SHOW NOTES

Mentor:  Tracie Palmer – of Cornerstone Sales Consulting

Cornerstone Sales Consulting http://cornerstonesalesconsulting.com.au/

What is your best trait?   Time management, Tracie gets through a mountain of work every single day (turning off the phone and email to allow headspace to power through tasks).

What is your weakness? Caring about people too much, at times will dedicate more time than is available to assist people.

Mentor Moment

Have a clear plan, set goals and have those goals in a place you will see them all the time. Each morning, start with a to-do list, cross off any many of the little tasks to gain momentum in your day.

To gain momentum, write down all the people the people you know who might have a home loan. Collate their details, send them a letter them know you are now a mortgage broker and ask if they know anyone who you would be able to help. A few days after the letter goes out follow them up with a phone call to talk about it further.

Once you have a small group of people who now know you are in the field, create a newsletter that allows you to keep in contact with those people you are building a relationship with. A personal, handwritten note that goes out with a newsletter.

Join networking groups right away, not with a view to writing loans for the people in the networking group but being the person they think of when other people they know may need your services.

When you are out and about meeting real estate agents and other professionals, don’t go in with a view to pitching yourself, build the rapport to get to know them.

By getting out in the community, not keeping yourself a secret letting everyone know you are there to help you raise your profile and become top of mind.

In the unavoidable event things do go wrong, look for an opportunity to turn the client into a raving fan.  

Best piece of advice you've ever been given? Never give up, be persistent and treat your customers like gold.

Top three points: 

1. Set and exceed client expectations.

1. Have a newsletter, but also include a personal handwritten note to each person the newsletter is sent out to.

1. Build a relationship with referrers, it is like a relationship, you need to get to know each other, become comfortable with you before they will send you business.

Must read book: The one Minute Manager by Kennith Blanchard & Spencer Johnson (Skills also apply how to manage your clients).