The Successful Adviser By James McCracken podcast

The Successful Adviser by James McCracken

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Inhalt bereitgestellt von James McCracken, James McCracken interviews today's most inspiring, Successful advisers, Entrepreneurs 5 days a week with inspiration from leading advisers including Pat Flynn, Tim Ferriss, Seth Godin, and Tony Robbins. Alle Podcast-Inhalte, einschließlich Episoden, Grafiken und Podcast-Beschreibungen, werden direkt von James McCracken, James McCracken interviews today's most inspiring, Successful advisers, Entrepreneurs 5 days a week with inspiration from leading advisers including Pat Flynn, Tim Ferriss, Seth Godin, and Tony Robbins oder seinem Podcast-Plattformpartner hochgeladen und bereitgestellt. Wenn Sie glauben, dass jemand Ihr urheberrechtlich geschütztes Werk ohne Ihre Erlaubnis nutzt, können Sie dem hier beschriebenen Verfahren folgen https://de.player.fm/legal.

<div class="span index">1</div> <span><a class="" data-remote="true" data-type="html" href="/series/peak-travel">Peak Travel</a></span>

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Peak Travel

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Travel can do amazing things: broaden horizons, build relationships, and rejuvenate the soul. But often, those experiences come at a cost. This is Peak Travel, a new podcast from WHYY about how travel shapes communities in hot-spots around the world. We’ll share the wonder that comes with exploring new places, as well as the harm that our worst travel habits can cause. And we’ll try to figure out how we can do it better. Each episode transports you to a new destination. You’ll meet the people who call that place home, hear their stories, and come to understand how tourism has changed their everyday lives. Supported by rich, on-location sound from around the world, Peak Travel unpacks the $1.9 trillion travel industry and its impact on people and the planet.

The Successful Adviser by James McCracken explicit

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Journey Of The Successful Adviser is created for you - the adviser, the entrepreneur, and those aspiring to be one. If you're looking for inspiration, education and empowerment to help you keep moving toward your goals, whether you're on the way to work, on the way home, or during your 'down time', James McCracken brings you real-life stories of triumph and tribulation from many of today's most inspiring advisers and entrepreneurs. Each episode ends with the PD ROUND, where guests share nuggets of wisdom for you, Adviser Nation!

103 Episoden

The Successful Adviser by James McCracken

The Successful Adviser by James McCracken explicit

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The Successful Adviser by James McCracken

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Recruiting Mortgage Brokers with Tim Barnard 36:53

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When it comes to recruiting mortgage brokers to help you build your firm, Tim Barnard has his finger on the pulse. Whether you are looking to hire a salaried or contract broker, there are a number of considerations to ensure you select the right talent and provide them with the tools and means to set them up for success so they produce win-win outcomes that are good for them, you, your business reputation and clients alike. With more than 20 years of recruiting experience under his belt, Tim established Blue Wave Talent to help brokers with the sometimes laborious task of sifting through resumes, conducting interviews and hoping the person they hire will fit the bill. Topics that are covered in this interview with Tim include: What the typical steps in the recruitment process look like Salary range a broker practice owner can expect to pay for top talent Technology that Tim uses to makes it easier for a hiring manager to rule prospective candidates in or out What younger candidates are looking for from employers other than remuneration Trends and preferences for how to structure a role As you can appreciate, when it comes to recruiting mortgage brokers to support your objectives around scale, customer experience and to help take some of the workload off your plate, there is not one size fits all. While there might be some guidelines to consider, it is important to structure the role in way that enables both parties to derive ongoing benefit and value. When you do this well, you can earn long-term loyalty and performance from your staff, which of course is good for all concerned. Should you wish to reach out and further the conversation with Tim, he can be reached on 0420 987 276 or tim@bluewavetalent.com.au…

The Successful Adviser by James McCracken

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Client Acquisition and Retention Tools with Roxi Becker 42:54

vor 9 weeks42:54

42:54

With a passion for data and property, it’s no surprise that Roxi Becker is now supporting the 3rd party channel in her role at CoreLogic. In this interview, Roxi provides a brief time of her career and what brought her to Australia and current gig. From there, we discuss key tools that brokers can use to help them with their client acquisition, retention and service delivery efforts. Most brokers would be familiar with CoreLogic, and many would have pigeonholed them into the behemoth that does the lender valuations. And though they do this well, as Roxi explains, other tools brokers can use include: Digital Property Reports to provide further support and guidance to consumers who are looking to buy Marketing Contacts, if you wanted to pull a prospect list and initiate contact with them Tenure Search - to identify properties in any given area that have a higher likelihood of being listed for sale And the ‘Watch List’, where a broker can upload a .csv file of their loan book so that if a client ever listed that property for sale, the broker will receive a notification to reach out and initiate a conversation to mitigate the risk of potentially losing that client. If you want to find out more about the CoreLogic suite a products, visit their website . If you’d like to reach out directly to Roxi, connect with her on LinkedIn.…

The Successful Adviser by James McCracken

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Steve Palise: The Buyer’s Agent for Commercial Property Investors 37:46

vor 10 weeks37:46

37:46

As a well known authority and buyer’s agent for commercial property investors, Steve Palise has also purchased more than 1,000 residential properties for his property investing clients. This of course makes him well positioned to share his knowledge and experience and pay it forward to brokers and consumers alike. With a professional background in engineering, Steve was an active property investor and eventually made the transition to being a buyer’s agent because he identified a skill and opportunity to help others while also supporting his chosen lifestyle. In our interview, we cover a number of topics including the benefits and pitfalls of commercial property investing, things to consider when buying commercial property, and how mortgage brokers can collaborate with a buyers agent to create more value for clients. Steve mentioned the free course he currently has on commercial property investing, which is available from his website using the code: freecourse You will also be able to find more of Steve’s tools and resources on his website: https://www.paliseproperty.com/…

The Successful Adviser by James McCracken

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How to Build a Sustainable and Successful Broking Firm with Blake Buchanan 53:23

vor 11 weeks53:23

53:23

There's no question Blake Buchanan would be one of the most trusted and respected leaders in the mortgage and finance industry. Having started in the industry over 20 years ago as a broker and subsequently moving into distribution and aggregation, he has accumulated significant knowledge and wisdom, which he imparts in this interview. Some of our discussion points with Blake include: That being a successful broker isn’t necessarily just about writing more volume or growing, and it can definitely be about achieving and enjoying quality of life, not just quality of income Insights on the strategy sessions he runs with brokers – where he asks brokers about the # of active clients in their book, knowing their trail income and understanding their P&L and how often it is reviewed against their goals and target The $4 billion dollar curse and how the principle applies to firms of all sizes The systems, support frameworks and value proposition for a broker’s firm to operate a sustainable, profitable and effective firm The capacity thresholds brokers should know so they can forward plan for growth And more….…

The Successful Adviser by James McCracken

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Leading a $100M per month firm with Otto Dargan 39:09

vor 28 weeks39:09

39:09

As the founder of Home Loan Experts, Otto Dargan, or at the very least, the firm he built, would be no stranger to a lot of mortgage brokers. In today's conversation with Otto, he elaborates on how he has developed his own leadership skills and he shares some mistakes insights and perspectives that have enabled him to grow personally and professionally and contribute towards the culture and environment that is enabled Home Loan Experts to be one of the more revered broking firms in the country. From sharing his perspective around hiring motivated people, to recognising and playing to his strengths, to putting himself and his team into testing situations and establishing a shared vision, Otto talks through a number of components that have contributed to organisation success such that he was able to appoint a CEO and step out of the day-to-day operations and focus on other goals and objectives. If you're interested in having your team members elevate their contribution and potentially create the opportunity for you to write less loans or step back from the tools altogether, I hope you enjoy this episode and it provides you with some specific actions you can take and apply in your own breaking practice.…

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The no BS approach to building a firm 39:13

vor 41 weeks39:13

39:13

With a penchant for speaking the truth, there’s a reason Jamie Holroyd has built a trusted reputation as an advisor and confidant to his clients. This would have to be the most candid interview I have done in terms of a guest speaking freely about the constraints or challenges that impede their ability to deliver the service, results and experience that clients have come to expect from the 3rd party channel. As a broker, when you listen to this interview, I have no doubt you will resonate with Jamie’s concerns and frustrations. It is important to recognise and appreciate the depth of experience Jamie brings to this interview courtesy of an expedited career in banking where he assumed significant responsibilities at a young age before choosing to back himself in and pursue his own endeavour. When you hear Jamie speak, you won’t be surprised as to why his firm is both successful and sought out by a variety of clients who seek guidance for business strategy, debt structuring and growth decisions. I hope you enjoy this interview as much as I did having Jamie Holroyd as a guest. If you would like to reach out to Jamie, the best place to start would by his company website .…

The Successful Adviser by James McCracken

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From Lender to Leader: Andrew Stevens' Journey in Brokerage 53:51

vor 46 weeks53:51

53:51

Unlike most of our guests, Andrew Stevens is a well known and respected supplier to the industry rather than a broker from within the industry. Andrew has established Online Broker Think Tank, which is both a broker-specific Facebook group as well as a brand that’s become synonymous with providing value and insights to brokers. By way of prior experience, Andrew did write loans many years ago, and moreover has a wide range of life experiences that hold him in great stead to provide guidance, support and assistance to other brokers who are looking to run a more profitable, rewarding, and impactful broking practice. In our conversation we discuss some of the beliefs, behaviours and qualities that are more regularly exhibited by higher performing brokers and provide some strategic and tactical insights for you to take and apply in your breaking practice. Originally, this podcast was recorded on zoom as a live interview with several dozen guests in attendance, and for that reason, the structure sounds a little different to what you’re accustomed. All the same, I hope you find it either insightful, educational or inspiring.…

The Successful Adviser by James McCracken

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From corporate banking to a commercial broking with Charles Zerafa 26:42

vor 1 year26:42

26:42

When you’ve assessed and approved over a billion dollars in lending within the banks, it is more than just a good apprenticeship to set you up for a life in broking, it’s the foundations to a rewarding career. In this interview with Charles Zerafa, he takes up through a career assessing commercial transactions before making the switch to broking and becoming the trusted advisor to a portfolio of high quality clients who lean on his expertise to help them fund their and facilitate their business growth objectives. Charles outlines how the benefits of being a broker enable him to offer a level of depth and value to his clients in terms of how he could represent and facilitate their funding needs. And, like many a good broker, he talks about how his service has earned him introduction to the personal networks of clients that never availed themselves whilst he was in commercial banking. If you would like to connect or chat with Charles, a great place to start would be his LinkedIn profile .…

The Successful Adviser by James McCracken

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Lessons From a Trusted Property & Finance Professional 38:22

vor 2 years38:22

38:22

It’s seldom you come across a person who has started a movement, though that’s exactly what Philip Robison has done. As the the founder of Saving Brothers and a property professional, Philip is driven by the desire to impact people for the better. Not just in their hip pocket, but equally if not more so to look after one’s health and wellbeing - and with the scars and war stories he’s gathered, Philip is empathetic, compassionate and insightful. In our interview, we talk about the highs and lows of his journey, his love for regional property and how people can live their best life. If you’d like to reach Philip, send him at email to philip@theholygrail.com.au…

The Successful Adviser by James McCracken

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Mandy Love Shares How She Is Helping To Solve A Key Broker Problem 38:22

vor 2 years38:22

38:22

As we all know, time is arguably the most precious commodity for every mortgage broker. In this podcast with gun loan administrator turned business owner, Mandy Love, we look at the importance of having the right people in the right seats to help deliver an efficient, referable and repeatable service to grow a broking practice. Having personally seen Mandy make a significant contribution to the growth of one of our broking clients, she is all too familiar with how to help brokers ensure their focus is on income producing activities that contribute to their financial and quality of life goals and getting everything else off their plate. It's with this mantra in mind Mandy mustered the courage to pursue her dream of opening a loan processing service so she can positively impact more brokers and see them grow their practice by delivering better and quicker client outcomes. Mandy discusses common challenges inherent with many brokers and how to address them to actually enjoy the success and prosperity they are working hard for. If you’d like to reach out to Mandy, visit Mandy’s LinkedIn profile or go to: Website: landmarkloansupport.com.au Email: info@landmarkloansupport.com.au…

The Successful Adviser by James McCracken

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Growing to $100M+ through systems, structure and staff 39:24

vor 2 years39:24

39:24

From police officer to high performing mortgage broker mortgage, Travis Carruthers is on a mission to impact more brokers, consumers and staff for the better. Most brokers who settle in excess of $100M per annum are usually looking to grow either their back end to pump through more volumes, or build out the broking team so they can grow with and through others. For Travis, it’s a combination of both, in addition to running a sub aggregation group and providing a consulting service where he implements a version of his own processes into other broking practices. With a passion for seeing people do better, Travis aims to provide exemplary client service standards and cultivate a team in culture where his staff are expected to come up with ideas and innovations that contribute towards the ongoing growth and optimization of the business. Arguably not an easy thing to do, which is perhaps the exact reason why Travis is doing it because as he says he gets bored staying in his comfort zone and wants to be comfortable with remaining uncomfortable. If you’d like to connect with Travis, you can reach him: · Via Travis’ LinkedIn profile · Through VMBS , his mortgage broking service, or; · VTEK Solutions , his consultancy service for brokers…

The Successful Adviser by James McCracken

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The Key to Retaining More Clients on Your Book (And Building A Prosperous Mortgage Broking Practice) 38:06

vor 2 years38:06

38:06

To do more deals, you need to have more clients in your practice. Improving client retention is the easiest and most cost-efficient way to make this happen. Many brokers spend a lot of energy and money on new client acquisition. The idea behind this mentality is simple: You can grow your mortgage broking practice faster if you have more clients. However, some brokers deprioritise how to retain their current clients. Why? Partly because ‘new money’ is more appealing than existing money. A new client expects a quick response. An existing client might patiently wait for weeks or longer for the broker to come back to them. It’s not ideal, but sometimes, when you’ve got conflicting priorities and limited resources, you’ve got to pick your battles, right? Equally, if you believe your book will experience run-off, there’s a constant focus on replenishing what’s being lost at the other end. This mentality can get exhausting and limit your practice’s growth. Having a clearly defined client-retention strategy can minimise run-off and support your goal of growing your book & your trail income. So, it pays to take a closer look at your churn rate and figure out how to reduce it. To find ways to get this done, I had a chat with Adam Grocke. Adam is the CEO of Sherlok, an online platform that helps businesses retain more clients. And in this article, I’ll share with you the insights he has when it comes to retaining more clients. Let’s kick things off by addressing the elephant in the room. Why Do Mortgage Brokers Lose Clients? Several years ago, Adam discovered that the larger his book became, the loans that had been on his book longer had a higher propensity to churn. He investigated the matter and he found two major reasons why this was happening. Based on his personal experience, client care programs such as birthday cards, anniversary messages, etc, were no longer effective in retaining clients. They weren’t as potent as they used to be. And the primary catalyst for churn was that after several years, some clients become dissatisfied with a lack of ongoing service and felt they could get a better rate but wouldn’t necessarily return to the same broker. As they say, out of sight, out of mind.So, they start researching their options, invariably ask a friend or family member for a recommendation to a broker, and once they refinance, the loan drops off the original broker’s book. And just like that, they’re gone. Retain Clients With Structure & Strategy For Adam, client retention starts with being proactive. This means retaining and growing your book (and asset value) by having a plan. For full disclosure, Adam is the founder of Sherlok, which is a broker-specific software solution designed to help brokers proactively support clients in terms of repricing and retention. I recently interviewed Adam as a guest on our podcast, which you can check out here. In the meantime, I’m going go to suggest some structural and strategic actions you can take to support your clients ongoing. The benefit being that instead of being reactive, constantly putting out fires or doing ‘unplanned maintenance’, the idea being that you have a more collaborative & predictable relationship with clients ongoing. Think forward: When delivering your advice or loan recommendations, let the client know that a function of the service is the ongoing access to you and your support Book the task. If you’ve put them on a fixed rate, set a task 90 days before expiry to reach out to them. Most CRM’s will have the feature available Reprice. Some brokers will proactively reprice their clients and offer the good news after they’ve delivered the result. If you plan to do this, tools like Sherlok are fit for purpose Reach out. Despite opinions to the contrary, most people welcome a proactive call designed to look after their wellbeing. Not all calls will result in a refinance, and occasionally, might result in ‘running some numbers’, though compared to losing the client off the book, arguably, it;s a worthwhile component of delivering value that reminds them of why they choose to re-engage your help. As your book matures, invariably, the role of repricing and even reaching out may be delegated to a client service manager or a firm with specialist phone skills. We know that over the next 3 years, $500 billion worth of home loans will be expiring from the ultra-low fixed rates - which presents both a risk and an opportunity. The more structure you introduce into your service deliver - from the initial consultation to the ongoing relationship, the easier it will be for clients to return to you, to remark about your service and invariable, earn more referrals. It’s Time to Stop Losing Clients Virtually all brokers invest effort into attracting new clients into their practice. That’s because getting new clients brings an upfront and grows the trail. When combined with a clear, purposeful and effective retention strategy, you will invariably see your book grow and increase your asset value in the process.…

The Successful Adviser by James McCracken

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The Most Important Podcast I’ve Ever Done 32:24

vor 3 years32:24

32:24

Having interviewed over 160 podcast guests and had extraordinary conversations with many incredible people, it’s a big call to say this is the most important podcast I’ve done, particularly since it has nothing to do with broking. It does however have everything to do with how and why we perform and function in the world the way we do through our unconscious biases. It was spurred on by some friends of mine, females, who have had vastly different experiences of people whom I’d refer to as ‘good blokes’. And knowing my friends were having these experiences, the more important I felt it was to unveil why we, like people, have unconscious biases that influence our behaviours, decisions and actions. On occasions, these biases contribute to our growth and well-being, and at times, can dimmish our capacity to be the best version of ourselves. To help piece things together and provide some perspective around this, I asked a friend of mine and one of Australia’s leading authorities on unconscious bias, Wendy Lundgaard to share her knowledge and insights. I’ll be the first to raise my hand and there’s still a long way journey ahead of me in terms of building more awareness around my biases, and I hope this conversation provides you with further insights to assist you in your professional and personal well-being.…

The Successful Adviser by James McCracken

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Why Keith Caine bought a billion dollar loan book 29:59

vor 3 years29:59

29:59

Operating a broking practice can be challenging, especially if you’re just starting out. It’s even more so if you used to work as an employee in one. Transitioning from employee to owner can be tricky… but not impossible. Keith Caine joins me for this episode of The Successful Adviser. He moved from England after the 2008 recession to build a life in Australia. He joined Mortgage Choice and worked his way up. But today, he runs the firm. Keith shares his story of how he started from scratch and went on to become one of the top brokers in Australia. It’s an inspiring journey with lots of insights for all mortgage brokers. The key questions: How can mortgage broking business owners deal with imposter syndrome? (16:00) How can you transition from employee to owner of a mortgage broking business? (18:31) What is the highest form of leadership? (22:52) How can you engage better with staff and create a high-performing work environment? (25:30) What you’ll discover: The inspiring story of how Keith kick-started his mortgage broking career in Australia (4:19) The primary motivation of most employees (12:07) The mentality Keith used to smoothen his transition from being someone’s colleague to being their boss (14:06) The objectives Keith focused on that sustained the growth of his mortgage broking business(20:40)…

The Successful Adviser by James McCracken

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How Marissa Schulze Built A Team of 30+ staff 31:39

vor 3 years31:39

31:39

The sole operator mentality can only take mortgage brokers so far. At some point, brokers will need to delegate key responsibilities to their team members. This will allow them to focus on the strategic and operational decisions and actions that keep their broking practices moving forward. Marissa Schulze, the director of Rise High Financial Solutions, joins me for this episode of The Successful Adviser. She and I discuss common growing pains and how she grew from a practice of one to a thriving practice of more than 30 team members. Tune in to discover how to maintain a cohesive working culture and how to maintain a great client experience as your practice expands. The Key Questions: Why do many mortgage brokers hesitate to hire more staff? (9:17) How do you know when you should hire an additional team member? (11:13) How do you maintain a great company culture while growing your team? (20:30) How can you maintain a great client experience after leaving the trenches? (26:03) What You’ll Discover: How Marissa achieves work-life balance as a mother of two (7:29) Hiring employees vs. subcontractors (12:51) Marissa’s approach to team-building exercises and events (23:04) The importance of trust in broker-client relationships (29:23)…

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