When the why may be not enough!

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So you are clear on your why and you have all the inspiration now in the world and why not! You've been told that, “if your why is big enough the how will be easy”, yes? 

Well that maybe the case for some, but for most the hard work begins well before the client is sitting in front of you taking advise that will change their lives forever, yes forever. I believe the role of a mortgage broker is so critical in an age when we have lost a generation that understands financial fitness and how to build wealth over time. The nature of the relationship with a client and their broker should be one of education over the transaction. 

So if we play such a critical role, don’t you think that we should be prepared to take on such an important mantle for our clients? Nobody wants to have the brain surgeon doing their first operation, they want the one that has done 100’s of operations, but we all have to start somewhere, so preparation is the key. 

I once spent 6 months training for a surf trip in the gym, not in the surf but swimming, weights, running and breathing all in preparation not to just surf but not to drown! The first day I was surfing my leg-rope snagged the reef while I was waiting for a wave and dragged me under the water for over a minute, while being dragged backward and upside down! I didn’t panic, I knew I could hold my breath, I had done the training so I waited for the turbulence to die down before I resurfaced and got on with my surf.

In business your preparation is critical to enabling you to deliver an exception experience for your client. So how does a broker prepare and what are you preparing for?

One of the most common areas I coach brokers on is that they believe they don’t have enough time in their day to work on the business. So if you are preparing in the cracks, you don’t have time to waste, why keep trying and failing? Stop and do the work, the training, the mental gym workout to increase your chances of success. Don’t manage time, you can’t, you can only manage what you do with it, so put the development time in your diary today for at least once a week. Read a book, watch a webinar, use the time to improve yourself.

Whether you’re a new broker or seasoned veteran, one of the keys to your development is always be learning and have a growth mindset.

Carol Dweck from Stanford University wrote, that in a growth mindset, people believe that their most basic abilities can be developed through dedication and hard work—brains and talent are just the starting point. This view creates a love of learning and a resilience that is essential for great accomplishment.

I could not agree more. In an environment that is constantly changing and the need for brokers to adapt to new technology, social media marketing, credit policy, consumer behaviour patterns, volatile markets the need to always be learning in preparation for execution is a critical success factor to your business.

In my business Broker Essentials I mentor not just brokers looking to growth and scale their business but brokers that have been in the industry for over 15 years looking to change how they approach their business, their lives and re-establishing their why. Marshall Goldsmith one of my favourite leadership coaches once said, “ An individual that resists help has maxed out personally and professionally.”

So to all the brokers that want to be better in all facets of their business, preparation through the development of your knowledge is the key. So love the learning, work with your aggregator, your business coach, your peers, your BDMs or me and seek out to be the best possible broker you can be everyday and not just once a year at a conference or a PD day. Breath in all of your daily interactions, treat them as learning’s in your life and look at them through the lens as a customer and what this could mean to your business.

https://www.theadviser.com.au/blogs/39202-when-the-why-may-be-not-enough?utm_source=TheAdviser&utm_campaign=10_06_19&utm_medium=email

https://www.theadviser.com.au/sponsored-features/38986-meet-the-mentor-jason-back2

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Jason Back is the Director of Broker Essentials and is a well know figure in the finance industry and sort after media commentator. In 2016 Jason foundered Broker Essentials and launched a training course for brokers after years of inquiries into the best practices and habits of a high performance business.

Jason was the Managing Director of The Australian Lending & Investment Centre (ALIC) and has been instrumental in taking ALIC to the forefront of the mortgage brokering industry. In 2014,15,16 and 2017 ALIC was voted the top independent brokerage of the year by Mortgage Professional Australia, Australia’s best brokerage in 2014 & 15 at the Australian Mortgage Awards and MFAA in 2016 and 2018.

Jason has created a practical and targeted program for brokers and administration staff that will help them grow their business by focusing on sales through service excellence. Jason’s Broker Essentials will take you through the behaviours of the nation’s best brokerage focusing on process, business management and the client journey.

Jason has over 27 years’ experience in the finance sector, having worked in senior sales, distribution and management roles for ANZ and having provided financial advice and services on behalf of financial planning, equity trading platforms, private banking, lending and retail distribution brands.

More details can be found on LinkedIn https://www.dhirubhai.net/in/jason-back-broker-essentials/ and at Broker Essentials www.brokeressentials.com.au