There are many nice, polite, pleasant, and well-meaning brokers out there. But sometimes their communication style often doesn’t result in the number of conversions, income or lifestyle  they want to achieve. 

Instead, because of their generous nature, they can be weighed down by carrying other people’s stress and occasionally have clients or staff walk all over them, which causes them to work harder, but not necessarily have more to show for it.

In this episode of The Successful Adviser, I sit down with Sofie Chapman, a veteran finance and mortgage broker based out of Adelaide. We discuss how brokers can reassess their communication strategies in high-stakes situations. 

After all, mastering the art of effective communication will help every broker seize the outcomes they’re after.  

The Key Questions:

• Do “nice brokers” achieve the results they want? (7:25)
• What’s the difference between communicating effectively vs. authentically? (9:35)
• How can brokers ensure that their communication is crystal-clear? (10:38)
• Does being stubborn in the right contexts pay off? (24:46)

What You’ll Discover:

• The importance of projecting confidence (9:10)
• A tip on working with first-time buyers (11:35)
• A tip on communicating with clients when things aren’t smooth-sailing (26:35)
• Why having a continuous improvement strategy is so important (28:29)

You can listen to this episode right here.

To your continued success,

James.

At age 20, when most young adults are figuring out what they want to do with life, Kim Davie became a property owner.

With an avid interest in property investing, Kim turned her back on corporate in search of a more rewarding and flexible role, and naturally, broking became that profession.

With an abundance of life and professional skills to support her vocation, 6 years on, Kim is relishing the decision.

Like many respected brokers, her business is based on trust, relationships and service, which in and of itself, has been a catalyst for growth.

Though, as is always the way, Kim has experienced learnings disguised as mistakes that have helped her become clearer on her business model and how to find the balance between work and life.

Over the past year, Kim has introduced new tools, staff and structure to provide workflow efficiencies, save on travel time and enhance service levels.

These days, not only is Kim nearing capacity and in search of her next team member, she has earned the trust of lender BDM’s who refer their own family for Kim to look after.

If you would like to continue the conversation, you can reach Kim via email.

When it comes to a broker’s subconscious or unconscious beliefs, the issue isn’t whether these beliefs are right or wrong. It’s their real-world impact that ultimately matters. Are those beliefs serving that broker’s personal and professional goals? Or are they getting in the way of their key objectives?

In this episode of The Successful Adviser, I talk with Jane Slack-Smith, the founder of Your Property Success. And we discuss how brokers can identify and iron out the kinks in their belief system, build a more rewarding business and have a bigger impact on more people. 

Tune in to discover how brokers can work through their limiting beliefs and sustain new versions of themselves. 

The Key Questions:

• What can brokers take away from marketing research on consumer behaviour? (3:29)
• Is collaboration just as important as competition? (4:57)
• Can you get rid of your beliefs? (11:27)
• What can a mindset of abundance achieve for your business? (16:22)

What You’ll Discover:

• The subconscious and unconscious factors that influence property-buying decisions (4:53)
• The differences between cynics, dreamers, gamblers, and achievers (8:13)
• The key to sustainable progress and continuous improvement (14:27)
• Why many people build their businesses with a negative vision (15:02)

You can listen to this episode right here.

To your continued success,

James.