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Issue 3

>> Australia's only interactive broker magazine <<

www.brokersuccess.com.au
 Looking How to use
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Insider
NOTICE
The information contained in this
publication is for reference only and
should not be relied upon in any why.
The publishers of the Broker Success
and all contributors recommend that
any person considering a mortgage in
OUT NOW!
Australia should obtain independent
legal advice.

For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 2 of 23
How to build your OWN database of
VERY interested prospects
1. Use your press/magazine ads
to build a direct mail database;
2. Use direct mail to move them
further through the buying
process;
3. Follow them up.
YOUR FIRST STEP: Build your
database
Just for the heck of it, have a closer
look at the advertisements as you flick
through your weekend newspapers or
magazines, and then trawl through the
flyers in your letterbox …
Notice anything?
Most of these ads scream, buy from
me NOW because you want it NOW!
This type of BUY NOW offer is fine for
For more information, click this symbol
HOT prospects, and in some make YOUR ad work harder? By
situations, particularly in a price- generating a response from those who
competitive (yech!) retail situation, it are not YET ready to buy!
MAY be the best way to go. (I said,
As well as your buy-now offer for hot
MAY, not IS!)
prospects, put an extra element into
However, what about those WARM your advertisement that will encourage
prospects? All those people who are in the warm prospects to introduce
the market, but are not ready to act themselves to you.
just yet?
An offer of free problem-solving
Remember the last time you were information works really well. A booklet
warm about the idea of making a is great! Especially if your offer
purchase of, say, plantation shutters, a includes a list of benefits to create a
computer, or a service such as strong desire to get this booklet.
financial planning? Once you had this
If you were selling plantation shutters,
idea, the first thing that happened was
it would be something like this …
that just about every newspaper,
magazine or TV program seemed to Order your free booklet right away. It
have an ad or information on this gives you—
item?
• Tips on creative interior decoration:
No, it wasn't just How to get that "glossy magazine" look
coincidence. The in your home yet still make it feel
ads were there inviting and liveable;
all the time, but
• Pros and cons of blinds, shutters and
you didn't notice
curtains in our Australian climate;
them. However,
because you • How to choose the best window
were in the treatment for your home;
market for that
• Five things to look for when choosing
particular
modern plantation shutters.
product/service
as a warm Can you see how even VERY warm
prospect, they prospects would want to get their free
leapt off the copy of this useful information?
page or screen!
And can you see how they would be
However, you happy to give you their name and
weren't ready to address to get it?
buy, so your only
You with me?
relationship with
the advertiser What you now have on your hands are
was the 30 the beginnings of a database … and a
seconds of pretty good one too!
airtime or the 1/4 What wouldn't your
page space they competitors give for
had invested in a list of hundreds of
you. And if you people, who have all
didn't act, that indicated that they
was the end of are interested in
the relationship buying your type of
till the ad of a product in the future?
competitor
caught your eye. Continued page 7
So how do you
whenever you see it.
Broker Success - Issue 3 - Page 3 of 23
Want happy clients who feel
GOOD about their loan?
It’s not a pipe-dream. It’s as simple as talking to
PMP about their huge range of loan products.
Every day, you deal with a range of clients——from investors
and first homebuyers to construction and development clients.
Obviously, there’s not ONE loan to suit them all.
It’s your job to connect them with the lender and the loan that
suits their needs. And your reputation rests on getting it right!
That’s why you (and your clients!) will be happy to deal with
PMP. With their wide selection of products to suit a range of
capabilities, you’ll find the appropriate loan for each of your
clients.
Here’s just two of the products that PMP offers:
1. Basic Loan—the “no frills” option that makes things
happen.
With simple features and a “get it done” focus, PMP’s Basic
Loan is ideal for clients who want a loan they don’t have to
think about too much. They can just borrow the money, pay it
back and not fuss too much in between.
With a low interest rate and flexible repayments (including
direct debit and free redraw), your clients won’t feel weighed
down by this loan.
It’s good for first homebuyers who may not want to deal with
more developed features, or investors who wish to combine
an easy-to-handle investment loan with their current home
loan.
2. Premium Loan—the sophisticated loan strategy with
features to match!
The “Premium Loan” is a more advanced option for clients
who want to take advantage of a range of beneficial features.
Your clients can offset their income and savings against their
loan balance, allowing them to pay their loan off faster.
A 100% offset account lets your clients bring all of their
finance into one facility for increased control of, and
confidence in, their financial situation.
They also have the choice to split their loan into two sub-
accounts to capitalise on either fixed or variable rates, set
individual limits and receive separate statements.
Ideal for development and construction clients, the serious
investor or homebuyers, PMP’s Premium Loan is a
competitive loan that benefits your clients.
Why deal with PMP?
With their reputation for offering brokers exceptional
commission and trail fees, you’ll be pleased to deal with them.
And with their focus on personal, efficient and accountable
service, the close knit team will give their all to your clients;
ensuring that they are happy, and that your reputation as a
professional is protected and enhanced.
Talk to the lender who provides solutions, exceptional
products and outstanding service.
Call PMP on 1300 728 248.

For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 4 of 23
For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 5 of 23
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For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 6 of 23
How to build your OWN database of
VERY interested prospects .. continued
Continued from page 3.
YOUR SECOND STEP:
Persuasion through the mail
You've collected all the responses
from the ads you placed (and
tracked which publications worked
best). You've updated your
database.
NOTE: If you don't have an
appropriate database for collecting
and managing prospect and
customer information, give me a
call. I'll point you to some great
developers who, in my experience,
know how to give you a
competitive edge and make your
life SO much easier!
Onward …
Now it's time to tell your
respondents exactly how and why
their lives will take a significant turn
for the better with YOUR product
or service. And you'll tell them just
how easy it is to take action.
A carefully crafted letter to
accompany the free information—
personally addressed, talking
about THEIR dreams and THEIR
problems, and offering your
solution—is an amazingly powerful
tool.
For example, here are elements of
a letter we wrote for a law firm:
Dear Mr Flubb,
It's deeply frightening and stressful
when your situation suddenly
changes—and even threatens your
home. As you will read in the
enclosed booklet …
…and then, before you know
what's happened, it gets even
worse …
We've all heard many such stories
from people who experience the
sort of "hiccup" that could crop up
For more information, click this symbol
in ANYONE'S life. These contacts can be done in a
number of ways, including …
Some of us here have personally
weathered this sort of crisis, so we a. Telephone
know how you're feeling …
b. A newsletter (See other articles
Here's both reassurance and hope on this in our online library)
You won't tell us anything we c. Personalised letters
haven't heard—and helped—
d. Special offers
before, so there's no need to feel
self-conscious. We know you e. Success stories from other
deserve respect and clients
understanding, so you get it. f. And anything else that assists
you to add to the perceived value
Here at XYZ Lawyers Inc, we know
of what you are offering, break
all the … and we know what's
down hesitations and reservations
available to help in your situation
and make people feel good about
…
ACTING RIGHT NOW
It all adds up to fast, practical
assistance. The added bonuses that comes
from planning ahead like this are
So after you have read this
manifold.
information, just ask us how we
For starters, you will be geared up
can help you! You're likely to be
to take a more long-term approach
pleasantly surprised by our
—as opposed to planting seeds
answer.
during a frenzy of activity and
Ring us NOW on < PHONE> or
failing to water them by following
email us at < EMAIL ADDRESS>
up. And you will, over time, see a
Your third step: Follow up, again far better return on your
and again! investment in your initial ad
WITHOUT your
This final step is the one that sorts
competitors
the sheep from the lambs. Now,
knowing what you
you need to make the most of your
are doing.
database …and that's where you
need an ongoing strategy to Call Crockford
contact them REPEATEDLY to Carlisle on
convert as many of these warm (07) 3891 3800.
prospects as possible into paying
customers.
Repeatedly?
Absolutely!
The correct strategy will depend on
your product, price tag, sales
process and so forth; however, in
most cases—talk to us for more
information about this—you should
plan to connect with the people on
your list around seven times in an
18-month period.
whenever you see it.
Broker Success - Issue 3 - Page 7 of 23
Get Yourself A Partner
In any market there are
lots of non-competing
companies that have a
client list that you'd like
to market to.
So why not build on the
goodwill that exists
between these companies
and their clients.
n simple terms it would work
like this. The company sends a letter
to their clients saying how great you
are, and that if they ever need your
type of service they should give you a
try.
Because of the trust between the
company and their clients this very
powerful form of recommendation can
result in a number of new clients for
you.
Choosing Partners
So which type of companies could be
your endorsement partners?
For a mortgage broker some of the
more obvious partners are
accountants, financial planners,
lawyers, and real estate agents.
However, you should also look more
broadly for any companies with clients
who could be home purchasers.
Examples include car dealers,
restaurants, private health clubs,
retailers and beauty salons. What
about dentists, sports clubs, garden
centres? The beauty of this idea is that
you can experiment at a relatively low
upfront cost.
The Partner Incentive
To encourage the company to become
your endorsement partner you need to
offer them a valuable incentive. This is
not a time to be stingy.
Remember, this idea can bring new
clients with comparatively little effort or
upfront cost - so look to be generous
in the pay-off to the partner company
and they’ll be more likely to say “let’s
do it!”
You’ll need to think about how the
system is administered so that the
system works in an honest way. For
For more information, click this symbol
example you
could get all
enquiries to go
to the partner,
who then
forwards them
to you. They’ll
then know who
enquired, and
can follow up
with their client
later on to see
how they went.
An alternative to a financial incentive
might be to offer the company a simple
reciprocal endorsement to your clients.
Depending on the lifetime value of a
client, this could be a much more
valuable offer to the company.
The Client Offer
In order to maximise the response you
need to develop a special offer to the
company's clients. For exampls as a
mortgage broker you could offer them
a “no application fee” home loan deal,
a weekend away for two, etc. Use your
imagination!
Whatever the offer, include a deadline
to encourage immediate action.
Write To Each Potential Partner
Having identified some likely partners
and the offer, you need to write to each
potential partner company. This sales
letter should very clearly point out the
benefits:
Your service is non-competitive It
increases their profits
They don’t have to do anything or
spend a cent.
You’ll create the letter and any
marketing material, plus pay for
printing and postage.
You’ll unconditionally guarantee your
services, and indemnify them.
They can have all enquiries routed
through them for verification if they
wish.
Send out the letter and then follow up
with phone calls to arrange meetings.
Broker Success - Issue 3 - Page 8 of 23
By: Peter Griffin
The Client Letter
Once you’ve got an endorsement
partner, then you should draft the
client letter. This is well worth
spending lots of time on, to get it right.
Highlight a problem your service
solves
Mention the relationship the partner
has with you
Explain the benefits you offer
Describe your risk-reversal guarantee
Discuss the special offer available if
they respond quickly
Give them the response mechanism –
eg fax back, e-mail.
The Campaign
Review the letter with the
endorsement partner
Agree on timings
Get the partner to mail merge the
letter with their database
Pay their printing, stationery and
postage costs
Get ready for the replies!
Final Thoughts
For the first relationship, be prepared
to accept less as long as you are
making a profit. That way once the
relationship is set up and running you
can then sell the concept more easily
to other potential endorsement
partners.
Make sure you keep all the paperwork
so that you can show it to other
potential endorsement partners.
Get a testimonial from the
endorsement partner, eg “For no cost
and virtually no
effort we made
$4,538 in seven
weeks – and
importantly, our
clients are delighted
with the service
they received from
ABC mortgage brokers.”
Now - go and find some partners!
Peter Griffin: Your Newsletters
Tel: 02 9484 7752
whenever you see it.
WEALTH WARNING: Bank Errors Could
Be Costing You A Fortune. We Show You
How To Find Them And Get
Your Money Back.
A study published in the Sydney Morning Herald discovered that
chances are you are being overcharged on your home loan you don't
even know about. This is not only unfair but insulting.
This study found that ....
• 54% of monthly bank statements contain errors.
• 80% of errors favour the banks (that percentage has to
make you suspicious).
• The average monthly error is $242.
As you can see the odds are NOT stacked in your favour so chances
are your lender actually owes you some money.

"Find Errors In Your Statements

Or They'll Give You ...
$250 For Wasting Your Time."
That is how confident the people at MortgageWatchdog.com.au are that
you are sitting on errors in your statements. You get their software,
check your statements and if there are no errors they will give you your
money back PLUS another $250.
MortgageWatchdog have over 11,000 and guess how many times
people have found zero errors in their statements? Would you believe 6
times ... 6 times in over 11,000 people who have used their software to
check their statements .. so you can see the chances of you not having errors in your statements is nearly impossible.

Why Would Anyone Think They Don't Have

Errors In Their Statements?
Have at look at some of their latest success stories....
"I have now been reimbursed the exact amount of discrepancy I had found using your program of
$7,563.04 plus reimbursement of the cost of the package against my loan." -
Ann-Maree Enders - Kingsley, WA.
“Your software has uncovered overcharging by my bank to the tune of almost $1,300 just for the
last two years. Like so many others, I had assumed the Bank would get the figures correct.” -
Mike V - Bungendore, NSW
"We found a discrepancy of $8,643.00 on our fixed loan and this has now saved us $33,000 over
the life of our loan." - Mrs. Mackenzie - Logan QLD.

Special Discount for Broker Success Readers

As a special gift for our readers we have contacted MortgageWatchdog.com.au and asked if you
could have a special discount on the software ... and the end result is that you have a 20% discount
waiting there for you. This is not available through the front of their website, to receive the discount
CLICK HERE.
The best thing is that you still get their famous SuccessGuarantee - find errors in your statements or
they refund you and give you an additional $250 for wasting your time.
You can't get fairer than that can you?

For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 9 of 23
 THE AUSWEST FINANCIAL
SERVICES GROUP

!" LEASING FINANCE FOR - Equipment & Plant, Machinery & Vehicles
!" RESIDENTIAL & COMMERCIAL PROPERTY FINANCE
!" CONSUMER LENDING - Personal Loans, Car Loans.
!" GENERAL INSURANCE — Business, Motor, Professional Indemnity,
Public Liability (corporate authorised representative 303068 - AI&F afsl 238433)
The Auswest Financial Services Group is a complete financial services provider. Established in 1998
initially providing general leasing products, Auswest Financial Services has significantly expanded
and currently provides a comprehensive array of finance and general insurance products. Our
constant growth has warranted the creation of four stand-alone businesses; Auswest Loan &
Mortgage Options, Ausquip Rentals & Leasing, Ausure Insurance (Newcastle) & Auswest Town &
Country Finance (Aggregations)

The Head office for the group is located in New Lambton and operates nationally as the processing
centre for Auswest Town & Country Finance (Aggregations), Auswest Mortgage & Loan Options and
Ausquip Rentals & Leasing .

The Auswest Financial Services Group plays a major role in an unparalleled business model which
consists of strategic alliances with a number of Mortgage Broking Groups, Accountancy Firms and
Individual Finance Brokers.

Auswest Town & Country Finance is the aggregation and agency arm of the Auswest Financial
Services Group. Accreditation with Auswest Town & Country Finance allows finance brokers to be
directly accredited with Auswest with a choice of two options either as a referring broker or a
direct agent of Auswest with full rights to trading names and other benefits.

Our business purpose is simple; to provide all current and future clients with all their finance
solutions, as well as assisting with their insurance.

PHONE 1300 855 646

www.auswestfinance.com.au—email- loans@auswestfinance.com.au

For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 10 of 23
Hallmark Mortgage Management acts as a mortgage manager for many of
Australia's largest and most respected wholesale home loan lenders. Our role
is to assist small independent home loan brokers obtain access to wholesale
lending at interest rates normally only available to the bigger players in the
home loan market.
a lower rate can be given
to the customer or higher
commission can be taken.
This opens up a lot of
opportunity for a broker
as they can market a
product at a rate that suits
their needs.

Hallmark Mortgage
Management has the
responsibility of managing
the loan approval process
as well as assisting the
wholesale funder to
manage the loan after
settlement.
By working as a co-operative with smaller
brokers the effect of the combined monthly Loans via Hallmark Mortgage Management
loan volume means that Hallmark Mortgage are as safe and secure as a loan from any
Management is able to obtain wholesale of the other major lenders.
funding at very cheap interest rates. The
rates are passed on to our broker members Additionally brokers are able to access retail
who have the flexibility of pricing their loans
lenders via our sub origination agreement
at rates that are very competitive. and receive close to 100% of the upfront
and trail commissions. Brokers have the
Brokers can sell standard variable rate loans option of choosing a flat fee per loan of $250
between 7.03% and 7.35%. The amount of per loan (on settlement) or a monthly flat fee
commission received will vary depending on of $500. Apart from these
the rate the loan is sold at. As volumes charges, 100% of the upfront and
increase the delivery rate received from the trail commission paid by the
wholesale funder will decrease meaning that lender is passed on to the broker.

For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 1 1 of 23
 The right loan,
first time,I S E
N C H I E S
A
guaranteed!
F R N I T
R T U E
P O AB L
OP VAIL
A
Tel: 1800 4 OASIS
www.oasishomeloans.com.au

For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 12 of 23
UNDERSTANDING YOUR AML
OBLIGATIONS
With the deadline to comply with
the recently introduced AML/
CTF legislation quickly
approaching, Peter White from
the FBAA discusses the impact
the new laws will have on your
business and the key steps you
must take to ensure compliance.
Under the phased introduction of the
Anti-Money Laundering and Counter-
Terrorism Financing (AML/CTF) Act
2006 (the Act), “Reporting Entities”
that provide “designated services”
must have in place by December 2007
an AML/CTF program with appropriate
procedures around the identification
and verification of customers,
including robust record-keeping
processes. Then in December 2008
ongoing customer due diligence,
suspicious matter and threshold
transaction reporting obligations will
come into effect.
As making a loan is a designated
service under the Act, lenders are
responsible for implementing an AML/
CTF program. As the agents of
lenders, brokers will be directly
impacted.
With less than four months before the
new client identification procedures
commence, it is important to be
familiar with the
rules and how they
will effect the day-
to-day operations
of your business.
To help brokers
better understand
the implications of
AML/CTF and
minimise
disruption to their
business, the
FBAA has
partnered with
Deloitte to offer its
members access
to Deloitte’s online
AML/CTF solution.
For more information, click this symbol
The comprehensive solution provides Australian best practice, a positive for
a suite of tools, including training all industry participants.
modules and the ability to perform
Peter White is the Vice President of
name checks against national and
the Finance Brokers Association of
international proscribed lists. Our aim
Australia (FBAA)
is to help ensure brokers have the
means to quickly, easily, and
economically satisfy any requirements
they face in the coming months and in
subsequent phases of lenders’ AML/
CTF programs.
The FBAA is playing a leading role to
help develop best-practice for the
broking industry and minimise
confusion for members.
Coupled with its Deloitte initiative, the
FBAA has also created a National
Lenders sub-committee that will drive
the formation of a uniform program for
all FBAA member mortgage and
finance brokers. The sub-committee
will conduct surveys and ‘risk profiling’
to create a ‘National Standard AML/
CTF Compliance Checklist’ that can
be used by all Australian institutions
dealing with brokers. This will allow
Do you
brokers to save time and money by
adopting a consistent approach to
dealing with multiple lenders.
have a
health
The FBAA has also met with key
representatives from AUSTRAC and
will continue to do so to assist in
clarifying their
expectations and
help smooth the
transition for brokers.
concern?
The new AML/CTF
legislation is a
positive step towards
maintaining the
Health
credibility and
legitimacy of the
broking industry. I
believe that having a
Matters
Australia
simple and straight
forward system for
compliance will
ensure all industry
participants will be in
alignment with
whenever you see it.
Broker Success - Issue 3 - Page 13 of 23
EXACTLY What To Say To Get Connected
Comfortably With A Referral
It's a great feeling when
someone thinks of someone to
refer to your mortgage broking /
consulting / planning service.
You'll notice I said to your
service and not to you. At the
end of the day your clients want
what you can do for them, not
necessarily you.
(Took me a while to get my head
around the fact that I'm not as
important as I'd like to think I am)
When you're in the moment, talking
with someone who's going to be
borrowing money, it's important that
you know EXACTLY what to say to get
connected comfortably with the
referral.
When I was creating my complete
consulting system, this was 1 of the 3
important priorities, that it be the most
comfortable way to work in the
mortgage industry.
So here's some EXACT words to get
connected comfortably.
They say: My friend John and his wife
Julie are going to be buying a new
home soon.
You say: Your friends John and Julie,
ok, would you tell me a little about
John and Julie, to see if they might be
right for my consulting service?
They say: Sure, John and Julie are....
(here are a few questions you could
ask about John and Julie)
What do you like about John and
Julie?
What challenges are they facing right
now?
Do they have any special interests?
You say: So tell me (first name),
what's the most comfortable way to
get connected with John and Julie?
They'll say: How about I call them
and tell them a little about you, then I'll
call you back.
You say: Sure thing, I'll give you a call
tomorrow if I havn't heard from you.
Note: I had clients say to me, "here's
there nmber, give them a call and tell
them I told you to".
I tried this approach and I wouldn't
recommend it, because there's been
no prior introduction, it can come
across as a bit of a cold call, and that
certainly isn't the most comfortable
way for all parties, particularly you and
the referral.
Continued page 18

Learn How To Earn A Six Figure Income,

Working Less Than 40 Hours Per Week,
When You Thought It Couldn’t Be Done.
Imagine what it would feel like to know the EXACT words
to say to your clients, supported by a complete consulting
system, that compels each client to introduce you to one
of their friends, family members, or co-workers, as they’re
going through the borrowing process with you, resulting in a
consistent stream of referrals after settlement too.
Marc Jarman, Founder and National Trainer of Lending By
Referral (LBR), after being in the mortgage industry only 8
months with Wizard Home Loans, set and reached his goal
of settling 150 mortgages in the 2002–03 financial year.
Then after starting his own business, Informed Home Loans,
earned over $100,000 in commissions in 2004, working less
than 40 hours per week.
LBR is the first independent training organisation teaching
mortgage brokers and lenders to grow their business primarily
by referral, the most lucrative, enjoyable, secure and smart
way to work in our industry.
Here’s what mortgage brokers have to say about
Lending By Referral:
“The most impressive business building system I’ve seen.
I’ve been to that many seminars on sales and marketing
before and nothing has come close to this system for
increasing my business cashflow.”
Trevor Gielnik – Mortgage broker
“Finally, a way to gather referrals step by step which is not
obtrusive for my clients.”
Richard Holland – Mortgage broker
“Marc, you have provided a service that has been lacking
in our industry so far. You will help many brokers achieve
their dreams.”
Judy Rogers – Mortgage broker

FREE Recorded Message reveals how

you can start earning your six figure income,
working less than 40 hours per week.
Call 1800 754 200 or visit our FREE training
website: www.FreeReferralSecrets.com.au

For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 14 of 23
Outsourcing – making
the best of your time
As a mortgage professional you know one of the major benefits you provide to both the mortgagee and
the mortgagor is saving time. Have you considered that you could save your own time by outsourcing
activities you could easily, and more affordably, get others to do? For example, maintaining regular
written contact with clients and prospects.
Keep top of mind
To grow and develop a
business it is important
to nurture relationships
and stay in contact
with clients and
prospects.
As the mortgage
broking industry gets
even more crowded,
that need becomes
crucial to the survival
and growth of each
business. Being ‘top
of mind’ through
regular contact gives you the
advantage over your competitors.
Do it smart
Why reinvent the wheel? By using a
proven system you can ensure your
communication is done regularly and
professionally without placing extra
work on yourself or your staff. Your
staff will be sure to thank you for that!
Since 1999 Words Unlimited has
encouraged financial professionals to
let go of one of the most time-
consuming yet crucial marketing
activities – client newsletters – to
someone who can do it on time, every
time and in less time.
In the words of Managing Director,
Julianne Bell, “We continually see
mortgage professionals using their
most limited commodity – time – trying
to keep in regular contact with their
market at the expense of using that
time more effectively to build their
For more information, click this symbol
businesses.”
Your time is best spent in front of
your clients.
The smart strategy is to outsource
non-client contact tasks to
professionals. Then you know that
while you are doing what you are good
at, someone else is doing what they
are good at. A not-so-smart strategy is
to burn the midnight oil trying to do it
yourself… just to save a few dollars.
Outsource to a professional
Words Unlimited employ financial
professionals to write exactly what you
want your clients to read. With a vast
array of knowledge and experience
you can be assured that the
information is correct and the articles
are relevant to your clients.
“The finished product was excellent
and delivered very promptly.” Mark
Harris, Home Loan Connexion
Broker Success - Issue 3 - Page 15 of 23
Visit www.wordsunlimited.com.au
for all the details of our services.
You can choose from our standard
writing service through to our
premium full service package
where we manage the whole
process for you. We also have over
350 articles in our online financial
articles library
www.financialarticles.com.au that
can be accessed 24/7 on an annual
subscription basis and articles
downloaded straight into your
newsletter.
“We decided to outsource our
quarterly client newsletter and
decided on Words Unlimited. They
were not the cheapest provider but we
were impressed with their
professionalism, accessibility and high
quality product. Client feedback has
been excellent.”
Chris Kelso, ApproveIt Home Loans
Don’t risk it
Send a newsletter or e-news to your
clients and prospects at least once
every four weeks and you’ll be the one
they’ll call, and perhaps most
importantly, refer you to their family
and friends.
If you don’t have the
time to do it yourself,
call us on 07 3821 3773
for a quote. We have a
variety of options
available to suit every busy mortgage
professional.
whenever you see it.
Generate your own leads from
your own website
Traditionally leads generated
from a web site are very poor at
best with a lower conversation
rate. This soul destroying labour
intensive process often turns
brokers off trying to generate
leads from their own website.
At the same time consider the user
because they are reluctant to leave
their contact details when they make a
casual enquiry. Let's face it, we've all
seen those "wishy washy" web sites
that provide the user with a poor
experience just so they can get the
users contact details.
There is now a solution!
Now for the first time, a mortgage
broker can add a tool to their web site,
a bit like mortgage calculators, that will
offer users a quality experience and
"instant gratification" and a reason to
leave their contact details. The My
Home Loan Approval program allows
users to click on an invitation on a
broker's website that will take them to
a unique landing page that has the
brokers logo and company name.
CLICK HERE to see a sample of the
landing page
The user simply completes the 13
custom written questions which are
profiled matched against the individual
loan products of up to 173 lenders.
The user instantly receives advice on
how many loan products they may
qualify for and invites them to give
their contact details.
Up to this point, the whole user
experience is anonymous which gives
the user great peace of mind.
If they provide their email address it's
verified and if accurate, the broker
receives a email that contains their
contact details, the answers to the
original questions and a list of the loan
products the user may qualify for.
Encouragement:
To encourage the user to do their own
For more information, click this symbol
assessment they are
offered a copy of the
eBook Mortgage Secrets
Exposed. If they also
provide their contact
details they are offered a
copy of the software
Equity+ which is designed
to help users improve the
value of their home.
CLICK HERE to see the
Equity+ website
Free resources:
Both the eBook and the
software are provided
along with marketing and
web optomisation tips as
part of the program.
Costs:
The full participation cost
of the program is a low
monthly licencing fee. All
leads greeted are the
property of the participating mortgage
broker.
This is the most innovative low cost
and effective lead program available in
Australia that rewards potential clients
for each action they take. Users pre-
qualify themselves so you only ever
speak with serious enquiries.
For more information and to
arrange your booking call Michael
at Lead Management Services now
on: 1300 7676 13
whenever you see it.
Broker Success - Issue 3 - Page 16 of 23
Equity+
Much more than a lead generator

Equity+ is a software package that

guides shows users how they can
improve the value of their homes. The
system was developed after
discussions with the Real estate
Institute of NSW and the Australian
Valuers Institute.
For a broker it's a great signup
incentive for potential clients as the
software package has a retail value of
$189. In addition to that, Equity+
provides a fantastic opportunity to
obtain referrals at the first meeting. It
should be mentioned that Equity+ is
not available as a download as the
program is designed for participating
brokers to meet with prospective
clients thereby substantially improving
the opportunity for conversion and
referrals.
The full Equity+ program is available
exclusively by area for a fixed low
monthly licence fee. Call Michael at
Lead Management Services now on:

1300 7676 13
For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 17 of 23
How to Turn More Referrals into
Paying Clients
According to a survey
conducted by SBA (Small
Business Administration) 60 out
a 100 small business owners
claim that over 60% of their new
business comes from referrals.
But only a handful of
professionals can clearly
pinpoint where their referrals
come from and the exact
process they use to turn them
into paying clients.
Amazingly – when it comes to referral
marketing - majority of entrepreneurs
seem to rely on luck! Ouch – this is not
exactly the best formula for business
success!
When asked about how they turn
referrals into clients, most
professionals have a deer-caught-in-
the-headlights, puzzled look on their
faces and keep quiet.
The First Two Key Success Factors of
Referral Marketing
Those who truly can sleep peacefully
at night knowing their referral
generating process is working with the
predictable precision of a Swiss
banking system understand the power
of using FREQUENCY of EXPOSURE.
To best illustrate this, let's look at how
two consultants handle their referrals.
At first glance John and Steve have
virtually identical Businesses:
>> Both are management consultants
working with small and mid-size
corporate clients
>> In the last year they both added
executive coaching to their product mix gave him the referral.
>> They both are excellent at what
they do and have stellar reputation
among their customers and peers
But there is a difference…
How Is John Getting 5 Times More
Referrals?
John gets almost five times as many
referrals as Steve, and he turns an
For more information, click this symbol
astounding 95% of them into new
clients.
How, you ask? See if you can spot a
difference...
Steve's name occasionally pops up in
conversations his clients have with
their business associates. Since he
does a good job people are often
intrigued by the results he creates for
his clients. They ask for his contact
info and call him to inquire about his
services.
Those calls typically lead to an
appointment.
But in terms of frequency of exposure
Steve's potential clients might hear his
marketing message only twice before
the meeting: when they initially get his
information from a colleague, and
again during the initial phone
conversation.
Here Is What John Does Differently:
At first glance, John's situation isn't
much different. His name comes up in
conversations where he's praised for
his great work. His contact information
is passed on, and he too gets an
inquiring phone call leading to an
appointment with a prospective client.
But that's pretty much where the
similarity ends.
Immediately after the call, John sends
out a hand-written card saying "thank
you for interest in my services. I'm
looking forward to our meeting."
John makes an additional smart move
- he sends another hand -written
thank-you card and a small gift (like a
Starbucks gift card) to the person who
He does it because he understands
the best way to develop a habit is to
reward it in the first place (remember
Pavlov's dog experiment?) so he tries
to make his referral sources feel good
about mentioning his name. And it
works – they talk about him more
often!
Broker Success - Issue 3 - Page 18 of 23
The following day, John sends out a
small package with POSITIONING
MATERIALS: a welcome letter, an
article relevant to prospect's situation,
his short self-published book, and an
audio CD.
This allows the potential client to
"sample" John's expertise on the
subject. It also builds trust, increases
prospect's appetite for his services,
and position him as an authority. Now
he'll be treated as a trusted advisor
and not just another salesman trying
to close a deal.
Incidentally, John knows that many of
his best prospects won't have time to
fully review those materials. He also
knows it really doesn't matter. All he
wants is to see his "stuff" sitting on
prospect's desk when he walks into
their office.
But he's still not done. A couple of
days before the scheduled meeting he
calls his potential client to briefly
confirm the meeting objectives, time
and place.
Continued page 19
Referrals .... Continued
from page 14.
So if this happens to you, here's
how to handle it.
You say: Can I ask a favour?
Would you give John a quick call
and tell him a little about my service
and how I helped you, then give me
a quick call letting me know to call
John and Julie?
I think you'll agree it's a far more
comfortable approach, and 9 times
out of 10, probably
10 or 10, will be met favourably.
So that's how to get connected
comfortably with a referred lead.
Marc Jarman
Founder and National Trainer
Lending By Referral
whenever you see it.
How to Turn More
Referrals into
Paying Clients ...
Continued from
page 18
After the meeting, John immediately
sends out another handwritten
"pleasure meeting you/thank you"
card.
Higher Frequency Leads to Greater
Familiarity
Visibility equals credibility. And
frequency translates into familiarity.
Don't believe me? Just ask yourself
how many people you "feel like you
know" because you see them or hear
from (about) them frequently... Point
made!
So let's now review how many times
John's referrals are exposed to his
marketing message:
1. When they first are referred to him
in a conversation with a business
colleague.
2. When they call him to inquire about
his services.
3. When they get his handwritten
"looking forward to meeting you" card.
gesture of appreciation, John's referral Factor to Referral Success
sources now take a more active part
I can already hear you whining, "but
in the process, inquire about how
that's too much work, I can't do that in
things are going, and frequently offer
additional help.
my business", etc., etc. And you are
right – but consider the upside: getting
Clear Expectations and Education more clients!
Lead to More Referrals
And the key is to SYSTEMIZE,
There is one other thing that AUTOMATE, and DELEGATE.
separates John from Steve.
Do you have to do this? Hey, it's your
Hi understands that his clients want to business – you don't have to do
give him referrals but often don't know anything you don't want!
how to do this. So he takes the time to
But the fact is – frequency builds
educate them and makes it easy for
familiarity. Familiarity builds trust. And
them to "give him away as a gift"!
we all do business with people we
Say what?! know, like and trust.
He hands each new client a sample of So you decide if getting more referrals
a great Attraction Tool (most likely an and turning them into paying clients is
audio program or a book), and informs worth adding a few easy steps to your
them that he'll gladly send this marketing system.
Attraction Tool to any of his new
By: Adam Urbanski
client's business associates at
absolutely no cost and no obligation –
all they have to do is ask for it.
He might even
hand the new
client a few
postcards
promoting the
Attraction Tool
and encourage
him to send it to
their associates.

4. When they get his Positioning Why bother?

Packet. (And again when they make Because by
time to look through the materials he sharing this
sends out) information
John's new
5. When he makes the reminder call clients are
two days before the meeting. actually helping
6. During the first meeting. their colleagues.
And it's easier
Notice, that at this point prospect has and less
been exposed to John's marketing awkward to send
message five times – comparing to out a postcard
only two times in Steve's process. and to share a
That's a 150% increase in frequency of resource, than to
exposure! hand over
7. When they get the handwritten names of
"thank you" card after the meeting. business friends.

Now, that they "know" John so well, All this increases

they TUST him enough to start doing the chances of
business with him. (Can you say KA- John's name
CHING!) coming up in
many casual
Plus, sending a thank-you card and a conversations.
small gift to the referral source proves
helpful as well. Motivated by his small Here Is the Final
Key Success

For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 19 of 23
Why not take on a coach?
SUCCESS Broker Coaching is a specialised "We are in the business of Providing Solutions to mortgage
mortgage broker coach and mentor. Our programs brokers".
give you the practical tools to take you to the top If you are wondering how you can make a real difference to
and keep you there. Our coaching is based on your business, we have the answer.
techniques that really work and we give you
detailed instruction on how to use and implement
them. You learn not only from us but from brokers
who have proved their success.
The SUCCESS Broker Coaching program is a series of
modules covering every aspect of the broking business.
Everything from how to plan, build, recruit, manage, even
how to sell your business.
From over forty years experience, we've learned and
compiled a huge library of information on what made us
money and what lost us money. Through our systems we
will share this with you. You will discover that what works is
not a mystery - it is a system. It can be learned and it can
be reproduced.
WHO WE THEY
SUCCESS Broker Coaching is a specialised mortgage
broker coach and mentor. Our programs give you the
practical tools to take you to the top and keep you there.
Our coaching is based on techniques that really work and
we give you detailed instruction on how to use and
implement them. You learn not only from us but from
brokers who have proved their success.
The SUCCESS Broker Coaching program is a series of
modules covering every aspect of the broking business.
Everything from how to plan, build, recruit, manage, even
how to sell your business.
From over forty years experience, we've learned and
compiled a huge library of information on what made us
money and what lost us money. Through our systems we
will share this with you. You will discover that what works is
not a mystery - it is a system. It can be learned and it can
be reproduced.
Their Programs:
Monthly Insights DVD jam packed with tips and techniques
from Australia and New Zealand's top brokers
Solution Driven Selling System
Seminars and workshops
Systems library - learn at your own pace
We have a "no fluff, how to" approach that is unique in the
industry.
We believe Mortgage Brokers are in the problem solving
business. Because we have been brokers ourselves, we
understand the demanding nature of the industry and the
challenges you face. So all of our systems are created with
our core philosophy in mind.

For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 20 of 23
 Health and Fitness
12 Ways to Boost Your Positive
Energy By: John Place
When mainstream America
thinks of the stereotypical
“positive person,” they envision
someone with his head buried in
the sand, ignoring life’s
challenges, smiling like a gomer
as his life falls apart.
But devil-may-care personalities
do not fit my definition of a
positive person. A real positive
person seeks to be a positive
force in the world, to make a
difference. He also keeps his
head out of the sand and works
to correct his problems instead
of allowing them to bear down
on him year after year. And
perhaps the defining
characteristic of a positive
person is his willingness to think
happy thoughts as he works
against insurmountable odds.
After all, if we’re going to change the
world (or ourselves), we don’t get extra
points for being miserable. With that in
mind, here are 12 simple surface
techniques to help anyone be more
positive while overcoming life’s
challenges:
1. Smile: If you smile, you’ll notice two
things: smiles are contagious, and they
actually improve your mood. People
respond to smiles with friendliness and
generosity, which could turn your
whole day around. Smiles even work
during telephone conversations, where
they can be heard clear as day by
whomever you’re speaking with.
2. Project Confidence: Boost the
positive energy in your
communications by providing
additional non-verbal cues: upright
posture, firm handshake, uncrossed
arms, calm demeanor, and appropriate
eye contact.
For more information, click this symbol
3. Dress the Part: You don’t have to
dress like James Bond everyday
(unless maybe you’re a caterer), but
dressing near the peak of
appropriateness for your surroundings
has 2 important effects: people may
lend you greater legitimacy and
respect, and because of this, you may
feel and act more empowered.
Superficial or not, the effect is real.
4. Say Something Nice: Every day, life
presents you with another opportunity
to say something kind, generous, and
genuine to somebody. Whether it’s
complimenting a co-worker on his new
tie or admiring someone’s
accomplishment, boosting the positive
energy in someone else’s life boosts it
in your own too.
5. Increase Positive Relationships: If Sometimes a single word can make all
you surround yourself with positive,
Broker Success - Issue 3 - Page 21 of 23
supportive people instead of deadbeats
and abusers – well, that’s half the
battle, isn’t it?
6. Group Learning: Find something
productive that you love to do (writing,
dancing, acting, programming, or
whatever) and then find a group of like-
minded people who are interested in
learning this activity with you. The
group is your support structure and
your growth catalyst, and it will help
you accomplish something you can be
proud of.
7. Morning Gratitude: Every morning,
remind yourself of all the things you
have to be thankful for: relationships,
shelter, food, family, and whatever else
makes you feel happy to be alive.
8. Turn a Problem into a Puzzle:
the difference, and “problem” is one of
those words. I’ve often wondered
if children would take more
readily to mathematics if we
called them math puzzles
instead of math problems:
problem is such a negative,
hopeless, impotent word. When
a problem descends upon your
life, think of it as a puzzle. Is
there a way to solve this puzzle?
If so, start putting the pieces
together, calmly and with
confidence.
9. Fill that Glass: Yes, the world
is full of negative circumstances
that require your attention, so
don’t bury your head in the sand.
But do remind yourself that there
are just as many positive forces
in the world as negative ones;
your fixation on the negative is a
matter of perspective and
choice.
Click here for the rest of the
article
whenever you see it.
 Broker Wheels
Baby Racer Knee-High to
a MINI Me
If your baby won’t take the
morning train, then the MINI
Baby Racer II is the next best
transport option.
It’s not a pink Cadillac or a little red
Corvette, but the New MINI Baby
Racer II will have the younger family
members throwing their toys out of the
cot until one is delivered, in its
distinctive Chilli red with contrasting
black seat.
Complete with big, cute-as-a-button
bright eye headlights, shiny chrome-
look grin, ahem, grille, and nappy-
friendly large plush seat, the new MINI
for the 1-3 year-old driver comes ready
to race down hallways and across the
lawn.
More advanced speed merchants can
perch one knee on the specially
grooved seat pad, grip the soft-feel
For more information, click this symbol
large-diameter steering wheel and on walls or furniture if the advanced
scoot their way around the veranda, Corner Baby Control traction system
using the built-in horn to warn unwary fails to prevent low speed impacts.
family members (and pets) of their Test drives are now available at MINI
impending arrival.
Garages across Australia. The take
With large look-alike alloy wheels and home price is $150 plus GST.
big plastic tyres (it’s OK Mum, they So, baby, now you can drive your own
won’t be leaving skid marks), the MINI car.
Baby Racer II can handle all surfaces
with ease.
And with softly
contoured
extremities, the
MINI Baby Racer
II won’t be leaving
any tell-tale marks
Unlimited leads
whenever you see it.
Broker Success - Issue 3 - Page 22 of 23
 OUT NOW!

For more information, click this symbol whenever you see it.
Broker Success - Issue 3 - Page 23 of 23