What Steps Do I Need To Take When Recruiting New Team Members?

LVR Podcast

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תוכן מסופק על ידי Ruan Burger and Marissa Schulze, Ruan Burger, and Marissa Schulze. כל תוכן הפודקאסטים כולל פרקים, גרפיקה ותיאורי פודקאסטים מועלים ומסופקים ישירות על ידי Ruan Burger and Marissa Schulze, Ruan Burger, and Marissa Schulze או שותף פלטפורמת הפודקאסט שלהם. אם אתה מאמין שמישהו משתמש ביצירה שלך המוגנת בזכויות יוצרים ללא רשותך, אתה יכול לעקוב אחר התהליך המתואר כאן https://he.player.fm/legal.

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In the latest episode of The LVR Podcast, hosts Ruan Burger and Marissa Schulze sit down with Guest Darren Saul from Saul Recruitment to discuss the crucial steps for recruiting new team members. We address some common challenges faced by business owners when it comes to hiring, especially in a competitive market where finding the right fit is paramount. Darren shares his expertise, offering valuable insights into the initial considerations and strategies for successful recruitment.

The episode emphasises the importance of understanding your business needs, leveraging technology and systems, and developing a strong Employee Value Proposition (EVP) to attract top talent. Marissa and Ruan also explore the anxieties small business owners face during the hiring process and provide practical advice on overcoming these hurdles. The conversation is rich with actionable tips and strategies to ensure that business owners can build a cohesive and productive team.

Key Learnings:

Understanding your actual requirements prevents unnecessary hires and optimises resource allocation.
Make your business attractive to potential hires by showcasing your company culture, growth opportunities, and the value you place on employees.
Use technology to streamline processes and improve efficiency.
Honesty builds trust and attracts candidates who are genuinely interested in being part of your journey.
Always be on the lookout for potential talent, even if you’re not actively hiring.

Key Quotes:

“Recruitment is not just about filling a position, it’s about finding the right person who fits your business culture and vision.” – Ruan

“Your Employee Value Proposition should be as strong and well-articulated as your client value proposition to attract the best talent in the market.” – Darren

“Treat your employees as your most important clients. If they’re happy, they’ll ensure your clients are happy too.” – Marissa

“In recruitment, it’s crucial to ask better questions to understand what the candidate truly values and how they can contribute to your business.” – Ruan

“Honesty and transparency with future employees go a long way. It’s about setting the right expectations from the start.” – Marissa

“It’s not just about what you offer in terms of salary or persk, it’s about how you come across as a business owner and the culture you create.” - Darren

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

Marissa Schulze Linkedin

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Rise High Financial Solutions

More From Ruan and his company, Success and Broker:

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Success and Broker

57 פרקים

#MBA #Business #Podcasting Education #Ruan Burger and Marissa Schulze #Marissa Schulze #Ruan Burger #Mortgage Broking #Mortgage Broker #Mortgage Broking Australia

What Steps Do I Need To Take When Recruiting New Team Members?

LVR Podcast

published לפני שנה

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MP3•בית הפרקים

Send us a text

Key Learnings:

Understanding your actual requirements prevents unnecessary hires and optimises resource allocation.
Make your business attractive to potential hires by showcasing your company culture, growth opportunities, and the value you place on employees.
Use technology to streamline processes and improve efficiency.
Honesty builds trust and attracts candidates who are genuinely interested in being part of your journey.
Always be on the lookout for potential talent, even if you’re not actively hiring.

Key Quotes:

“Recruitment is not just about filling a position, it’s about finding the right person who fits your business culture and vision.” – Ruan

“Your Employee Value Proposition should be as strong and well-articulated as your client value proposition to attract the best talent in the market.” – Darren

“Treat your employees as your most important clients. If they’re happy, they’ll ensure your clients are happy too.” – Marissa

“In recruitment, it’s crucial to ask better questions to understand what the candidate truly values and how they can contribute to your business.” – Ruan

“Honesty and transparency with future employees go a long way. It’s about setting the right expectations from the start.” – Marissa

“It’s not just about what you offer in terms of salary or persk, it’s about how you come across as a business owner and the culture you create.” - Darren

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

Marissa Schulze Linkedin

Marissa Schulze Instagram

Marissa Schulze Facebook

Rise High Financial Solutions

More From Ruan and his company, Success and Broker:

Ruan Burger Linkedin

Ruan Burger Instagram

Ruan Burger Facebook

Success and Broker

57 פרקים

#MBA #Business #Podcasting Education #Ruan Burger and Marissa Schulze #Marissa Schulze #Ruan Burger #Mortgage Broking #Mortgage Broker #Mortgage Broking Australia

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לפני 3 years16:12

16:12

Send us a text Back in the day, a broker could do a deal on the back of a fax and voila. These days with more compliance, quality control and deadlines from lenders and clients a broker needs more support and that support can come in the form of smart systems. Broker Engine is a workable tool for any broker. Here's more about Broker Engine: Broker Engine handles the entire life cycle of the client, the leadflow to dealflow to running reviews and client maintenance so that you retain more clients. All these systems help a broker to manage a successful client relationship over time and ensure that you are retaining more clients. If I was to sign up tomorrow to Broker Engine, how much time will it take to get it running? With Broker Engine we supply the workflows out of the box and have a customer success team to support our clients so we suggest it takes about three weeks to get it up and running, so not long at all. For Broker Engine, we see: The broker likes it, team likes it, the client likes it. It helps to document the processes and systems so that the things that typically gets missed from a workflow are put into a structure, allowing a team to become at least 20% more efficient. Broker’s who are business builders and building a team to scale, then Broker Engine can help you achieve a more powerful business flow. The whole workflow and the client engagement can be managed in a powerful way with Broker Engine. Key Quotes “Leadflow is what gets you the appointments and what gets you the activity.” - Ruan “After the loan settles, aftercare can be built into the system via email and sms, so it takes the headache away from brokers having to remember everything.” - Will Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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How To Attract And Retain Top Talent With Guest Paul Findlay from Reach 21:43

לפני 3 years21:43

21:43

Send us a text A lot of brokers struggle with the attraction and retention side of the business. REACH is a great tool that business owners can rely upon in their recruitment process to have the confidence that they are finding the right people in the right team. However, it’s also about retaining them and keeping your culture thriving. The goal is to have a team that love what they do, adding value to the business every day and shouting from the rooftops of what a great place your business is to work! REACH is a capability and culture platform which is data led and automated. There is a profiling element as well as a huge learning platform, a culture platform and a leadership element plus much more. A typical profiling tool helps an employer identify someone who fits the role (but it doesn’t say this is some learning you can dive into to help you get to the next stage in your career and it doesn’t say this is our culture, and this is where you want to work) REACH does. REACH uses data and automation that gives a team member their own micro learning that is in the moment and specifically suited to that team member’s growth. REACH helps to create the foundation for learning then gives a team member their personalised learning which they can work through independently and grow their skills. For leaders, owners and managers who enjoy coaching their team and having their hands in the upskilling then the platform gives the learning platform for managers to use in their coaching process. You can apply REACH surveys to any part of the application process. You get the insights into whether an applicant will genuinely enjoy the work associated with the role on offer, and how they will fit in with your existing team and culture. You get the data to be confident that you can bring them into your business and sit them up for success. The culture survey element of REACH can bring so much feedback and awareness to a leadership team on how the team and individuals are feeling (and how engaged they are) about the business. When you don’t have the data point to get some awareness, then you have a revolving door of people who keep leaving the role and company and you don’t know why. Key Quotes “The talent is out there, it’s just a very competitive marketplace…and people are moving jobs a lot, trying to find the workplace they can add value and have a meaningful career”. - Paul “There’s more to it than the recruitment piece. The culture element is huge and the 360 platform for the managers too.”- Ruan Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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How To Protect Your Client Base with guest Adam Grocke 22:13

לפני 3 years22:13

22:13

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How Beneficial Are Pre-Approvals In Changing Market Conditions? 14:34

לפני 3 years14:34

14:34

Send us a text How Beneficial Are Pre-Approvals In Changing Market Conditions? Key notes: Are they worth doing in the current market where assessment rates and interest rates are changing. We have got to start understanding the time we spend with the client and the time we work for the client. If you get a client pre-approved through a particular lender and you know that another lender is coming out with a better offer in a few weeks, then you’re doubling your work. Pre-approvals can be worthless in a lot of situations if the property price changes, or a client’s situation changes or so many other things so there are a lot of challenges. For some clients it’s dicey for them to bid at auction if they don’t have a pre-approval. Make a call on which clients can proceed with the application and have plenty of spare equity and deposit so that if something changes, they’ll be fine. A mortgage broker needs to educate your clients that a pre-approval is not a guaranteed approval. You can help them to understand what it is, and what it really means. If you’re not willing to do a pre-approval for a client you may lose that client, or your client might not feel comfortable going for auction properties without the pre-approval. Understand a client’s ceiling of what they can borrow and educate them around the options available for them. The lenders reserve the right to reassess applications after pre-approval or even formal approval. A pre-approval is not as valuable as most clients feel that it is. If we’re doing a pre-approval then why are we doing it, what is the value, and how do we maintain it to become an approval for the client? Key Quotes “We need to tell the story a little better for the client. A pre-approval is just a piece of paper, but you tell the client the story and get them to talk to you as their advisor and connect with you.” - Ruan “Find your skill of engagement rather than your skill of securing pre-approvals” - Ruan “Making sure your clients understand what a pre-approval is, what it means and that it’s not a formal approval.” - Marissa “How valuable is a pre-approval for most clients? Probably not as valuable as clients think. But is it important?” - Marissa Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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The Best Way To Diversify Into Commercial For Your Business...with guest Dino Pascella 20:44

לפני 3 years20:44

20:44

Send us a text Diversifying into Commercial is a big topic! When you work in the Resi space it’s the “know what you and don’t know what you don’t know” point that holds a lot of brokers back about diversifying. There’s a fear that commercial lending is a bit harder than residential lending, but like anything it’s a learned skill. Diversifying is important, because if you’re not servicing your customers' needs then they’ll be going elsewhere where they can get all their needs met. Having that suite of offerings for your clients is about not loosing your clients to a competitor and there are plenty of opportunities to learn commercial lending, the support is there if you go looking. If you’re entering the industry, put Commercial on the front of your list and learn it at the same time as Resi so you can learn both at the same time. Mortgage Brokers are so busy and they’re keen to do their best and some brokers see Commercial as taking time away from them, so if you’re new to the industry learning how to do both at the same time is a great idea. Diversifying into Commercial means you’re adding another revenue stream for your business. Third party networks or Referral offerings can give you on the job training as you build up your commercial knowledge, whilst earning some extra income. The commercial lending space is growing, and if you’re not starting to get a piece of that market share now, then you will miss out on some clients who are looking for commercial writers. If you’re starting off, brokers are advertising what they’re doing better than what they were five years ago, so businesses are becoming that one stop shop. Mature businesses are also starting to offer more diversify through introducing a commercial broker or partnering with a third party. If you’re not a part of commercial lending and start learning today, you will get left behind. Commercial projects can stay on your books for longer periods of time so it can be challenging with a broker writing a lot of residential loans writing commercial loans. If you do work with a third party partner then start to communicate that your business can do commercial loans now. Start building stronger relationships with your referral partners and advise them of your desire to do commercial loans. Use your BDMs to build stronger connections for commercial. Key Quotes “What are your thoughts Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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How Do I Bullet-Proof My Business In A Changing Market? 14:55

לפני 3 years14:55

14:55

Send us a text Markets are changing! Lead flow has been in abundance, and now you could find yourself in a moment where it stops happening, becomes a little harder. How do you ensure your flow is protected and it remains? We’ve had a good run of people wanting to buy, due to our last decade of changes and now we’re going to see interest rates rising and the demand for property easing and that will change the demand for mortgage brokers. It’s fair that mortgage brokers will be concerned about this - but there are ways to bulletproof your business and adapt with the change. Go back to the very things at the start that brokers do really well. We’ve been so reactive on activity and you may find the gap widening now. Bring in different strategies: once a week force yourself to have more proactive conversations with your database and your referral sources. A lot of mortgage brokers have been so busy writing loans they haven’t put in the time into lead nurturing and lead generation work. Now is the time to do this. Some of us have been spoilt over the last 18 months and now you will have to shift. Block out time each week or each day to allocate working on your business and building your client base. Understand what pipeline is vs what database is. Be conscious about being busy for busy-ness and busy for business. Understand the work you’re doing vs the return on investment. Be clear on your reason for calling and your reason for engaging with your leads and with your database. Some mortgage brokers thrive when there is complexity in the market and consumers turn to brokers for support and education. You can be there to stand up and support your clients in a new way. Your clients want that feedback from you and for you to be an advisor and a trusted voice, but you need to make sure you plant that seed and become the source they turn to when they need advice and education. Families grow and change and life events happen and need to restructure their finances and talk to their broker - so you need to be Investing time in your business to proactively find and nurture your leads. Proactive time invested in lead nurturing and building your client base is a long term goal but it is worth it. Create rhythm in your business and you don’t need to look at the moment. Build these activities into your routine and they become habits so no matter what is happening in the market you can support your business growth. Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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How Mortgage Brokers can introduce Insurance Broking into their arsenal - Guest Corey Jellicoe 14:23

לפני 3 years14:23

14:23

Send us a text Key notes: Each State in Australia has different rules when it comes to risk and insurance. So you need to introduce insurance early with your clients, especially in Qld and SA. The recent floods have really highlighted exactly what an insurance broker does. It’s super important. Insurance brokers do a similar thing in working one-on-one with a client from A to Z. When it comes time to lodge a claim you have a broker that is representing you in that claim. We lodge the claim for you and deal with any assessors or property managers and we take that stress away from the client. My role as a broker changes in the times of big events like floods. When that happens then I become a claims specialist. At the moment it’s an interesting time; building industry has been hit hard, building materials are low, insurers are flying assessors over from different companies to help with claims, it’s an interesting period. When buying a new home, there is typically a 21 day cooling off period for your policy or if the house contract falls over, so you need to be aware of what your policy covers, from when and what happens when settlement happens and when the charges are due. The option of paying your home and contents insurance monthly is a great way to manage your monthly household budget. Any area that has been affected by the floods could see a rise in premiums and the mortgage broker can help to make clients aware of this early. Generally you will save 20% on insurance when you go direct to an insurance provider however policies with a broker will be worded more in your favour and at the end of the day, if you have a claim then you’re represented come claims time and you get what you pay for. Working with an insurance broker you are creating a long term relationship and you have someone taking care of you. A mortgage broker and insurance broker really work hand in hand and I work to make the mortgage broker look great. Key Quotes “It’s so important to have those insurance conversations early on”- Marissa “Each State in Australia has different rules when it comes to risk. You need to introduce insurance early with your clients.” - Corey “Having a broker back you up takes that stress away from you.”- Corey “It’s the service proposition that sells it. ” - Ruan Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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How to go "Commercial" with guest Stuart Donaldson 19:08

לפני 3 years19:08

19:08

Send us a text Going Commercial with Stuart Donaldson From Accendo Financial Today we’re talking about “Going Commercial” and diversification with equipment finance, asset finance and commercial lending and what will that mean for you with Stuart Donaldson from Accendo Financial. Commercial is a different beast! Firstly you need that commitment that you want to diversify, then find ways through workflow, automations and other things to find capacity in your week. Then once you have capacity, you can start to diversify. It is a commitment and brokers are so busy, and you might think “I want to do it, but not now”. I would ask them; “If not now, then when?” You need a plan. Understand what are you strengths and weaknesses, what are your capabilities, what is the plan or who are the people to help you make this happen. Commercial lending does come with its own skills, knowledge and accreditation. How can someone get to the next stage to be a commercial writer? “Going Commercial” doesn’t happen overnight. Attend the PD days, get specific training about commercial lending and cashflow and pulling it all together and join a mentoring program. Do you find that most people going through the training business owners or brokers? It’s more the mortgage brokers themselves. We deal separately with business owners. Building a client base for commercial is different than residential. So the first few months of the training we do, some of the topics we walk through; “How do I create awareness, how do i build relationships, how do i build a database, how do i present on social media…” which is all about building trust and awareness with your client base. If you lack experience, but not desire you can definitely get experience with SME. Pick a partner who is able to work with you and educate you as you go. Top Three Tips To Attract more SME and Commercial Clients: Pull the trigger: Do something about it. Be prepared to have a plan: Do your research and know where you will get your skills to achieve it. Explore your database: Understand your database, who is in the list, what is the potential there. And - get a mentor. Accendo runs a small group, intensive mentorship and can help with gaining accreditation for commercial lending. It is definitely a partnership more than a coaching relationship. We also have an alumni program with the Accendo group of experts. See here for more details: accendofin.com.au Key Quotes “What is the difference between a broker doing both residential and commercial and a broker to specialise in one or the other? ” - Marissa “Wh Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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How to Attract and Retain Women in the Mortgage Broking Industry with guest Jane Counsel 22:00

לפני 3 years22:00

22:00

Send us a text The stats don’t lie: the mortgage industry is not representative of the clients we serve. There is a lack of diversity and females in the industry, currently sitting at 25.6% of the total market. Today we're taking a look at how to attract and retain more females into our industry with Jane Counsel. The biggest challenge we have right now is around retention. We need to try new and innovative ways to attract and retain women into the industry. We won’t see a massive shift if we only focus on monetary or financial success for brokers and loan writers. Women value different elements. We also need to stop just talking about the lack of women in the industry, and thinking it’s a ‘women’ issue to solve. There’s a lot of talking - we need to move and try different things. We need to prioritise this as an industry issue. What are the three things that need to be done? 1/ One of the biggest things that will make a difference is male leaders actually getting involved in solutions. (And it does happen - Darren Little from smartmove has a great story around this.) 2/ Innovation and courage in taking greater risks and doing things differently. 3/ Making female brokers a strategic opportunity. Women working in flexible or part-time positions are actually more productive workers. If we don’t move beyond the barriers, build trust and respect with our diverse client base and move beyond just talking about the lack of women representation, there’s a massive lost opportunity in this industry. The women opportunities initiative with the MFAA is about starting the conversation, starting the change and building the blocks for closing the perception gap, changing the way women are viewed in the industry and increasing the value of women as business owners in the industry. We have to look at the small messages we send every day to women in the industry about seeing them as equals. It’s up to the business owners to create solutions for more part-time brokers, then you will attract more women brokers, and the business owners need to create systems to support this, so clients are still looked after when that broker isn’t working. There also needs to be a willingness to change, and do things differently that might not see an immediate return. A huge opportunity for the industry is to attract women into the industry as they leave university, as they leave school and get them trained and active in the industry before they start their families. Having families is the most challenging time to retain women. So there needs to be an attraction and a retention strategy. Please take a look at The women opportunities initiative with the MFAA here Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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What Are The Five C's That Make A Successful Broker? 13:58

לפני 3 years13:58

13:58

Send us a text The 5 C’s - well, they stand for: Compliance, Control, Communication, Common Sense and Client. Compliance is there to protect you - that’s how you can think of compliance. Follow the system that protects you and it will protect the client as well. Control is about how you present the package, the platform, your offer - everything to your client. Control is non-negotiable. This is how business needs to be done. These are the parameters of working with me. With control comes communication. If you think you may have communicated something or you think the client would automatically know something - just recommit it to them. You don’t know, what you don’t know. Compliance is first because it’s so important - but all the 5 points are really about Communication. Common Sense is a big one, because it’s sometimes forgotten. If you feel like something hasn’t registered for the client, pick the phone back up and just reiterate that point. That client will most likely love the fact you’ve double-checked with them. The client engagement and experience is going to be exceptional if all the other C’s have been ticked off. The 5 C’s model really hits the nail on the head of what every mortgage broking business should be covering off and doing well. All of the 5 C’s work together in a union. Start using the 5 C’s every day! Key Quotes “Are you able to say “as per”. As per my text, my email, my conversation - can you tick the box on you being able to communicate along the way?” - Ruan “Clients are going to hold you to what you’ve told them.” - Ruan “We forget what people don’t know. The longer you’re a broker, the worse you can get at this! Remember: Not everyone will know the ins and outs of loan writing.” - Marissa. “How do I make the clients feel? Like clients or customers?” - Ruan Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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How Do You Know When You're Ready To Grow Your Team? 15:32

לפני 3 years15:32

15:32

Send us a text Think ahead - be strategic - look at where you’re wanting the business to grow. What will your role look like in 5 years or 10 years? What will your team’s roles look like in 5 years or 10 years? Think about when and who you will need. It’s not easy for a small business to know the money coming in vs the money going out and financially not feel ready. It is difficult to let go of that money and take responsibility for someone else’s wage when you look to grow your team. Think about building your team long term and the long term return. When you contemplate where they’re going to fit into the business, what role they will have, how will that free up your time, and the time of the people already on your team? Accelerate the higher income earning duties and delegate the lower-income earning duties. The growth of the business financially will outweigh the cost of investment of that person’s wage. When thinking of adding another admin staff member, think about how much time that role will save you - say 10 hours a week - and how that time can be reinvested. It’s difficult to find a team member that is great at everything and can do everything exceptionally well. So you can support different team members in different ways. There are so many ways that you can find the right people, even in your own database and your clients. If you make the decision to grow - be consistent with it. And knowing where you want to go will help you find the path to get there. Key Quotes “You either recruit to grow, or you recruit to fill. If you recruit to fill, you’re too late. Think about recruiting to grow.” - Ruan “You can only grow so much without recruiting. You need to consciously think about this.” - Ruan “Most businesses wait until they’re desperate. And when you’re working from this place, it’s easy to make the wrong decision. ”- Marissa. “It’s still scary every time you bring on new people, it’s another wage, another expense, another obligation”. - Marissa “Whilst it’s scary to take the leap - every single person I’ve ever spoken to about this - has said ‘I wish I took on staff earlier”. - Marissa “A lot of our team members actually started as clients!” - Marissa Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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Should I Recruit Admin Staff Locally or Offshore? 16:43

לפני 3 years16:43

16:43

Send us a text Offshore vs onshore employment - how it can increase productivity and support your business goals. As your business grows and you do need more admin support, there are many advantages of offshore teams. The biggest advantage is a lower cost for offshore teams. Or is it? Sometimes it takes time, a few failed starts to find the right offshore team members. There is an increased risk for data security that you must consider when working offshore. You must consider this and mitigate this when you make this decision. Think about the jobs you don't want to do, and what is the cost to passing them on? Career paths for your team is something to consider; the training and support you can give an onshore admin team to grow and develop with you is usually not an option for an offshore team. Think about your bigger business goals; and plan to recruit for growth, not to recruit to fill a position. You can find incredibly skilled, motivated and reliable people offshore; you must make the process really bulletproof to see a high return on your investment. Some businesses can use offshore team members really successfully, it comes down to planning and expectations. There is no right or wrong answer here; there are pros and cons for both options. The one thing you can’t do is shortcut any solution. You can have goals and expectations but it comes down to testing what is working for your business. Growth opportunities do come from having a local team. You can recruit from within and use your local admin team as a training ground for future mortgage brokers. Local teams mean that you have increased face to face time, and increased training and support for our team. Big message: Think about what type of business you have now, what type of business you want in the future, your customer experience expectations and then decide whether offshore or local recruitment is for you. Key Quotes “If you recruit to fill, you’re too late. Think about recruiting to grow.” - Ruan “Getting the right person is easier said than done.” - Ruan “Explore the type of business you are, and what capacity you have to train someone. If you don’t have the to invest, you can still get great admin support they may just need to shadow you. ”- Marissa. “All these decisions impact your customer experience expectations and impact how you interact with your client base”. - Marissa “It comes down to a gut feeling, your comfort level and what you feel Ok with”. - Marissa Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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How to Handle Loan Declines 11:40

לפני 3 years11:40

11:40

Send us a text Loan decline is something that every mortgage broker wants to avoid because getting a loan decline for a client is pretty upsetting (not only for the client but also sharing such news is also something that you want to avoid). So, how can brokers handle loan declines better? Communication is Key! As a mortgage broker, you can educate your client about the possibility that declines can happen. Be upfront about the lender’s expectations, do your research and prepare the loan offer in such a way that it’s methodical and you’ve checked off all the subtleties of the loan procedure in depth (for that lender). Then go one step further and explain the process of what happens when a loan is rejected. Have a Plan B and share it with your client upfront. So that if a decline happens both you and the client are aware of the next steps. Do your forensic research upfront. Do the investigations into what could be rejected by the credit assessor, get the appropriate credit reports of the respective client, collect bank statements and review them appropriately. Think ‘what could come up’ and deal with it. This will ensure that there are more chances of a loan being approved if all the documents meet the creditor's and lenders criteria and hence the chances of loan decline will be much less. When A Decline Happens: Deal with it. When a loan is declined, don’t complain about it and don’t stick your head in the sand. Find out why it got declined and get a solution so that you and the client is prepared for the next attempt. Learn from your mistakes and take action to get the right decision in the next attempt. If you don’t “learn from your mistakes” you will repeat those errors. Control the relationship with the client whether the loan is approved or declined. The way you handle a decline can give you big credit towards how the client views the relationship. Share all information you have with the client, tell them what went wrong with the loan, and what can be done better. These things go a long way in winning the trust of the client and it can also ensure the client stays with the broker for life. Transparency, honesty, professionalism - it matters a lot in a decline situation. Key Quotes “If you treat every deal as a decline, there is a better opportunity of one being approved.” - Ruan “If you get a decline - deal with it. Fix it. Don’t complain about it. It happens to us all.” - Ruan “Own that moment. It’s up to you to ensure the client gets that experience that they signed up for”. - Ruan “Look at every deal and review everything forensically as to what could the credit assessor find? Do that forensic assessment upfront and you Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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What Steps Do I Need To Take When Recruiting New Team Members? 24:14

לפני 1 year24:14

24:14

Send us a text In the latest episode of The LVR Podcast, hosts Ruan Burger and Marissa Schulze sit down with Guest Darren Saul from Saul Recruitment to discuss the crucial steps for recruiting new team members. We address some common challenges faced by business owners when it comes to hiring, especially in a competitive market where finding the right fit is paramount. Darren shares his expertise, offering valuable insights into the initial considerations and strategies for successful recruitment. The episode emphasises the importance of understanding your business needs, leveraging technology and systems, and developing a strong Employee Value Proposition (EVP) to attract top talent. Marissa and Ruan also explore the anxieties small business owners face during the hiring process and provide practical advice on overcoming these hurdles. The conversation is rich with actionable tips and strategies to ensure that business owners can build a cohesive and productive team. Key Learnings: Understanding your actual requirements prevents unnecessary hires and optimises resource allocation. Make your business attractive to potential hires by showcasing your company culture, growth opportunities, and the value you place on employees. Use technology to streamline processes and improve efficiency. Honesty builds trust and attracts candidates who are genuinely interested in being part of your journey. Always be on the lookout for potential talent, even if you’re not actively hiring. Key Quotes: “Recruitment is not just about filling a position, it’s about finding the right person who fits your business culture and vision.” – Ruan “Your Employee Value Proposition should be as strong and well-articulated as your client value proposition to attract the best talent in the market.” – Darren “Treat your employees as your most important clients. If they’re happy, they’ll ensure your clients are happy too.” – Marissa “In recruitment, it’s crucial to ask better questions to understand what the candidate truly values and how they can contribute to your business.” – Ruan “Honesty and transparency with future employees go a long way. It’s about setting the right expectations from the start.” – Marissa “It’s not just about what you offer in terms of salary or persk, it’s about how you come across as a business owner and the culture you create.” - Darren Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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What Are The Pathways To Bring Commercial Lending Into Your Business? 22:36

לפני 1 year22:36

22:36

Send us a text In this episode of the LVR Podcast, hosts Ruan Burger and Marissa Schulze, along with guest Trent Carter from Provident Lending Business Solutions , delve into the pathways for mortgage brokers to integrate commercial lending into their businesses. They address common barriers such as time management and knowledge gaps, and explore strategies for success in commercial lending. The conversation provides valuable insights on maximising opportunities within your existing client base, the importance of education and mentorship, and the potential revenue benefits of diversified brokerage services. Key points from the episode include: Overcoming fear and hesitation related to time and knowledge in commercial lending Importance of time management and delegation to explore commercial opportunities Shift from product-focused to client-focused brokerage to unlock potential in the self-employed sector Commercial lending's significant impact on brokerage revenue Education and mentorship as keys to confidence and success in commercial lending Non-traditional referral sources can be crucial for business expansion Technology's influence on the brokerage industry and the increasing importance of complex lending solutions Key quotes from the episode include: "It's around getting that confidence around you don't need to know everything, and to get comfortable asking the right questions." - Trent "To anyone saying they don't know where to start when it comes to commercial lending, if this is truly a lane that they want to open in their business, you guys have gone and built the highway so to speak." - Ruan "There's more options and opportunities for clients out there with technology, we as brokers need to get a lot better at handling the more complex stuff because that is the stuff that is going to be harder for technology to fill the gap." - Marissa "I actually think that if you do get educated in that commercial lending space, it actually makes you a better resi broker too." - Trent "With human interaction, it's just such a good opportunity for us to not just strengthen our proposition to market and to our clients, but also protect our clients' wellbeing through our engagement." - Ruan "We hope this inspires our listeners to create some time in their busy schedules to invest in their education and upskilling into that commercial space, because there is a huge opportunity." - Marissa Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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From Banker to Broker 22:01

לפני 1 year22:01

22:01

Send us a text Welcome to another episode of the LVR Podcast, where we're excited to have Michael Payne from Pinnacle Brokers join us. Transitioning from banker to broker, Michael's journey is nothing short of inspirational. We delve into the motivations, challenges, and triumphs that Michael encountered on the path to becoming a self-employed broker. This episode is a must-listen for anyone interested in the intricacies of making a significant career change or who's just starting out and is itching for some tips! Key points: Strategies for attracting leads and clients, and the crucial role of referral partnerships How flexibility and innovative client engagement strategies contribute to success Overcoming hurdles in attracting referral partners and clients through unique strategies Michael's biggest learnings and some things he wish he knew before he started Insights into Michael and Pinnacle Brokers' plans for growth Key quotes: "We make a commitment [to our referral partners] that we will either call them back or call their clients within 2 hours." - Michael "Lead flow is only the starting point. How we deliver, how we engage, is key and it really makes everything real." - Ruan "I think once you implement the boundaries for them [clients], they actually start respecting your time more as well." - Marissa "The main difference [in broking] is to have that flexibility, that you can build a team that works together to actually get the best outcome for clients." - Michael "And it is all education, we need to educate our clients as much as we educate the referral sources, as much as you educate your staff." - Marissa "One of the things just these last 12 months for you has been communication is key, making sure nothing is left to chance." - Ruan Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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How To Get Started Building Your Identity and Your Brand 20:46

לפני 1 year20:46

20:46

Send us a text In the ever-evolving landscape of the mortgage industry, establishing a strong professional identity and brand is paramount for mortgage brokers seeking to distinguish themselves from the competition. Sergio Stefano, a forward-thinking broker, has demonstrated the transformative power of social media in achieving this goal. By strategically leveraging platforms like Facebook, Instagram, and LinkedIn, Sergio has not only expanded his reach but also cultivated a community grounded in education and trust. His journey highlights the importance of a broker's ability to adapt and thrive in a digital-first world, making it a compelling case study for brokers across Australia. 5 Key Points for Brokers to Build Their Identity: Embrace Social Media: Utilise platforms where your audience spends their time to share valuable content and engage with potential clients. Content Strategy: Focus on creating educational and relatable content that addresses the needs and challenges of your target audience. Brand Consistency: Maintain a consistent brand voice and visual identity across all channels to build recognition and trust. Engagement and Community Building: Actively engage with your audience to foster a sense of community and loyalty. Analytics and Adaptation: Monitor the performance of your content and adapt your strategy based on insights and trends to ensure maximum impact. By integrating these key strategies, mortgage brokers can significantly enhance their professional identity, increase their visibility online, and attract more clients in today's competitive market. Quotes: Marissa Schulze On Consistency: "I think the key is to stick to something. They say that it's not going to give you a direct return and they might give up too quickly." On Followers: "In your experience, what have you found to be the most effective way to build followers on those platforms rather than just people engaging with your posts?" Sergio Stefano On Referrals: "The way we started everything, essentially one was just to ensure everyone knew about our services, what we could do, what we could offer, and obviously be able to reach as many people as possible." On Starting out: "It's like building your client database. You have to start from somewhere. It might take a year, might take two, might take three. But the more you can get your own brand, get your name out there, the easier everything you know flows through because you're building your own social group." Ruan Burger: On Branding: "At the end of the day, "I want to be part of this." is one of the things that I believe is very important in our industry as we are a client-facing business." On Impact of education: "I've been a bit of an advocate always saying you need to ed Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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Leadflow - Dealflow - Workflow 20:06

לפני 2 years20:06

20:06

Send us a text This episode of the LVR Podcast delves into the crucial aspects of any successful mortgage broking business: Lead flow, Deal flow, and Work flow. Key insights: The importance of streamlined workflow, dealflow, and leadflow for mortgage brokers. How technology can automate tasks and improve efficiency. The need for customisation to ensure systems reflect brand identity and client experience. The ongoing role of human interaction and relationship building. Tips for choosing and implementing the right technology solutions. The importance of continuous learning and adaptation in the mortgage broking industry. The game-changing potential of technology for client retention and growth. Our hosts Ruan Burger and Marissa Schulze unpack the importance of optimising these flows to ensure seamless client experiences, efficient operations, and ultimately, business growth. They discuss the benefits of technology in streamlining processes, while emphasising the human touch that remains essential for building lasting relationships with clients. Whether you're a seasoned broker or just starting out, this episode offers valuable insights and actionable tips to navigate the ever-evolving mortgage broking landscape. Quotes: "Your business is only as good as its flow. Get the lead, work the lead, and create a deal proposition that makes a client want to come back to you." - Ruan "There's just such great technology out there at the moment that can help you streamline the lead flow, the deal flow, the workflow, and not only streamline it in a way that makes life much easier, it makes the customer experience so much better." - Marissa "You have to look at - when building a system - at what will impact the (client) relationship, what will impact the growth of the experience." - Ruan "What these systems do as well from a compliance perspective, it makes your compliance a lot more rock solid because it means that everything is recorded." - Marissa Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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AI versus EI 18:13

לפני 2 years18:13

18:13

Send us a text The rise of Artificial Intelligence (AI) has ushered in a new era in broking (and every other industry, let's be honest), transforming how we navigate and redefine our industry norms. While it's fascinating to witness the exponential growth AI can bring, we want to take a look at Emotional Intelligence (EI/EQ), and what every broker should be mindful of. Amidst this technological renaissance, if you will, Marissa and Ruan discuss the unwavering importance of EI/EQ. At Success & Broker, we've always held the belief that it's the human element that truly sets us apart. We understand that while AI streamlines processes, it's the emotional connections and human insights that forge lasting relationships and elevate client experiences. Join us on this insightful journey as we dissect the interplay between AI and EI/EQ in the realm of mortgage brokers and finance professionals. Through real-life examples and practical insights, Marissa and Ruan highlight how AI's automation complements our industry, empowering brokers to maximise efficiency while preserving the essence of personal connections. Key points: Exploration of AI's role in mortgage broking, focusing on efficiency-boosting capabilities and time-saving potential Emphasising the pivotal role of EI in the broker-client relationships Insights on the delicate balance between leveraging AI for streamlining processes and ensuring personal, emotionally intelligent interactions with clients Discussing the importance of understanding client needs and wants Strategies for leveraging AI to free up time Exploring how the integration of AI prompts an evolution in broking practices, reshaping workflows Key quotes: "We're trying to automate as much as we can behind the scenes so that our brokers and our even our admin team can spend as much customer facing time as possible." - Marissa "When you are looking to implement AI or automation into your business process or your customer journey, you need to weigh up how does the time that it's going to save my team going to impact the customer journey?" - Marissa "Because the reality of it is I'd rather have anyone at a barbecue talk about the way I make them feel versus what I've done for them. I guarantee you today that's what I will remember you for." - Ruan "I think that when people are doing big transactions, when they're buying properties or refinancing their loans, I believe that humans do need humans." - Marissa "The more people you see, the better broker you become." - Ruan "I think the great thing about AI and the technology advancements that we have experienced and are going to experience is that this is going to give us the tools to maybe take it from 20% client facing time to 80 to 90% client facing time over time." - Marissa Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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Benefitting from Quality Time Off out of your Business 20:18

לפני 2 years20:18

20:18

Send us a text Are you juggling a busy career while trying to maintain a healthy work and family balance? We've all been there, and sometimes it feels like there's no time for a breather. In our latest episode of the LVR Podcast, our hosts, Ruan and Marissa, explore a crucial topic that's relevant to professionals at all stages of their journey: "Reward and Recognition" through quality time off. Marissa, co-host and experienced professional, shares her incredible three-month adventure with her family across Canada, the USA, Europe, and Africa. An inspiring journey, indeed, but more importantly, it was a lesson in the art of switching off. "It was a test," she says, "to ensure our business could thrive without us." For her and James, her partner, the trip was about stepping away, giving their minds a well-deserved break, and learning to trust their capable team. The result? A thriving business and an incredible experience of clarity and inspiration. One essential lesson from the episode is the importance of "quality over quantity." Whether you have a few days or a few weeks, taking time for yourself and your family, away from work-related distractions, is what truly recharges you. Key quotes: "We are very fortunate with our structure at Rise High that our brokers can take as much time off as they want without impacting their business or their clients because we've got an amazing support structure and process in place where things can still continue without them here and without them having to work whilst they're on holidays." - Marissa "Just taking stock that all the things that you do at work are the very things you shouldn't be doing If you go on holiday." - Ruan "If you do want to be in a position where you can have that flexibility to take that leave, you really have to be part of a team or build a team." - Marissa "You've got to find a system that allows you to take stock, take time out, reward yourself." - Ruan "So I think if you embrace the opportunity to step outside of the business, it is an opportunity to learn and evolve and will only make you stronger as a business owner and as a person." - Marissa "It's the little things that make us think, it's the little steps for the big wins in respect of quality over quantity." - Ruan "We started Rise High because we wanted to make a difference to our clients, but we also wanted to have a really great family life as well." - Marissa Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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What, When and Why should you be considering an Exit Strategy from your Business? 17:14

לפני 2 years17:14

17:14

Send us a text Whether you're embarking on your journey as a mortgage broker or have an eye on your exit plan, this episode is a must-listen. We explore what exit strategies are, why they should be on your radar, and when it's the right time to start thinking about them. Join us as Marissa Schultze chats with Ruan Burger, a seasoned mortgage broker with a track record of successful business exits. He's here to share his insights on this critical aspect of your broker journey, from understanding the 'when' to considering the 'how.' Tune in to discover: The importance of timing and strategy in your mortgage broker exit plan. Insights from Ruan's personal experiences, exiting not one but two successful broker businesses. Valuable tips to consider on your journey, whether you're just starting or you're well into it. Quotes: "Part of what we do with our clients is discuss exit strategy. We consciously keep them accountable to say: When does such a choice become a reality?" - Ruan "I like shifting that to just having choices, knowing that you may not want to sell, it might not be something that's at the front of your mind at this stage, but maybe it's just about having choices in your business." - Marissa "And from there I built the Family Plan vs Business Plan, because I came to realise what things should be non-negotiable for my family and what can I then build around it." - Ruan "It's just really understanding what it is you want, what are your strengths and weaknesses and what is it going to give you, or help you to achieve your goals and objectives long-term." - Marissa "Action dictates priority. As soon as I knew I wanted to sell, it was the actions that were more important to me than the priority of getting there." - Ruan Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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Going Social - What's going to give you the Biggest Bang for your Buck? with Guest Darrell Weekes 22:11

לפני 2 years22:11

22:11

Send us a text In this insightful episode of the LVR Podcast, we sit down with Darrell Weekes from Purple Thread Marketing to unravel the mysteries of the ever-evolving world of social media for mortgage brokers turned business owners. Our engaging conversation explores key strategies for success, and what really works and what doesn't in the realm of social media for brokers turned business owners Here are five key takeaways: Social Media Simplified: Darrell emphasises that social media platforms are tools to deliver your message, not the message itself. Choosing the right platform is essential, and focusing on the message is paramount. Leads, Not Likes: Likes and followers are nice, but what you really want are leads. Darrell explains the importance of turning engagement into tangible business outcomes. Google Business Profile Power: The single most powerful social media tool for mortgage brokers is a Google business profile with five-star reviews. Learn how this can skyrocket your leads. YouTube's Untapped Potential: Discover the immense power of YouTube as a platform for generating leads by providing valuable informational content that your audience is actively searching for. Optimising for Success: Darrell shares tips on optimising your Google Business Profile and YouTube channel to maximise their effectiveness and boost your visibility. Tune in to this episode for a masterclass in navigating the social media landscape for mortgage brokers and discover how to stand out and thrive in the digital age. Key quotes: "Marketing and social media is something probably outside of the comfort zone of most of the people in this industry, but obviously there's a lot of talk around the fact that we need to be doing this to be successful." - Marissa "Us brokers are found more frequently on these platforms, then the chances are brokers tomorrow become the client's first choice." - Ruan "Remember, social media is a collective term for platforms that allow you to engage with an audience. That's all. Some of them have no application for you whatsoever." - Darrell "You've got to pick your tribe, maybe this one first, invest in it, go hard in it, build it. And then, if you want to do another, then go to the next, rather than trying to do them all at once." - Ruan "You've given us so much great insight into some things that we can ALL do." - Marissa "For local mortgage brokers, brand awareness comes through your own work and having people understand the value that you deliver." - Darrell Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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What's involved in Recruiting Graduates for my team using a Recruiting Company, and how much does it cost? with Guest Sam Longfield 18:56

לפני 2 years18:56

18:56

Send us a text Welcome to another insightful episode of the LVR Podcast! Hosts Marissa Schulze and Ruan Burger are joined by Samuel Longfield from Fuse Recruitment to explore the world of graduate recruitment within the mortgage broker industry. Discover how Fuse's innovative graduate program aims to bridge the gap between graduates and brokerages. Samuel delves into the strategic approach Fuse takes, including personalised candidate profiles and strategic partnerships, ensuring both graduates and employers are set up for success. Whether you're a brokerage seeking fresh talent or a graduate ready to embark on a fulfilling career journey, this episode has the insights you need. Tune in to explore the strategies that are shaping the future of recruitment in the mortgage broker industry. We discuss in this episode: Challenges of recruitment in the mortgage broker industry due to its cyclical nature. The need for innovative strategies to address evolving market demands. The concept of the graduate program as a solution to the industry's recruitment challenges. The importance of aligning candidates' attitudes and desires with the industry's demand The value of personalised candidate profiles and one-way interviewin Fuse's engagement model is designed to support businesses in finding the right talent. Fostering long-term partnerships between brokerages and candidates. Insights into the dynamic landscape of the mortgage broker industry and its future outlook. Key quotes: "As we all know, recruitment has been a bit of a bane of our existence for a long time. Every time you have to recruit you find yourself in a position where it's almost like you have to remind yourself: How do I play this here?" - Ruan "For us it's about finding clients that are able to facilitate that growth, facilitate their career and also be a fantastic entry point to mortgage brokers." - Samuel "Definitely there’s someone there you can reach out to if you wanted to build your business and get some really good young grads in, you know, some form of investment in the future of your business." - Marissa "I love that you've taken recruitment almost to a similar play like briefs for brokers, where at the end of the day, for me as the client, yes, I do want this type of person. Why? Because I know where I want to go." - Ruan "So before a candidate reaches a client, the client has the ability to watch a one-way interview between the candidate and pre-prepared questions. This is something that Ruan and I have talked about at length is making the question specific to the industry and what the brokerages actually care about." - Samuel "I think that one of the things that we need to solve as an industry is having better career pathways and better ways that people can come into the industry." - Marissa Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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Comparison Websites: Are they Good or Bad for Brokers? with Guest Dominic Beattie 13:32

לפני 2 years13:32

13:32

Send us a text WE DISCUSS IN THIS EPISODE As a mortgage broker, staying ahead of the curve and providing valuable insights to your clients is crucial in today's dynamic finance industry. In this thought-provoking episode, we shed light on the role of comparison websites and their impact on brokers. Get ready for a captivating discussion that might just change the way you view comparison websites and their potential as a tool in your broker toolkit. Take a listen now. Find the answers to the following: - Are comparison sites competitors or complementary resources for brokers in helping clients find the right mortgage? - How can everyday finance websites like savings.com.au benefit mortgage brokers and keep them updated on market-relevant information? - How can comparison sites bridge the gap in financial literacy while collaborating with brokers to educate Australians about personal finance? - Will comparison sites adjust and become broker-focused, as they move toward using content from brokers? - Curious about the ever-changing market and finance trends? Discover how savings.com.au keeps pace with new developments and provides insights for everyone. Key quotes: "When 7/10 people use mortgage brokers it's good to know what sites are out there to tell our story, to tell the market what happens in our areas as well as what's market-relevant for us mortgage brokers." - Ruan "I appreciate the value of a site like this because it provides access to another layer of knowledge that we can readily share with our clients." - Ruan "Looks like you're doing some great stuff in terms of the education space, thank you so much for sharing that information with us." - Marissa "That brokering service is always going to be there in Australia. Even some of the people in the team here, who you could consider high-level of expertise in the home-loan space, still prefer to go through a broker, just for convenience." - Dominic Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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Australian Lending & Investment Centre's Damian Brander talks Investment Lending & Education. 25:39

לפני 2 years25:39

25:39

Send us a text WE DISCUSS IN THIS EPISODE Join Ruan, Marissa and Damian from Australia Lending and Investment Centre in this engaging conversation as they dive into the world of investment lending and education. Discover the strategies that the ALIC employs to minimise cash flow impact for their investment clients, get the inside scoop on the pros and cons of niche specialisation vs diversifying, and learn more about their unique career pathway program. Plus, uncover how ALIC has fostered a diverse team, celebrating achievements in gender and cultural diversity. Don't miss this enlightening discussion on specialisation, education, and building a skilled and inclusive workforce. Find answers to the following: - How does ALIC see the current market challenges as exciting opportunities for investors? - How does ALIC minimise cash flow impact for their investment clients? - What are some examples of ALIC's successful collaborations with experts from related fields? - What are the advantages and disadvantages of niche specialisation in mortgage brokering? - How does ALIC's career pathway program support the development of expertise and ensure high-quality brokers? - How has ALIC fostered gender and cultural diversity within their team and the benefits they have experienced? KEY QUOTES "What we’ve done is we’ve invested in people at the very beginning, and we’re showing them that you can become a broker, that it’s not this hard cliff you have to jump off and sort of make it on your own." - Damian "I think our industry needs to see more of those career pathways being set up so that we can try and get some good young people into the industry, and make sure the quality and equality is there." - Marissa "There’s a big investment that comes into play because you almost have to build your employees in a certain form to be sure that they deliver on what you’ve been selling to the market in respect to your capacity." - Ruan "For us it makes a lot more sense to invest in people at a very early stage and grow them through all of our business roles to ensure that they are appropriately trained and have the right skills and the right experience and technique to mirror what we expect of our investment lending managers." - Damian "The trust equation is very simple, it’s all about what’s in the best interest of the client." - Damian "A lot of our listeners will be torn between specialising in a niche and diversifying, and you’re obviously a very successful example where specialisation has worked really well for you." - Marissa "The tests are already done. From what ALIC has done in terms of the career pathway program, they've got enough information to show us all that it is working. At a grassroots level we can make our industry ev Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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How to Maximise Value to Clients in a Rising Interest Rate Environment. 16:35

לפני 2 years16:35

16:35

Send us a text WE DISCUSS IN THIS EPISODE Discover the keys to thriving in a rising interest rate environment. This podcast episode with Ruan Burger and Marissa Schulze dives deep into the strategies and insights necessary to navigate the changing market landscape. Join us as Ruan and Marissa share expert advice on adapting your approach and prioritising education, and unlock the tools and knowledge you need to optimise your value proposition and stay ahead of the curve. Find answers and insights to the following: Are you equipped to adapt your approach to rising interest rates and ensure client satisfaction? How can you maximise your value proposition in a changing mortgage landscape? What are effective techniques for nurturing long-term client relationships and generating referrals during market fluctuations? How can you support clients facing challenges in the current interest rate environment? What role does education play in providing exceptional client experiences? How can you address the needs of clients impacted by rising interest rates? What are the strategies employed by top-performing brokers to build trust with clients in uncertain times? Key quotes: “I think there’s a lot of mortgage brokers out there in Australia that have never experienced an interest rate rising environment.” - Marissa “It’s really important to have that shift in mindset as to what is really important to our clients moving forward.” - Marissa “You have to slow down before you speed up.” - Ruan “We’re setting an experience trend with our clients to know if this was to happen again, this is what would happen, this is how it’ll work and this is how we will deal with it.” - Ruan “We need to center our value around education, and that needs to be the experience that we provide.” - Marissa “You can’t ask for referrals, you have to educate for referrals.” - Ruan “What has made us who we have become? It’s our clients. It’s not the banks. It was 100% our clients. We have to do the very thing that made them come to us in the first place.” - Ruan “If you stick to the education focus you’ll survive and thrive this period of upswing in interest rates.” - Marissa Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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Using Technology To Take the Pain Out of Finding the Right Lender for your Client with Guest Eric Dill 21:57

לפני 2 years21:57

21:57

Send us a text We discuss in this episode: Chatting with Eric Dill, Co-founder of Quickli , we cover what’s happening in the tech world and how mortgage brokers can leverage it to support clients further and enhance the overall client experience. We also touch on the gap in the market Quickli (and brokers) have identified and why finding the right balance of tech and human touch is key moving forward. Quickli brings 20+ lender calcs into one, easy-to-use interface that allows brokers to place a deal faster than ever before! Tech like Quickli doesn’t replace but enhances brokers’ capabilities and reach — freeing them up for more time to spend on other key tasks; any good tech only strengthens the brokers’ proposition. Even if products like Quickli were directly available to consumers, they’re still going to welcome the opportunity to get a broker involved — they’re going to want that handholding. Looking ahead, we can expect to see more third-party services popping up, bringing in more technology and opportunities for aggregators. Scaling business will become difficult for brokers unwilling to adopt newer tech — don’t be afraid; embrace it. But don’t become lazy; brokers still have due diligence to tick all the boxes. Key Quotes: “The future of the industry is going to require brokers to adopt the right tech, and there needs to be the right blend of tech and the human element.” — Eric “There’s always an exception to the rule, and good brokers know that good policy is great, but the exception to the rule is better.” — Ruan “Aggregators can help us remain compliant and keep us doing what we do best, and that’s selling compliantly.” — Ruan “The time we’re saving with tools like Quickli, we should be reinvesting into our clients.” — Marissa Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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How To Create an Environment Where Team Members Show Up and Turn Up with Guest Paul Findlay 35:35

לפני 2 years35:35

35:35

Send us a text We discuss in this episode: How do you build the right team culture and become an amazing leader if you’re new to recruiting or leading? It’s a scary task for many business owners, but it doesn’t have to be. We dive into understanding team culture with Paul Findlay from REACH Ecosystem. Look at team culture from a leader’s perspective; people do their best work in an environment where they want to do their best work. Leaders play a critical role in creating team culture; they must be someone people respect and want to follow. Surveying staff regularly is essential for temperature testing, but only if you take action after. 40% of people are actively disengaged if they don’t get regular feedback 92% of people agree that even if they receive negative feedback, it will improve their performance Strength-based recruitment places the right people in the right role; leverage tools that can help. Monitor your team culture to attract (and keep) the best talent. Key Quotes: “Surveying staff without taking action undermines culture, undermines trust and is a waste of time.” — Paul Findlay “Almost half of your people are actively disengaged, meaning almost half of your staff will actively work against you if you don’t give them regular feedback.” — Paul Findlay Thank You To Our Hosts: Ruan Burger and Marissa Schulze More From Marissa and her company, Rise High Financial Solutions: Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial Solutions More From Ruan and his company, Success and Broker: Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker…

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