priorities, and future plans
• Maps out a strategy that’s carefully considered
• Articulates the available options
• Documents a lending strategy and lending recommendation
• Influences a decision based on the best way forward

An Order Taker:

• Just runs with the client request 
• Little consideration for the clients’ future plans
• Rush to move onto the next deal – one trait of commission breath

Being a Strategic Broker will not only help you convert more successfully, but it will also help you keep the client for life, and the client is more likely to refer you to their friends, family, and work colleagues. You’ll also be meeting your BID obligations more effectively.

In most cases, there will be several options available for your client. The client has come to you for guidance and advice, it is your role to guide them and to influence a decision. Being time poor is no excuse. Treat each client/deal like it was your own – and conquer!

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Mario is professionally qualified as an MBA, a qualified Accountant, and a Mortgage Specialist with over 35 years of experience in financial services. Mario is an MFAA Accredited Mortgage Broker Mentor, and Business & Mindset Coach for top-performing mortgage brokers. Mario has personally built a multi-million dollar property portfolio and is an active and passionate property investor and developer. Mario has been acknowledged by the mortgage industry with multiple awards. Visit www.mastersbrokergroup.com.au