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The Successful Adviser by James McCracken

The Successful Adviser is a podcast created for the mortgage and finance professionals who wants to become the preeminent advisor to their clients. James McCracken interviews some of the most successful advisors, influencers and suppliers in the mortgage and finance industry to share expert insights and real-life stories so you can achieve your goals and enjoy more success in your business.
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Now displaying: 2021
Nov 19, 2021

In this interview with Julie Bishop, I took a slightly different tact.

Yes, Julie and I could have just talked about all the great things going on in her business, which she co-owns with two other brokers.

But instead, we looked at some of the challenges and opportunities Julie has worked through to transition from a successful career in banking to establishing a highly referred broking business.

Some of the discussion points included:

  • When to pull the trigger on hiring staff
  • Structuring and profit-sharing of a jointly owned business (in Julie’s case, with Aaron and Mike)
  • Importance of vision and mission to the business and decision making
  • The need to take time to work ‘on' the business, not just in it

If you want to continue the conversation with Julie, you can email her or call her mobile, 0477 899 922.

Sep 9, 2021

Like practically all well-established brokers, it comes as no surprise that Belinda Caesar’s core marketing strategy is elevating her clients into raving fans so they can spread the good word.

Having founded her business in Melbourne, Belinda has since moved to Cairns to enjoy a very different lifestyle, which was evidenced by the 90% local humidity on the day of our interview.

Alas, I digress, as more impressive is Belinda’s intent to over-service her clients, through education, connections to her professional network and ongoing communication to ensure clients are supported as part of a comprehensive customer-journey support model introduced into her business.

As always, we cover a few topics including how Belinda manages her time and the gifts that her clients give her to express their gratitude for the great work she does.

Impressively, Belinda has a mindset of abundance around sharing her knowledge as well as being lifelong learning so she can continue to grow herself and in doing so, continue to grow her business.

If you would like to connect with Belinda, visit her website, go to the contact page and drop her a note or send her an email.

May 7, 2021

Quite literally, one of Australia’s first ever brokers, over the past 30+ years Marco Meloni has seen it all.

That said, it comes as little surprise that his secrets to success aren’t really secrets at all.

Be responsive, give great advice, deliver results and care for your clients. These are just some of the insights Marco shared during our interview.

Moreover, we also touch on how Marco, who is entering the twilight of his career can plan a gradual exit from his business in a way that makes it easier for their book to be taken over, clients to be looked after, and of course, appropriately remunerated on the asset and reputation he has built.

As always, I hope this interview educates and inspires you to continue on your journey.

And, if you would like to connect with Marco, he has generously offered his open-door policy for anyone in his neck of the woods (Leederville, WA), or you can ring the office on 08 9201 0999 and tee up a chat.

Apr 23, 2021

Bianca Patterson exhibits all the hallmarks you’d expect of a high performing broker.

  • Strong conviction in her value proposition
  • Willingness to invest in people and resources
  • Places high value on her time
  • Is clear on the people she wants to work with

And it comes as no surprise that over the past 10 years, her brokerage has been growing based almost entirely on referrals from highly satisfied clients.

Right now, Bianca has arrived at what most of us would define as ‘successful in business and is thinking about the next chapter of her business, her life.

Specifically, with a great flow of lead, clients and revenue, Bianca is thinking about how to slowly replace herself so she can retire by age 40 and have her team take on even more of the day-to-day responsibilities.

That doesn’t mean she’ll give it all up. 

Retirement is about giving herself choice and options as to how and where she spends her time.

And why?

So she can realise the next level of her own personal journey - and expand her impact on society.  

I think you will enjoy this episode immensely.

If you want to connect with her, you can reach her on LinkedIn.

Apr 9, 2021

Based in northern New South Wales just shy of the Queensland border, when COVID hit last year and borders were closed, for 8 weeks Jo Croft was unable to drive to her Brisbane office to see staff and clients. 

They say necessity is the mother of invention, and Jo had to find a new way to keep the business running.  And do it fast.

Suffice to say, Jo found a new level of leadership and decision making that caused her to empower and support her staff to take more ownership over their roles and the outcomes being delivered to clients.

Like many a broker, Jo has embraced technology to operate remotely, which has proved to be a game-changer. 

She is saving around 9 hours per week in commuting, which is time that can be spent on better servicing clients, operating the business and quality of life.

Moreover, despite the challenges, Jo’s volumes have grown year on year, and there are no signs of slowing down.

In this interview some of the topics we cover include:

  • Leveraging technology to provides operational efficiencies and operate remotely
  • Strategies for being a more effective business owner and manager for staff who are interstate
  • How to do an effective succession plan for the business
  • How to build a trusted local reputation in a ‘greenfields site’
  • And what Jo would do differently next time if she was to start all over again

If you want to connect with Jo, you can reach her on her Facebook business page or via Instagram.

 

Mar 26, 2021

Best by name, and by nature.  Right now, Kirsty Best from Living Home Loans is seeing the business achieve personal best settlement volumes, as she and her husband Andrew take full advantage of the booming property market.

 

Currently writing $6M / month with a view to doing more, Kirsty brings her life skills and financial acumen to fore to deliver a highly referable lending experience.

 

Moreover, Kirsty is part of a growing wave of women in finance who want to support, inspire and encourage other women to pursue a career and achieve what they’re worth.

 

In this interview some of the topics we cover include:

 

  • Niching strategies and who they say yes, no or maybe to
  • Instilling confidence into your team to create loyalty and productivity
  • Tools for automating and managing task and deal flow
  • Having a productive and profitable husband-wife working relationship 
  • And encouraging the ongoing representation, participation and growth of women in finance

 

If you want to connect with Kirsty, you can drop her an email or reach her on Facebook.

Mar 19, 2021

If you’ve ever had a husband, wife or significant other who has contributed to your business in a small or big way, you’ll love this episode with Jo Violeta.

Jo is the marketing manager at Violeta Finance.  By proxy of her husband Carl being the broker, Jo has focused on driving initiatives that have helped build Carl’s profile, the brand presence and make a significant impact on client acquisition.

Moreover, Jo’s experience is inspiring insofar as she has, like many before her, learned on the fly and put on a marketing hat even though she readily admits it wasn’t her background prior.

In this interview some of the topics we cover include:

  • Key strategies that have worked for their brokerage and be extrapolated across most broking businesses
  • How Jo accelerated her learning through short courses and investing in her own development
  • A marketing mistake that is funny and easily avoidable
  • How Jo and Carl have made their working relationship prosper while also protecting the sanctity of their ‘home life’
  • How Jo helped Carl go from the ‘secret’ that most people hadn’t heard of to a trusted professional who people sought out

 

And, Jo also runs her own podcast called Dream Home Podcast.

If you want to connect with her, you can email her or drop her a message on Facebook or Instagram.

Mar 12, 2021

Straight up, that headline is definitely correct, though it’s one of a few titles Sarah Wells uses to describe how she delivers service.

With a large portion of her clientele being medical professionals, Sarah has become their trusted advisor to give them the clarity, advice and confidence to achieve their goals. 

 

Or, as Sarah calls them, to get the Unicorn or at the Zebra.

 

Moreover, in the conversation with Sarah, topics we touch on include:

 

  • How she frames up a consultation to put her clients completely at ease
  • Fee for service and value-based-pricing
  • Strategies to capitalise on a niche 
  • And the 2% rule around how to help a client expand what they think is possible for them to achieve

 

If you would like to reach out and continue the conversation with Sarah, you can email her, call on on 0411 725 525, or connect on LinkedIn



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Watch this free training so you can run a more efficient, referable and profitable broking business.  

Feb 27, 2021

Many a broker has ventured into the 1-to-many business model, but they don’t all come out alive.

In this interview, Rose de Rossi shares how, in collaboration with her business partner Tracey Lea Gilbert, they have built a successful sub-aggregation group that expands their impact and grows their bottom line.

And they aren’t done just yet.

As Rose candidly admits, they’re very much in a growth phase and looking to bring on more brokers on the west coast, and in the east.

Moreover, in the conversation with Rose, topics we touch on include:

  • Proactive means to manage communication and relationships with a business partner
  • Standards of minimum performance and expectations their broker 
  • Strategies to optimising deal submission in the new BID environment
  • Protecting and respecting your personal time so that you can enjoy the journey, not just the destination

 

If you would like to reach out and continue the conversation with Rose, you can email her, call on on 0411 181 938, or connect on Facebook

 

Run a More Efficient, Referable & Profitable Broking Business :

Watch this free training so you can run a more efficient, referable and profitable broking business.  

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