Want to know the secret of converting more leads?

There is no "one size" that fits all your clients

It’s all about having the right PROCESS. And not just one generic process, but a process for each client type.

That is what makes all the difference!

In our game, having a ‘one size fits all’ qualification process won’t cut it.

Think about it: Your qualification process for a First Home Buyer should be completely different to an investor, an upgrader, or a refinance client.

I recommend you document key points that are relevant for each client type. This way you have a reference point for when an enquiry is received, which in turn will help you become more efficient.

For example. An enquiry process for a First Home Buyer purchase should include some of the following points:

  • Are you aware of stamp duty discounts which you’re entitled to that may save you thousands of dollars?
  • Are you aware of family guarantor loans which can help you buy your first home much sooner?
  • Did you know that some lenders will include the rent you’re currently paying as part of genuine savings?

Get the drift?

Unless you document your lead qualifying process with pertinent points (for each client type) you won’t be consistent in your message and you’ll miss things.

Here is a case in point:

McDonalds was able to scale its business by asking one simple question “Would you like fries with that?”.

This not only contributed to the growth of McDonald’s across the world but also has become an iconic catchphrase on its own.

McDonald’s knows a burger never tastes as good if you don’t add on fries, and they’ve used that formula to build a more than $20 billion dollar company — all because of one simple question.


If you would like to know more about how our coaching programs can help you grow your mortgage broking business, contact us. Follow us on our Facebook page for more updates, tips and news.

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