Mortgage brokers and mortgage business owners in Australia and New Zealand.
If you are looking to grow your numbers and build a highly profitable, consistent, streamlined business that delivers world-class services to your clients... that runs with or without you... you are in the right place.
Hitting $100M a year in deals is a big goal, but according to the MPA Top 100 list in 2018, only 24 brokers in Australia wrote over $100M last year. What about the other 16,000+ brokers out there?
We have worked with brokers since 2008. Our head advisor, Ash Playsted, has 30+ years industry experience. We have worked with hundreds of brokers and trained thousands - from growing solo-operators through to veterans with billion-dollar loan books.
Using all our years and experience, we have identified seven common trends. These are the key reasons why 99.9% of mortgage brokers never break $100M a year.
1) No system for attracting business.
Most brokers are at the mercy of repeat business, word-of-mouth and referrals... which they cannot control the flow of. To break $100M, you must be in full control of your lead quality and quantity. You need a system that consistently bring in leads on demand.
2) Inefficient sales and loan process.
Most brokers take too long to see a client, do research, present options, sign them up and manage the loan to settlement. Too many brokers spend hours driving to see clients who don’t qualify, countless hours researching dead deals, and days pushing deals to settlement. Getting to $100M is impossible if you, or your team, waste time.
3) Wrong business model.
Most brokers either don’t have a set business model, or they have copied others, which is a bad idea. It’s like trying to solve a puzzle without having the final picture to guide you. You must have the right model for you, your skills and your goals.
4) Failure to get help.
Most brokers quickly become capped and bogged down “IN” the business, and it’s a vicious cycle. They fail to get help, and they fail to get the right advice. You cannot build a sustainable $100M business alone.
5) Being a perfectionist or control-freak.
Many brokers just can’t let go. They feel like “only they can do the work”. They build their business to rely 100% on them. They have to see, feel and touch everything and it has to be done their way. This results in massive stress and a business that is severely limited, and will never hit $100M.
6) Shiny Object Syndrome.
Many brokers get distracted by new ideas, new strategies, new technology... looking for a magic bullet. Getting to $100M does not require all the latest-and-greatest... you just need the right strategies, at the right time, in the right order, for you.
7) They don’t want to.
Some mortgage brokers are happy to treat this like a side-gig and just do a few deals here and there. They don’t want to do $100M - and that’s ok.
Whether your goal is to write $50M, $100M or $200M+ a year; build a big business or keep it simple; work hard or create a lifestyle business. One thing is crystal clear: you need a smarter approach. Because what got you to this point, may not get you to the next. To finally make the jump, it’s time for a better plan, more effective strategies and the right support to make it happen.
To your success!
James Veigli Founder of THE10XBROKER
P.S. Here are a few places to help get you started:
You have a unique style, personality, skills and experience. Our stories are all different and we all have different goals and dreams. But there are six common themes in mortgage businesses we see every single day.
How many of these sound like you?
1) You ARE your business.
If you step away, it stops or breaks. Being 100% reliant on you, you feel stressed, trapped and on-edge. When you take a holiday... it’s not a real holiday because you take your phone and laptop with you... and are still on call. You’re doing ok, maybe quite well financially... but you’ve never found a way to scale the business without working harder.
2) Business is up and down.
You have lean months with barely a loan to settle, the next month you write $5M, then only $1M the next month. Like a Yo-Yo. You have good clients and a few referral partners, but your lead flow and referrals are inconsistent. You’ve never found a way to turn that up-and-down trickle into a consistent flow (or even flood!) of new business.
3) You’ve tried everything.
You’ve tried networking. You’ve tried building a website or marketing funnel. You’ve tried drumming up referral partners. You’ve tried outsourcing. You’ve tried using technology. You’ve tried social media. IT DIDN’T WORK. Not because those strategies don’t work, but you are missing the 1, 2 or 3 critical pieces of the puzzle that no-one has told you about.
4) You’re sick of coasting along.
You know it’s time to really step-up and make a big go of things. Ramp things up. Build a real asset for your future. But you need a clear plan to follow, and someone in your corner pushing you along... otherwise you will coast forever and never realise your potential.
5) You have ZERO time.
You’re running around chasing deals, referral partners, clients, managing the team, going networking, business admin... the list is endless. Sure you’re writing ok numbers, maybe $2-4M a month... and you do want to double or triple those volumes... but wonder how it’s possible to do any more when you already have NO time.
6) You are ambitious and want more.
You want to be the best and have YOUR name on the top of that list. You want to build a real mortgage business and you want to do it quickly. You know there are things you don’t know, strategies that can accelerate your results, a smarter way... and you will use every edge available to your advantage.
If any of that sounds like you... here’s the good news.
You are not alone. In fact 99% of mortgage brokers are in the same boat. But you have a choice. You can either stay there with them... and have the same-old conversations at PD days or industry events... or you can break free of all this starting now.
Together we can help you create a prosperous, exciting mortgage business you love, that gives you financial certainty, helps you make a serious impact... and allows you to enjoy absolute freedom.
Group. 10X Community.
Group. 10X Community.
The 3 keys to results.
Achieving next level results in your mortgage business does not always mean doing more and more. More often than not, it’s about doing less.
Working smarter, not harder.
Thinking simple, not complex.
Having coached and worked with mortgage brokers for over a decade, we know without a doubt there are 3 fundamental keys you need for fast and sustainable growth.
1) You need a smarter plan.
Traditional business plans might seem like a good idea, but most are completely inactionable and therefore useless. They take days, weeks or even months to prepare... but rarely get used or followed.
Whether you currently have some kind of business plan in place, or nothing at all, it’s time for a smarter one! Here’s what a smarter plan looks like.
A smarter plan.
Gets you excited, not overwhelmed.
Follows an industry-specific system that is tried and tested.
Is tailored to your specific skills, situation and goals.
Includes 3rd party “outsider perspective”, to see what you don’t.
Breaks down complex projects into simple steps.
Goes up on your wall, not stuffed in your drawer.
Connects the dots between where you are now and where you want to be.
Results in clear focus and clear actions to take immediately.
When you have a smarter plan in place, the complex becomes simple. Huge goals become achievable. You don’t have to think, you just do.
2) You need actionable tools.
A smarter plan is the first step, but it’s not enough for fast and sustainable growth. Because as you know, a plan alone results in a lot of unknowns. How exactly do you do this? How exactly do you do that?
You need a set of actionable tools you can follow, that bypass the trial-and-error normally associated with implementing a new plan.
First, a word of warning. If you are hoping to find a complete set of copy-paste templates for every area of your business, that can be instantly inserted, used and working perfectly, you’ll be disappointed. Please stop looking for the silver bullet short-cut. Here’s why.
The problem with most copy-paste templates is that they are designed to fit only one specific business. They are either developed with mass-appeal in mind, or they are just one example. These templates might not work with your model, your flow, your systems, your core message, or way of doing things. They can actually create more work.
The real power in actionable tools is not direct copy-paste, but in the ability for you to quickly create, adapt or customise them to 100% suit your business.
What do we mean by “actionable tools”? These can include anything from training videos, to execution plans, frameworks that fast-track creation, customisable scripts and messaging, flow diagrams and more.
The key is to get industry-specific actionable tools that directly assist in implementing your smarter plan.
3) You need serious momentum.
So you’ve got a smarter plan and actionable tools at the ready. Now for the 3rd piece of the puzzle, and the one most brokers don’t have. It’s also the most important.
It’s human nature to have great ideas, great ambition, a great plan... but take little or no action. Start something but don’t finish it. As business owners, we are the boss, nobody is telling us what to do and when to do it. This is both the best and worst thing about being in business!
You need to start, build and sustain serious momentum if you want to break free of your current level of success and jump up a level or two.
What do we mean by “momentum”? I’m talking about a shift in your mindset; setting goals, actions and being held accountable; celebrating wins and progress; and being in a community of ambitious peers to fire you up.
So now you know the 3 keys you need in place to create fast and sustainable growth (in both your numbers and lifestyle). A smarter plan, actionable tools and serious momentum. This framework for success is the most powerful we’ve seen and tested over and over again with mortgage brokers around the world.
With this in mind, we created THE10XBROKER. If you’re ambitious and ready to grow, the next section will outline exactly how we deliver and get results with our members.
Experts. 10X Advisors.
Experts. 10X Advisors.
How to get started.
THE10XBROKER is open to mortgage professionals in Australia and New Zealand by application only.
To see if you qualify for 10X, complete our short questionnaire and book a 10-minute chat with our 10X Growth Coach.
Established in 2008, we help mortgage businesses in Australia and New Zealand grow easier and faster, through industry-leading advice, resources and support. We are proud members of both the MFAA and FBAA.