How To Get EVERY Client

Now that you can get almost every client that you talk to, the final stage is to be guaranteed that you get EVERY client.

To do that you will have to “Do most of what below average performer does”, “Do what an above average performer does”, “Do all the things to blow away your clients” AND the below:

Try to learn as much as you can in other areas such as property selection, renovation/development, ownership structure, tax etc.

Learn from the clients on appointment – the best teacher is always the one in front of you at the moment.

Teach the clients what you learnt from the last client, so that you can speak their language

So in Summary, if you are not playing at this level, you will be wasting a lot of time seeing a lot of clients and not getting the conversion and financial results you want, hence stressing out yourself and your team.

On the other hand, if you are playing at level 5, you can convince clients very easily to choose Investors Mortgage and they won’t change their mind easily to keep us waiting etc.

The good news is that for any MFS to play at Level 5, it’s not that hard. First of all, you need to realise that our market demands more from you, whether you will have an easy ride an IM or completely stressing out is entirely up to you. MFS at Investors Mortgage work like a lawyer instead of a street beggar, people come to us instead of chasing them in the street, the trade off is that you need to be good enough.

How do we get good enough?

Start from respecting ourselves at the same level as a professional (such as a good lawyer), we need to know our stuff and really add value to our clients. I know some of the brokers think they are just salesman, and they have absolutely no interest in improving their overall knowledge and skills so that they can provide true value to our clients. But I think we as a team are moving in the right direction. I just want to remind you guys that you are carrying a huge responsibility to look after other people’s financial affairs, if you take this responsibility lightly, the world will take you lightly.

“The world treats us exactly the same way as we treat others”