How Do I Bullet-Proof My Business In A Changing Market?

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• Markets are changing!

• Lead flow has been in abundance, and now you could find yourself in a moment where it stops happening, becomes a little harder.
  
  
• How do you ensure your flow is protected and it remains?
  
  
• We’ve had a good run of people wanting to buy, due to our last decade of changes and now we’re going to see interest rates rising and the demand for property easing and that will change the demand for mortgage brokers.
  
  
• It’s fair that mortgage brokers will be concerned about this - but there are ways to bulletproof your business and adapt with the change.
  
  
• Go back to the very things at the start that brokers do really well.
  
  
• We’ve been so reactive on activity and you may find the gap widening now.
  
  
• Bring in different strategies: once a week force yourself to have more proactive conversations with your database and your referral sources.
  
  
• A lot of mortgage brokers have been so busy writing loans they haven’t put in the time into lead nurturing and lead generation work. Now is the time to do this.
  
  
• Some of us have been spoilt over the last 18 months and now you will have to shift.
  
  
• Block out time each week or each day to allocate working on your business and building your client base.
  
  
• Understand what pipeline is vs what database is.
  
  
• Be conscious about being busy for busy-ness and busy for business. Understand the work you’re doing vs the return on investment.
  
  
• Be clear on your reason for calling and your reason for engaging with your leads and with your database.
  
  
• Some mortgage brokers thrive when there is complexity in the market and consumers turn to brokers for support and education. You can be there to stand up and support your clients in a new way.

• Your clients want that feedback from you and for you to be an advisor and a trusted voice, but you need to make sure you plant that seed and become the source they turn to when they need advice and education.
  
  
• Families grow and change and life events happen and need to restructure their finances and talk to their broker - so you need to be Investing time in your business to proactively find and nurture your leads.
  
  
• Proactive time invested in lead nurturing and building your client base is a long term goal but it is worth it.
  
  
• Create rhythm in your business and you don’t need to look at the moment.
  
  
• Build these activities into your routine and they become habits so no matter what is happening in the market you can support your business growth.

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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

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More From Ruan and his company, Success and Broker:

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Ruan Burger Facebook

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