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In this episode of The LVR Podcast, hosts Marissa Schulze and Ruan Burger are joined by Josh Sherwood, Director of Freedom Property, to discuss how mortgage brokers can effectively collaborate with real estate agents. Josh shares valuable insights on creating strong partnerships between brokers and agents, focusing on trust, providing value, and integrating into the real estate process. He also highlights how brokers can stand out by offering excellent service and playing the long game in relationship-building.

Key Takeaways:

• Brokers need to show agents that they will provide the same level of care to clients as the agent would.
• Brokers should be proactive in supporting agents, offering ongoing value to remain top of mind.
• Building relationships takes time, and focusing on long-term growth is key.
• Brokers must integrate into the workflow seamlessly, helping agents with their clients.
• Every potential lead is important, whether hot or cold - each represents an opportunity.
• Focus on providing personalised service to strengthen relationships with both agents and clients.
• Don’t wait for leads to come to you - proactively engage with agents’ clients and provide support.

Key Quotes:

Josh Sherwood:

“If you want this agent to push you and be your raving fan, you need to treat them well and show them you’ll treat their client the same way.”

“This business is about relationships, and if a broker understands the long game, they’ll build solid connections that last.”

“The harder you work to build a partnership, the more reliable and profitable that relationship will be.”

Marissa Schulze:

“Real estate and mortgage brokers go hand in hand, and a successful partnership is all about finding the right balance.”

“In broking, we’re so used to educating clients, but the same approach can be applied to referral partners - educating and empowering them to help us help them.”

“Every lead is a little miracle, and brokers need to treat it as such, no matter how big or small.”

Ruan Burger:

“Brokers should see building relationships with agents as recruitment - making a match where both sides benefit.”

“A lead is a lead, whether it’s hot or not. It’s up to the broker to nurture it and see it through.”

“If you’re not getting leads from an agent, it’s not their fault - it’s yours for not showing you’re the right broker for the job.”

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In this episode of the LVR Podcast, workplace environment and resilience expert Steve Sharp joins Ruan Burger and Marissa Schulze to share actionable insights on building a workplace culture that fosters connection, clarity, and capability. Discover how to cultivate a team environment where everyone feels valued, empowered, and motivated to go above and beyond.

Key Takeaways:

• Steve's top four tips for business owners with teams to improve the culture of their team to become more effective, productive and more cohesive.
• The Importance of Connection: Steve emphasises the power of strong relationships and trust, fostering a sense of belonging within your team.
• Clarity is Key: Unclear expectations and communication lead to uncertainty and negatively impact performance. Establish clear guidelines and maintain open communication to create a thriving work environment.
• Nurture Capability: Provide opportunities for learning and growth, ensuring your team members feel challenged and supported in their development.
• Understand Your Team Dynamics: Recognise the unique personalities and strengths within your team, and foster an environment that celebrates diversity and encourages collaboration.

Key Quotes:

"We are tribal animals by nature. We operate best when we feel a sense of belonging and purpose in the environment in which we operate." - Steve Sharp

"One of the big shifts that I had to make mentally...is that, you know, you go from doing client work where you're making [a] massive difference...to leading [a] team. You rarely get someone saying, 'that was an awesome meeting. You did a great job leading that meeting.'" - Marissa Schulze

"We talk culture in respect of what we've got to do. But we sometimes in the hiring process, we find ourselves behind the eight ball. And from there then the culture process seems to be a little bit more risque as well, so to speak." - Ruan Burger

"Understanding what is involved in growing your business and becoming a leader, adding more people over time to your business adds complexity. And so as you add more people to your business, the further away you get from what you were an expert in." - Steve Sharp

"I think it goes beyond capabilities. I think it's also about identifying what type of things you enjoy doing from day-to-day...even if you have the ability to be a great leader, do you actually want to be doing that?" - Marissa Schulze

"If you're looking to build capability in your people, understand how to go about it, you must have a strong enough connection for them to be influenced by you to choose to listen." - Steve Sharp

"Someone said to me a long time ago: Sometimes you have to do the two things you just like to get to do the one thing you love." - Ruan Burger

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In the latest episode of the LVR Podcast, our hosts Ruan Burger from Success & Broker and Marissa Schulze from Rise High Financial Solutions dive into the rapidly evolving world of AI with Julian Fayad from Loan Options AI. As AI continues to reshape industries across the globe, we explore its potential impact on the mortgage broking industry. Julian shares his insights into how AI is already transforming the way brokers operate, the future of AI in lending, and the opportunities and challenges that lie ahead.

Whether you're curious about the practical applications of AI in your business and wondering how it might affect your role as a broker, this episode is a must-listen.

Key points:

• We discuss the rapid advancements in AI technology over the years, and how quickly AI models are improving and becoming more sophisticated.
• We explore how AI can streamline the broking process by handling straightforward "vanilla" deals, allowing brokers to focus on more complex cases that require the "human touch".
• We discuss the future of the role of a broker, and that while AI will be able to handle a significant portion of simpler tasks, the role of the broker will become even more critical as they manage the more complicated and nuanced cases.
• We highlight how AI can serve as a powerful assistant to brokers, enhancing efficiency and decision-making without replacing the need for human interaction.
• We talk about the implications for administrative roles and how it might elevate staff to more strategic roles.

Key quotes:

"The broker needs to be in the driver's seat with the hands on the steering wheel, but the Tesla or the broker technology is going to be sort of keeping them in the lane, making sure they are focused on the road." - Julian

"Before you focus on the best deals you need to find out about eligibility first. So if the brokers can do that in seconds or in the case of an API response, 200 milliseconds or less, then how many deals can they assess?" - Julian

"AI is going to be disruptive, but it’s about harnessing that power to enhance the client experience and make our roles more impactful, not about being afraid of it." - Marissa

"If AI is taking over the simpler deals, brokers will need to adapt by becoming specialists in the more complex cases – that's where we'll truly add value in the future." - Ruan

"It's fascinating to see how quickly AI is evolving and what it means for the future of our industry, particularly in how we balance technology with the personal touch that our clients expect." - Marissa

"It's not just about AI doing the job faster; it's about using the time it frees up to deepen client relationships and improve t

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In our latest episode of the LVR Podcast, hosts Ruan Burger and Marissa Schulze sit down with Natalie Howells, a mentor right here at Success & Broker! It's our first time interviewing a mentor, and we're excited to share her wealth of experience and insights into the pivotal role of mentoring in the brokering industry. Whether you're a new broker or an established one, this episode is packed with golden nuggets on the benefits of mentoring and what to look for in a mentor.

Natalie dives into her journey, sharing why having real-world brokering experience is crucial to be an effective mentor, she explains how her approach at Success & Broker goes beyond the basics, focusing on behavioural coaching, business development strategies, and the clear vision of a broker's growth and future success. It's not just teaching you knowledge, it's about empowering you to succeed.

Key Points:

• Discover how effective mentoring includes guidance on behavioural coaching and client communicating strategies for long-term success.
• Find out why it's essential for mentors to have hands-on experience in the industry and how it impacts the quality of mentorship.
• Discover how mentors can help brokers tackle common industry challenges, such as lead generation and client retention.
• Understand the significance of maintaining a long-term vision and how mentors can guide brokers to think beyond immediate goals.
• Discover how even experience brokers can benefit from mentoring.
• Get tips on the importance of having a financial cushion when starting out to reduce pressure and focus on building your business.
  
  

Quotes:

"It's great to see that there are some good quality mentors in the industry helping our young up and comers and new brokers to the industry." - Marissa Schulze

"It's really important for brokers to get the support they need to shape the business that they want to build." - Marissa Schulze

"I truly believe if a broker is serious coming into this industry, works with us for that six month time period, I'm confident that they would be running deals by the six months mark, easy." - Natalie Howells

"Standing out in the industry isn't just about knowledge; it's about how you interact and build relationships." - Natalie Howells

"In the early days, it’s not just about writing loans; it's about finding the opportunities to get you to an appointment." - Ruan Burger

"It's about finding the business and then writing the business. What you're (Nat) saying is that you can help with both. It's almost a two for the price of one proposition for a client." - Ruan Burger

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In this episode of the LVR Podcast, hosts Ruan Burger and Marissa Schulze are joined by Caleb Bax, a rising star in the mortgage broking industry. Despite being relatively new to the field, Caleb has achieved remarkable success, and he shares his journey, challenges, and strategies that have helped him grow. If you're a new broker looking to generate leads and grow your business from the ground up, this episode is for you.

Listen in as Caleb discusses his transition from working at K-Mart and studying finance to becoming a successful mortgage broker. Learn how he built strong relationships, leveraged social media, and the importance of mentorship in his early career. This episode is packed with actionable advice for brokers at any stage of their career.

Key Takeaways:

• Caleb emphasises the importance of forming strong client relationships and working closely with real estate agents to generate leads.
• Discover how Caleb uses social media, particularly reels, to engage with potential clients and grow his brand.
• Caleb shares how mentorship has played a crucial role in his success, providing guidance and support in the early stages of his career.
• Learn about the challenges Caleb faced as a sole operator and how he overcame them by implementing efficient processes and time management strategies.
• Caleb discusses various strategies for generating leads, including attending auctions and building a strong referral network from existing clients, friends, and family.

Tune in to hear Caleb’s inspiring story and gain practical tips to boost your lead generation efforts and grow your mortgage broking business.

Key Quotes:

"Shoot your shot with them [potential clients] because you would be super surprised how many people don't actually have a mortgage broker or anyone in their corner to help out." - Caleb Bax

"If you want to have the best chance of attracting the right people to your business, then you do really need to have an employer value proposition." - Marissa Schulze

"For you to be successful in this industry, you've got to give more than you get." - Ruan Burger

"[On Auctions] Give them a call and understand why they weren't able to win it, what held them back, and seeing if you can get it in there as well." - Caleb Bax

"Having that approach of honesty upfront and, you know, transparency with future employees definitely goes a long way." - Marissa Schulze

"Would you not go there [auction] when you know there's four bidders but it's only one who can buy the property? If I couldn't talk to the one that bought the property, I'm going to be really interested to talk to the three that didn't." - Ruan Burger

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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

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Rise High Financial Solutions

More From Ruan and his company, Success and Broker:

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Success and Broker