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MFAA Prosper : Mortgage and Finance Brief 06
Peter Daniels of Lead Australia hosts the recent Sell More, Live More workshop Keep ahead of the competition by attending the MFAA’s new program of events; designed to give you the business edge. Words Martin Wanless T here’s an air of increased professionalism sweeping through the mortgage broking community at present. It may have been sparked by the implementation of NCCP, but it’s not just confined to paperwork, referrals and responsible lending; its impact is resonating throughout the sector. One area in which this is particularly evident is in learning and development. Competition is fierce, and the need to write not only more business, but more good quality business, has never been greater. On top of the Professional Credit Adviser pathway that will be introduced at the turn of the year, the Association is also introducing an increasing number of current, relevant and practical learning and professional development activities aimed at equipping brokers with skills that really could make all the difference. “We want to provide a central point of reference for members and other stakeholders seeking information, learning and professional development options,” says the MFAA’s Executive Director of Learning and Professional Development Rod Edge. “We’re providing a larger range of learning and professional development options that will target all facets of the broker’s business, enabling them to develop aspects such as their sales [see case study, right], marketing, business management and succession planning, as well as arming them with the relevant professional qualifications.” Don’t miss out on courses that will benefit you. Make sure you keep checking the MFAA’s website, e-newsletters and Mortgage & Finance Brief for the most up-to-date information on valuable courses. Knowledge is power The Sell More, Live More course ran in Sydney, Brisbane and Melbourne in November, offering MFAA members the opportunity to tap into the expert knowledge of sales coach Peter Daniels (right) of Lead Australia. In the past, the majority of the MFAA courses have been based around technical knowledge, but the Association has identified the need to offer its members the opportunity to improve its people and sales skills too. In the Sell More, Live More workshop, Daniels revealed a whole host of ways in which to increase sales, and how to prospect, present and close successfully. The lowdown Speaking afterwards, Daniels said, “Today we gave all participants an overview of all the components of a successful mortgage broker, and then broke down the elements into easily understandable sections. “As well as the critical competence of technical skill we looked at the personal attributes of an individual’s habit patterns, as it relates to time and personal management, communication and work-operating style, and the impact that these behaviours can have on sales outcomes. “We then looked at the component parts of a successfully communicated sales presentation, and how to pitch your own distinctive set of ‘ value offerings’. This naturally has a significant impact upon a prospect’s likelihood to buy.” The brokers’ perspective Of course, the people that matter are the delegates, and they were fulsome in their praise. “It’s been a really motivating afternoon,” said Shayne Betreen (above) of Gain Financial Solutions in the Southern Highlands, NSW. “I’m new to the industry, and will definitely be booking more courses when I get back to the office. The information’s invaluable and it’s conveyed in layman’s terms, so it’s accessible to everyone.” More experienced brokers were out in force too. Geoff Russell (right) of Mortgage King in the Northern Beaches NSW said, “The information put across is really good. The majority of brokers don’t do too well in prospecting, and Peter ’s given us all information that will definitely improve our businesses. “The MFAA does a great job in updating brokers’ skills and helping us to sustain and improve our businesses.” Case study: Sell More, Live More 38 | Mor tgage & Finance brief InFocus
Mortgage and Finance Brief 05
Mortgage and Finance Brief 07