Episode 207
Bigger is not always better; it’s what you do with it that counts.
So they say.
This could be the most crass or cliche way to start an email ever.
But, there’s an appropriate analogy here for a mortgage business.
I assure you.
Because in business…
Bigger is not always better; it’s the profit and value creation that counts.
But unfortunately… most brokers focus on the wrong things:
In fact.
A lot of brokers, even the “successful” ones (I put successful in quote marks because the industry rewards the wrong things, measuring success incorrectly):
In this episode of Mortgage Broker Acceleration, we discuss the concept of having a profitable mortgage business model, and the dangers of being caught (or stuck) in the middle.
Episode 206
This week's episode of Mortgage Broker Acceleration is special.
I have a ninja business-building guest with me, taking the seat of Ash for the week.
This episode is for the serious mortgage business builders.
A behind the scenes look at how our business grew by 500% in the space of a couple of years, and simultaneously went from almost full reliance on me to virtually zero reliance on me.
This is not a one-off case study either.
We’ve helped a number of mortgage brokers achieve similar levels of success through our 10X advice and coaching program.
In this episode of Mortgage Broker Acceleration, meet the business system genius behind the growth of BIG, and learn smarter and easier ways to develop your business, build systems and lead a high-performance team.
Episode 205
I am giving you permission to work less and earn more.
Now let’s take a step back… because it’s not that simple.
I’ve worked with hundreds of brokers over the last 15 years.
Some who are just making ends meet, to those making seven-figures a year (in personal income, not settlement commissions / revenue).
You want to know the common thread, that is consistent among brokers, regardless of how much they earn?
They all keep working hard, full-time hours, Monday to Friday, 9-5… and more.
Many sit at the desk all day, even when there is no work to do, or they are completely unproductive.
And then there’s some, too many in fact, that think it’s ok (or expected) to work nights, weekends and holidays.
Let me tell you that both of these situations are B.S.
Don’t settle for it.
This episode of Mortgage Broker Acceleration runs deep on our society and mindset. Don’t skip it. We discuss the unconscious “need for 9-5”, linking being busy to being valuable, and how most brokers have an outdated belief system that is stopping them from working less and earning more.
Episode 204
There are levels of how hands-off you can go in business.
From zero, i.e. you are responsible for everything!
To completely, i.e. you are responsible for nothing.
Most brokers want to end up somewhere in between.
They love what they do.
But they want flexibility to have a life, travel and follow passion projects.
I’ve personally been at both ends of the spectrum. Having a business that was essentially “all me” and also a business that ran independently of me. Both have pros and cons for sure.
In this episode of Mortgage Broker Acceleration, we discuss the different levels of systemisation (we call it Go Hands-Off), how to think about them and progress through the ranks. Note this month is all about systems, but it runs deeper than that, which you’ll find out when you listen in.
Episode 203
Building systems, processes, workflows, automations and so on is a MUST in business.
I know that.
You know that.
Even the guy down the street… who is not in business… knows that.
Because without systems you have a mess… fly by the seat of your pants... business.
The problem I see working with brokers, is the definition of systems, and the extent and depth of their installation… is vague and half-baked.
Take an easy example.
Brokers with little-to-no systems, they know this and know they need to do something about it… which is a good thing. Because if they stop working, everything stops.
Here’s where it gets tricky and dangerous.
Brokers who do have a lot of systems in their business, think their systems are really good and are kicking goals, but in reality it’s primary school level at best. If they stop working, some things keep working because of a support team in place, but many things stop and break without them.
A lot of brokers have a basic system for the loan process, but have virtually no systems for lead generation, referrals, partnership nurture, marketing, admin, HR, team performance, client care, reporting, and so on.
In this episode of Mortgage Broker Acceleration, we discuss the purpose of systems and the various levels of ‘system achievement’ needed to go from solo broker to true business owner that is not required in any way.
Episode 202
As a mortgage broker and business owner, you can focus on two types of value.
Now Value and Future Value.
You also have the choice of how to invest your time (a finite resource) each day.
Most invest all their time on Now Value tasks; such as generating new business, writing loans, nurturing referral partners, client care, working with support team, and so on.
A focus on Now Value means you have a job, not a business. If you stop working, your business and income stops (or is greatly reduced). Now Value is about creating an income from your effort now and forever.
The fundamental purpose of business is to build Future Value, and I’m not talking about building your trail book, that’s very limited in thinking and one-dimensional.
Future Value is doing something today that will make tomorrow easier, or even better, something you no longer have to do. Future Value is about creating an income (and asset) that doesn’t require your effort in the future to generate it.
If you prioritise business building, and Future Value, you will result in income generation and asset creation that is independent of you and your time.
If you fail to prioritise business building, and keep chasing Now Value, you will be locked in having to trade your time and energy for money indefinitely.
In this episode of Mortgage Broker Acceleration, we discuss this in more detail and share why you should switch your focus to business building and Future Value, but doing it smart so you continue to generate a solid income (Now Value).
Episode 201
There are many common mistakes brokers make when building a team.
And it makes business hard, annoying, and frustrating.
In fact a lot of brokers end up thinking it’d be easier to just go solo and do everything themselves! But we all know that’s not a real business of course… that’s just a job.
So we need a team.
And if we do it right, it can be easy, fun and lucrative.
In this episode of Mortgage Broker Acceleration, we discuss the key mistakes to avoid when it comes to team building and team management. These are hidden mistakes brokers don’t even know about, so this is a guaranteed eye-opener.
Episode 200
What’s the one person all brokers should hire… but virtually none do?
Is it a loan processor? No.
Is it a parabroker? No.
Is it another broker? No.
Is it a CSM? No.
Is it a virtual assistant, or a marketing person, or an office manager?
No. No. No.
It’s actually not what you think, which is why almost nobody does this.
I’d argue that it’s impossible to have an efficient, high-performing team without ‘this person’.
In this episode of Mortgage Broker Acceleration, we discuss the trap most brokers fall into when hiring people, and share the smarter hiring strategy that will accelerate results.
Episode 199
Grow your mortgage business.
Build your mortgage business.
Scale your mortgage business.
You’ve gotta build a business!
…says who???
Forget what everyone else is saying, doing, or telling you to do.
The fact is…
You don’t have to do anything.
The forgotten (and crucial) question is…
Should you build a business or not?
And the answer isn’t always yes.
In this episode of Mortgage Broker Acceleration, we discuss the situations where brokers should build a business and where they should take a different approach to reach their financial and life goals. Building a business isn’t for everyone, and it’s not always the smartest and fastest path to success.
Episode 198
Building a team is easy.
Any broker can hire people.
But keeping a team long-term, high-performing, happy and sustainable… and have them treat your business like their own… is a completely different story.
There are a number of strategies required to achieve this. To create stars (or A players) in a mortgage business.
In this episode of Mortgage Broker Acceleration, we discuss our Team Advancement strategy that keeps A-players happy and performing for years and years. This same strategy also creates the highest level of efficiency and profit.
Episode 197
Being seen as a micro-celebrity is a good thing for business.
A customer choosing a mortgage broker will… all other things being equal... gravitate to the person who has a higher level of (real or perceived) celebrity.
The definition of ‘celebrity’ here is complex and there’s psychology behind it, a good reason to listen to this episode in full where we unpack it.
In short… building celebrity status is definitely something you should consider (for you and your business).
And there are two main ways to achieve it.
Earn and Manufacture.
One takes years (or decades), the other takes a simple decision and only days… if you know how.
In this episode of Mortgage Broker Acceleration, learn the secrets of manufacturing celebrity and the huge benefits to your business, your clients and you personally.
Episode 196
Should you invest the time and resources to enter awards?
You might think the answer is a straightforward Yes or No.
But it’s not.
Because it takes a fair chunk of time to submit entries in all the industry (and non industry) awards, you want to make sure you are doing it for the right reasons.
And personal recognition, a trophy and a night out at an awards ceremony… isn’t one of them.
In this episode of Mortgage Broker Acceleration, learn how to consider awards from a strategic business perspective. Why you should consider entering (or not), how to maximise your chances of winning, and what to do if you are a finalist or winner.
Episode 195
I currently live in Melbourne, Australia.
It’s winter.
And everyone wears black.
It’s kinda dull, boring and depressing.
But… I’m not here to critique the fashion choices of an entire city.
Afterall, I do wear my fair share of black clothing.
Now… I notice a similar trend in the mortgage industry.
Everyone looks and sounds the same.
Following and copying one another.
Also kinda dull and boring.
To succeed in business and as a mortgage broker, you want to go out and see what everyone else is doing… and then do something different… often the opposite.
Wear white when everyone is wearing black.
In business… standing out and being unique is the name of the game.
Boring, beige and plain vanilla is not.
In this episode of Mortgage Broker Acceleration, learn why most people don’t do this and why they prefer to blend in. Discover how to get comfortable with standing out and why the marketplace rewards those who do.
Episode 194
Public speaking is one of the most valuable things you can do in business.
Why?
1:MANY
The fact you can connect with, educate, inspire and motivate a group of people… all at the same time… is a scale gamechanger (think efficiency, conversions, profit and more).
What’s even better is it can actually be fun, once you flip your approach and mindset.
I used to be the shyest kid in school and the last person you would think to put their hand up to speak in front of a room… let alone become good at it.
While I still don’t consider myself a good (i.e. professional level) public speaker, it hasn’t stopped me from learning how to have fun and make millions of dollars doing it.
In this episode of Mortgage Broker Acceleration, learn why you should consider public speaking opportunities (linked to generating business of course), how to change your mindset and enjoy it, and of course the big one… learn what you should talk about and say.
Episode 193
Today marks the first day of the new financial year, at least in Australia.
So what should you do to start strong?
First, you should have started at least 3-months ago, but we’ll skip that since we don’t have a time machine handy.
What you’ll want to consider are three things.
The EOFY can feel like an arbitrary line in the sand, but there’s actually a number of things smart operators are doing at this time.
In this episode of Mortgage Broker Acceleration, learn how to prepare, plan and maximise this time of year… it’s not too late.
Episode 192
The world is obsessed with technology.
The mortgage industry is obsessed too.
Conversations centre around using technology, the latest and greatest CRM, chatbots and AI, video meetings, systems, process flows, automations, social media, digital marketing and more.
The fintech sector is buzzing with 1001 things to make business and life easier.
All valid and valuable topics by the way. Lots of useful products and solutions. No argument there.
But there is a problem with this.
In fact there are two problems.
First, the use of technology to avoid actually doing the work. For example, wanting ton use digital marketing and have hot, qualified leads magically appear… rather than going out, talking to people, building partnerships and selling yourself.
Second, the use of technology as a replacement for what works. For example, building a successful mortgage business off the back of networking, partnerships and business development… then replacing that in favour of building a digital marketing strategy.
We see both of these happening all the time, even with experienced and successful operators.
In this episode of Mortgage Broker Acceleration, learn why technology is great and cannot be overlooked… but also why traditional tactics are just as great, cannot be overlooked, and often work better than the new shiny objects being chased.
Episode 191
Direct Messaging is actually not new.
SMS has been around for 25 years.
Messenger and WhatsApp have been around for 15 years.
What is new… is how people are using these communication channels.
The game has changed.
And the problem is… most brokers have been left behind.
In this episode of Mortgage Broker Acceleration, learn how and when to use different communication channels with your prospects, clients and partners… to meet them where they are at… play the game effectively… and maximise your results.
Episode 190
Hyper-engaged clients are more secure and refer more.
This means they make brokers a lot more money and make a mortgage business a lot more valuable.
Problem is… most don’t put the effort and resources into creating a hyper-engaged community.
They do the basics, at best.
A monthly newsletter, social media activity, interest rate updates and annual reviews.. which doesn’t cut it.
Not even close.
The solution is a content and connection ecosystem. Delivered online and offline. That is unique and meaningful. Designed to take a specific audience on a specific journey towards a specific outcome.
There are around 17,000 brokers in Australia right now, and I can count on one hand the businesses I’ve seen do this well.
The ones that do are absolutely crushing it.
In this episode of Mortgage Broker Acceleration, learn how any mortgage business can create hyper-engaged clients, resulting in less churn, more referrals, more profit and more value for the business and clients.
Episode 189
Mortgages are boring.
And mortgage brokers are being boring.
Because they talk about mortgages.
Let that sink in for a minute.
Now I’m not trying to be pointlessly rude or knock people down just to cause a stir. I’m simply stating a fact because I see it over and over everywhere I look.
Generic. Corporate. Boring.
And I want to help.
If brokers want to engage people (online, offline, anywhere!) they need to have the right message and they need to be the right messenger.
And all brokers should want engagement.
Because without it, they have no customers and no business.
So it’s kind of important.
In this episode of Mortgage Broker Acceleration, learn how to take a boring topic (mortgages) and turn it into an engaging message that is real, relatable and consistent. Discover how to show up as a clear and confident messenger, leading and motivating people to take action.
Episode 188
For a real life case study in personal productivity, tactics and hacks, mindset and performance… we look no further than the man and co-host himself, Ash Playsted.
Over the last few episodes we’ve covered specifics like The Energy Map, the Magic Minute and Mental Fartlek strategies, and Elements of Peak Performance. Go back to those episodes if you missed them.
But where did all this come from? Where did it start? A personal endeavour (or obsession, at least a very positive and productive one!) that started many moons and hundreds of books, courses and experiments ago… that has resulted in a high level of self-awareness and success in business and life.
In this episode of Mortgage Broker Acceleration, you’ll learn what started this journey for Ash, why it’s been so important, the key learnings along the way… and what he’d do if he started all over again. Don’t miss it.
Episode 187
Do you know what Peak Performance actually means?
If you’re guessing things like:
Then you’re not wrong.
Performing at your peak = winning, achieving, maximising.
But… that’s only half the story.
When we talk about Peak Performance, we are actually talking about Resilience. Being able to withstand the ups and downs of business and life. Being able to mentally bounce back fast. Being able to stay calm, focused, and make smart decisions. Being in strong physical and financial shape.
Being at your peak is the ability to actively manage yourself and your business in the moment… not just about the outcome of winning, achieving and maximising.
In this episode of Mortgage Broker Acceleration, you’ll learn the 3 elements of peak performance and how you can start training (in each of the 3 areas) to be at your peak, to be resilient, to weather the ups and downs.
Episode 186
Here are two fast, easy and powerful productivity hacks you can use right now.
Magic Minute… you can learn and start doing instantly, today. It’ll help you break free from the noise and busy-ness of your day and help you switch gears and focus… instantly… in just one minute… anytime you need.
Use this for your next client or partner meeting and notice the difference.
Mental Fartlek… you can also learn and start doing instantly, today. It’ll help you harness the power of interval training, working with the limitations of your brain, to challenge yourself and get more done in a shorter amount of time.
Yes, this has a funny name (show your kids!) and is counterintuitive… but it actually works. Try it.
In this episode of Mortgage Broker Acceleration, you’ll learn how to use Magic Minute and Mental Fartlek in your daily business and life for maximum productivity and fun. Try them both.
Episode 185
Energy is like time, you only have a fixed amount of it.
So use it wisely.
Most don’t.
They follow the normal (and outdated) model followed by schools, workplaces, corporates and other businesses. Show up during set times (usually Monday-Friday, 9am-5pm) and try to pack in and get as much done as possible (maybe with some breaks thrown in throughout the day).
Productivity and getting stuff done is not about how many hours you glue yourself to the chair. It’s about understanding when you should allocate time for various tasks and breaks.
And for most people, sitting there all day, every day, between 9am and 5pm… Monday to Friday… is not the best solution. Not by far.
Instead you need to understand The Energy Map, customise it for you, and build your schedule around that. It’s relatively simple when you know how.
In this episode of Mortgage Broker Acceleration, you’ll learn what The Energy Map is and why it’s the smartest time management and productivity strategy you can use. When you get this right, you’ll be in flow, getting things done, with less fluff (i.e. getting more done with less time).
Episode 184
Do you want to know how to win the client every single time?
(and have them actually convert into a settled deal and not fall off the radar)
Before you do any work. Before you invest time and effort. Before you give them the solution or answer.
There’s a way to win clients…
Without talking about loans, rates or deals.
The answer is NOT:
There’s a framework we follow (and teach our mortgage broker members) during the first part of our Trusted Advisor process called the Triage. What you do during Triage will either win or lose the client.
In this episode of Mortgage Broker Acceleration, you’ll learn exactly what you should be selling during your first conversation… to win the business before you’ve done any work… and make the loan, the rate and the deal irrelevant.
Episode 183
There are two methods you can use to build rapport and trust.
One is being a friend, which is how most brokers do it. Be friendly, pat the dog, have coffee, help them, be available anytime… write their loan… send a hamper on settlement and ask for a Google review.
Good right?
No, not really.
Brokers default to this “friend-zone” approach because they think (or have been taught) that “being nice” is what the client wants. But often it will actually lose you business, make your workflow inefficient, and cost you time and money.
In this episode of Mortgage Broker Acceleration, you’ll learn the other approach using our Trusted Advisor framework, that will instantly put you in the “pro-zone” and win you the business over any “friend-zone” brokers or bankers any day of the week.
Episode 182
McDonald’s made the “Do you want fries with that?” upsell famous.
Business owners and mortgage brokers have copied and continued in this vein for years… decades… trying to offer additional products and services after the sale of their core product or service.
Mortgage brokers help with home loans… and then try to ask “Do you want fries with that?” Adding on insurance, financial planning, accounting, car loans and the like. Most don’t do very well with it… because it’s not natural and stinks of sales.
Good thing there’s a better way. It's what McDonald’s are doing now too. In fact they’ve been doing it for years. It’s what we teach our members as part of our Trusted Advisor framework.
In this episode of Mortgage Broker Acceleration, you’ll learn a more powerful way to sell additional products and services without having to sell at all. This is 100% designed to help your clients, not just your bottom line.
Episode 181
All client meetings (we call them Strategy Sessions) should follow this simple 3-step format:
Now → Goal → Bridge
Most brokers don’t use this format. They just follow their nose based on what the client says and wants. Which is wrong.
We help our members install this as part of our Trusted Advisor framework.
When you get this right… conversions skyrocket… referrals multiply… loan time cycle reduces (i.e you get paid faster) and more.
Great brokers naturally do this, but they don’t understand how to systemise, document and train others to do it as good as them. So they are perpetually locked-in to being the key broker running rinse-and-repeat meetings all day.
Pays well. But it’s boring and not sustainable or saleable.
In this episode of Mortgage Broker Acceleration, you’ll learn how we approach Strategy Sessions and use the 3-step format for maximum impact.
Episode 180
Do you know what your customers really want from a mortgage broker?
The best deal (rate, fees, etc)... expert knowledge or advice… help selecting and applying for a loan… friendly and convenient service… fast turnaround times?
No.
That’s not it.
Sure… your customers do want all those things… but there’s one bigger thing they are looking for (and despite what the title says, it’s not “the truth”).
And if you don’t give it to them… they will 100% go find another broker who can.
What is it?
You’ll have to listen to this episode of Mortgage Broker Acceleration, to learn the missing piece.
Episode 179
This month has been all about key partnerships.
Every broker knows they are the backbone of a successful mortgage business, but unfortunately, most aren’t doing it very well… and not getting the results (referral flow) they want.
The past few weeks on the Mortgage Broker Acceleration podcast, we’ve shared some key insights and strategies to help in this space. This week, we have a case study episode with our strategic advisor, Ash Playsted, and it’s split into two parts.
Part 1
How Ash personally wrote over 1,000 loans, without sharing any commission, from just a small key group of referral partners.
Part 2
How Ash built referral partnerships on a national scale, from the ground up, including the pros and cons of chasing the “big fish”.
Episode 178
Should you share commissions with your referral partners?
The short answer is… it depends.
More importantly, and the thing most brokers get wrong, is that the default starting position… should always be a hard and fast “No”.
Unfortunately, most brokers default to offering a share of commission in order to win partnerships, which is a big mistake, and leads to an array of future problems.
In this episode of Mortgage Broker Acceleration, you’ll learn the important things to consider when it comes to sharing commissions; when to do it, when not to do it, how to do it, and how to deal with partners who ask.
Episode 177
Almost all mortgage brokers approach referral partners wrong.
Meeting for coffees and lunches… promising the world, the best rates, the best service, to help with even the trickiest deals… offering a share of commissions to win them over… to be “given a chance” to prove themselves.
Like a needy kid sucking up to their parents, begging for an ice cream. It’s not a good interaction. It’s annoying and cringe-worthy. No wonder most parents say “No” to the ice cream.
Most referral partners say “No” to brokers. You probably don’t even realise it’s a “No” because they won’t directly say it. Instead they will meet up, play along, string you along, make excuses and not follow through, sending no referrals. Sound familiar?
In this episode of Mortgage Broker Acceleration, you’ll learn why this is a mindset and positioning problem, including the wrong and right mindset to approach (and win) referral partners. Essentially you have to do the exact opposite of what you’re currently doing.
Episode 176
If you have referral partners but they are not sending you direct referrals every single week… then sorry to say you have been “friendzoned”.
This is bad. You are not here to make friends.
You are a broker and in business to make money by helping people and writing loans. To achieve this you need people to talk to, people to help, people who need a loan.
If your so-called referral partners aren’t sending you referrals every week… then you are literally wasting your time, energy and money.
The reality is if you are currently in this situation, it’s 100% your fault. The good news is you 100% have the ability to fix it.
In this episode of Mortgage Broker Acceleration, you’ll learn how to escape the referral partner “friendzone”… and even better… avoid it from the start. If you want to know how to forge fun and fruitful referral relationships, this is for you.
Episode 175
Want to know exactly what James did as a mortgage broker to generate leads and write millions in loans each month from his 3rd bedroom, with no staff, without having to see clients, and take 3 months holiday a year?
Want to know how he then generated hundreds (actually probably in the thousands) of leads for other mortgage brokers using paid advertising on social media?
Want to know the strategies James uses in his current business to generate hundreds (actually thousands) of leads and sell millions of dollars in business services (that actually help brokers and make them many times more than what they paid)?
Well, that’s exactly what this episode of Mortgage Broker Acceleration is about. A case study with James Veigli in the firing line, and Ash Playsted asking the questions.
Everything shared is 100% relevant to all brokers out there. James says he’s not a magician, he just learnt and worked hard to figure out what works. You have the chance to do the same.
Episode 174
An interesting thing about the mortgage industry is that it’s both a highly technical profession as well as a highly personal profession.
That means to be successful you need to be a great technician (i.e. credit analyst), understand how to do the numbers, structure the deals and provide solutions to clients.
Plus…
To be successful you also need to know how to market and sell yourself (i.e. sales person). Because being a great technician is useless if you have nobody to help.
Enter the problem. The elephant in the room.
Many brokers are not willing (this could be for many reasons) to do what’s required to market and sell themselves to generate enquiries. Many just don’t know how.
Unfortunately, many brokers enter this industry without knowing this reality. It’s not their fault. Many also continue and struggle, writing barely any volume, oblivious to or avoiding this reality.
If you are afraid (or are unwilling) to go out and sell yourself, then you should either not be a broker, or you should go and be a loan writer in a mortgage business that feeds you leads.
Sounds a little harsh, but we see far too many square pegs in round holes, going through unnecessary hardship.
It’s time to consider who you really are? And is this industry right for you?
Have a listen to this episode of Mortgage Broker Acceleration, where James and Ash discuss the reality that if you want to be a successful mortgage broker… then you actually have to become a successful marketer and seller of mortgages.
This one will hit home for sure.
Episode 173
Every broker wants more quality leads.
Even those who don’t currently want more because they are too busy, when things quieten down or they want to scale up, will need a consistent lead generation strategy too.
Leads make business go around.
They are the oxygen. But… do you know how to breathe? Sure, you ‘are’ breathing right now, but do you really understand how it’s working?
It’s the same with leads. Brokers ‘are’ getting leads in the door, but they often have no idea how or why it’s happening… other than knowing they do a good job and people talk and refer. The problem is they have little to no control over it.
When times are booming, good brokers are busting at the seems automatically. Too much business! But when times are flat, the same good brokers have their volume drop off and don’t know how to get it back.
In this episode of Mortgage Broker Acceleration, James and Ash talk about the most powerful, effective and market-proof strategy you can use to generate all the (quality) leads you’ll ever need.
It’s probably not what you think it is either.
Episode 172
Digital marketing is the minefield of all minefields!
When it comes to your website, social media, content, video marketing, advertising, emails and more… there are 1001 tools, services, consultants and providers to choose from… all promising the world.
So what should you do?
What should you NOT do?
It’s tough as a broker and business owner. So much conflicting (and often biased) information. Things are not always as they seem.
In this episode of Mortgage Broker Acceleration, James and Ash talk about all things digital marketing. They know a thing or two, having made many millions for their businesses and clients, directly using digital marketing strategies.
They talk about the three stages of digital marketing (from being a ‘beginner’ to the ‘next’ phase and ultimately being a ‘ninja’) and which you should focus on in your business. It’s quite likely you’re getting this wrong right now.
There’s a lot in this.
Episode 171
The secret to growing your loan volume and growing your mortgage business… is actually to NOT focus on doing these things directly.
Instead, a focus on greater community presence and client impact is the key.
We call this The Impact Zone.
The concept is simple. When you make a bigger impact, you will enjoy more opportunities in your business. It’s the ultimate lead-generation tool.
It takes time and skill to build. It’s a bigger picture, longer-term play. But the rewards in terms of personal satisfaction and business growth are massive.
In this episode of Mortgage Broker Acceleration, James and Ash discuss how to make the transition from an expert product provider to a true expert authority and financial educator.
Episode 170
Every day brokers are spreading the word about what they do. They want to help people and build a successful business for themselves.
So much time and effort is spent posting and sharing online, talking to networks, and meeting with potential clients.
But they don’t realise they are unknowingly limiting their results, their impact and business valuation by focusing on the wrong thing.
It’s not what they’re doing that’s the problem… it’s what they’re saying.
In this week’s episode of the Mortgage Broker Acceleration podcast, James Veigli and Ash Playsted unpack the three levels of communication brokers use with their prospects and clients. You’ll learn how speaking at the ‘top of the pyramid’ will transform your results.
Brokers who are willing to change how they talk with their prospects, partners and clients will stand out in the market and build clients for life.
The Key Questions
What You’ll Discover
Episode 169
As brokers, it's easy to think more clients equals more money but this isn’t necessarily the case.
Specialisation is where it’s at.
When you specialise, you attract more clients, your process is simpler and your revenue and profit increase exponentially.
By zeroing in on a niche you’re passionate about, you very quickly become the expert.
In this week's episode of the Mortgage Broker Acceleration Podcast James Veigli and Ash Playsted discuss how specialisation is all about creating a business that's focused, efficient, and driven by purpose.
When your business changes lives, success follows naturally.
The Key Questions
What You’ll Discover
Episode 168
You’ve probably heard about the 10,000-hour rule—the idea that mastery in anything needs 10,000 hours of practice.
But what if there's more to being an expert than just the clock?
Let's explore a new approach.
We know that clients want experts, not jacks-of-all-trades. So, it's time for brokers to shine in their niche rather than trying to be all things to all clients.
Tune in to this week's Mortgage Broker Acceleration podcast, where Ash Playsted and James Veigli explore the difference between technical expertise and perceived expertise.
We discuss the importance of self-belief, confidence, and how these qualities can make you a standout expert in the industry.
The bottom line? Balancing technical skills with a killer perception game is the secret to making your mark as a broker.
The Key Questions
What You’ll Discover
Episode 167
Happy New Year.
We hope you had a fantastic break and managed to relax, recharge and are ready to tackle 2024.
For brokers, now is the time to lay the groundwork for a successful year ahead.
So, how can you reach your goals and stay on top of the mortgage industry's shifts?
Tune in to the first 2024 episode of the Mortgage Broker Acceleration Podcast with James Veigli and Ash Playsted. We're diving into upcoming trends and forecasts, discussing market expansions, industry changes, and strategies to thrive amidst it all.
Remember, a clear roadmap leads to success…
The Key Questions
What You’ll Discover
Episode 166
Wow, 2023 was quite a ride. Reflecting back, there's a ton to celebrate...
Our members hit it out of the park, achieving their dream business visions, snagging awards, and some even made more money while working less. That's the sweet spot, right?
Let's not forget the incredible Mr. Rob Barton who rowed solo from Australia to Africa, breaking a world record along the way!
And we scored BIG too, nabbing two MFAA awards—the Professional Development Award and the Support Service Provider Award. Proud moment, for sure.
Catch the last Mortgage Broker Acceleration podcast episode of the year, join James Veigli and Ash Playsted as they reflect on the year's wins and share why it's crucial to glance back before diving into the new year.
And most importantly, Merry Christmas listeners! We hope you take time for yourself, practice self-care, and look forward to a promising 2024.
The Key Questions
What You’ll Discover
Episode 165
Brokers often work with every type of client, simply because “that's just how it's done."
There is a more efficient way, yet 99% of brokers don't do it.
Why? The fear of missing out.
The thought of saying no to a potential client raises eyebrows. How could turning away business possibly support growth?
Focusing on your ideal client might feel like stepping out of your comfort zone, but here's the thing… When you focus on your ideal clients, the work becomes easier and faster.
In this week’s episode of the Mortgage Broker Acceleration podcast, James Veigli and Ash Playsted discuss the concept of identifying your ideal client and the pivotal role of niche selection in business growth.
The Key Questions
What You’ll Discover
Episode 164
Brokers know lead generation is key—no leads, no deals, right? But there's a phase often overlooked: the gap between pre-approval and full approval.
What if we told you, this is where the real magic happens.
That it’s not just about getting pre-approval and stepping back, it's about actively guiding clients until they purchase their property.
In this week’s episode of the Mortgage Broker Acceleration podcast James Veigli and Ash Playsted delve into this often-neglected phase, shedding light on the power of supporting clients beyond pre-approval and boosting conversion rates.
Tune in for actionable insights and strategies.
The Key Questions
What You’ll Discover
Episode 163
If you're serious about crushing it in business, personal growth isn't an option; it's a must. Picture it this way… your business growth is shackled to your own development.
Brokers who get this, who dive into continuous learning and accept there's always room for improvement, become the gritty, adaptable leaders that rise to the top.
In this week’s episode of the Mortgage Broker Acceleration podcast, James Veigli and Ash Playsted dive into the case study of “Billy Bob” whose goal was to restore balance to his life and have structure in his business.
Little did he know… there was massive untapped potential waiting for him – something he never thought possible.
Tune in to explore the heart of entrepreneurial resilience.
The Key Questions
What You’ll Discover
Episode 162
Standing out as a broker can be a challenge. Knowing how to set yourself apart from everyone else talking about the same rates and lenders is crucial.
We've cracked the code on a game-changing process that transforms how brokers win trust and seal the deal.
In this latest episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted spill the beans on how brokers can shine as experts and build relationships that keep clients coming back for more.
Discover the strategic approach that goes beyond simply getting the best deal… and become a trusted financial partner that provides a smooth, value-packed client journey.
The Key Questions
What You'll Discover
Episode 161
In a digital world, having a solid content marketing strategy is like having a secret sauce for success.
Content isn't just words on a screen—it's what gets people interested, builds connections, and helps businesses grow.
In this episode of the Mortgage Broker Acceleration podcast, James Veigli and Ash Playsted talk about how balancing quality content and staying consistent is key to business success.
Discover what you need to elevate content from generic information that sounds like every other broker… to compelling, authentic narratives that build genuine connections with your ideal clients.
Plus, learn the most effective strategies for integrating content into a broader marketing strategy that helps you attract, connect and convert with ease.
The Key Questions
What You'll Discover
Episode 160
Brokers who operate with a "watchmaker" mindset tend to be the central figures in their businesses, with every process, problem, and task relying on their direct involvement.
This limits scalability because the broker becomes the bottleneck for decision-making and problem-solving.
The "beekeeper" mindset, on the other hand, focuses on creating a self-sustaining environment which ensures the business can continue to operate effectively, even if the broker steps away temporarily or focuses on strategic aspects.
In this episode of the Mortgage Broker Acceleration podcast, James Veigli and Ash Playsted unpack the “watchmaker” and “beekeeper” analogy and the importance of shifting your mindset to foster independent problem-solving and creating a self-sustaining business environment.
The Key Questions
What You’ll Discover
Episode 159
Building a successful mortgage business goes beyond a predetermined playbook.
It demands strategic thinking, systems development, and leadership skills not typically offered by franchise or licence models.
In this episode of the Mortgage Broker Acceleration podcast, James Veigli and Ash Playsted present a compelling case study featuring dynamic duo, Max and Mary. Their journey showcases how they transformed into effective business leaders, significantly boosting their business's volume and profitability in just 3 years!
Max and Mary's path from aspiring brokers to thriving business owners offers valuable lessons on leadership development, the importance of clear roles in partnerships and the impact of strategic mentorship in achieving business growth and true work-life balance.
The Key Questions
What You’ll Discover
Episode 158
Halloween is just around the corner. As kids and parents prepare to dress up, knock on doors, and ask for candy, brokers should get ready to pick up some lessons from these trick-or-treaters. At the same time, take special note of the houses that do get knocked on. Why? Because they’ve got a lot to teach you about what to do as a broker. That is, ask for candy, you get candy. Make it clear that you’re open for business and people will come knocking.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share important lessons for brokers right in time for Halloween. Tune in to find out the best Halloween secrets you can use to grow your business.
The Key Questions
What You’ll Discover
Episode 157
It’s typical for brokers to get lost in a mountain of tasks. But before you burn yet another midnight oil, take a moment to ask yourself: Is this bringing you closer to your goals? If not, it might be time to pause, reflect, and assess your situation. What is it that you truly want to achieve as a mortgage broker? And what should you be doing to reach your ultimate goals?
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share their personal stories on how they became more focused on their business. They also talk about why success is not about having an endless to-do list and what brokers should be doing instead. Tune in to find out how you can work towards reaching your goals.
The Key Questions
What You’ll Discover
Episode 156
The concept of leadership has drastically changed over the past years. From having a “follow me” attitude, leaders must now become the hardest workers so they’ll get the best results. And instead of being the boss, they should be working to make their team and clients happy. This is true, especially in the broking industry, where collaboration is of utmost importance to become successful.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk about the changes in leadership styles over the years. They emphasise the importance of leaders being team players to become more productive and reach goals faster. Tune in to learn the benefits of this shift.
The Key Questions
What You’ll Discover
Episode 155
Do people really know what you do as a mortgage broker? If you talk to your closest friends, loved ones, and even your referral partners, can they accurately describe what you do? The reality is that most people don’t know the full extent of a mortgage broker’s job. And this is something you must effectively communicate to make your broking business grow.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted zone in on the value of demystifying the role of mortgage brokers. They share a simple and practical way for brokers to show their true value to others so they can help more clients. Tune in to find out how you can apply this to your mortgage broking business.
The Key Questions
What You’ll Discover
Episode 154
In an industry that often spotlights massive wins, big numbers, and a huge team, there’s something I need to remind you: Success can be different from one person to another. What may qualify as success to you might not be the same for another broker. This is crucial for you to understand so you can avoid feeling lost, unmotivated, and unhappy.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share the story of one of their clients who redefined what success meant for him. They talked about how the team helped the client realise what kind of success he really wanted. They also discussed the steps they took to guide him toward that path. Tune in to discover their client’s amazing story and how you can find your own version of success in this industry.
The Key Questions
What You’ll Discover
Episode 153
Love it or hate it, one thing is for sure: Your mortgage broker business needs social media. While it may be plagued with fake news or sensational stories that you want nothing to do with... it is also filled with prospects that can turn into your valuable clients! That’s why you need to be smart about using social media for your mortgage broking business.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted reveal their personal love-hate relationship with social media. They also share how they use it to scale their business. Tune in to find out how to make the most out of social media today.
The Key Questions
What You’ll Discover
Episode 152
The mortgage broking industry is known to be serious. And brokers are stereotyped as intense people who only wear three-piece suits. But guess what? It doesn’t have to be that way! You can insert humour and a little bit of fun every day in your broking business. After all, it’s no longer the 1950s! Even if you start to be more of yourself, your clients will trust you—as long as you get the job done, of course.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk about why the mortgage broking industry should not be serious all the time. They emphasise the importance of authenticity in gaining the trust and confidence of clients. Tune in to find out how your mortgage broking business can be more fun starting today!
The Key Questions
What You’ll Discover
Episode 151
Distractions are an inevitable part of a broker’s life. And they pose significant challenges, especially in our hyper-connected world. But if you want to make a name for yourself, you must learn how to get rid of distractions. Otherwise, it’ll slow down your progress, making it difficult for you to reach your goals and remain productive and more profitable every single year.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted openly share their personal experiences with distractions. They explore the common reasons why business owners—including brokers—frequently succumb to distractions. And, more importantly, how they managed to overcome them. Tune in to find out how you can do it, too.
The Key Questions
What You’ll Discover
Episode 150
Artificial intelligence is taking the world by storm. And you might be wondering... how would this affect the mortgage broking industry? Would it mean that brokers would soon be jobless? Far from it. After all, the mortgage broking industry is based on trust. And trust relies on basic human connection, something that AI—no matter how much they develop—can never achieve.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk more about their predictions on AI and how it would reshape the mortgage broking industry. They also share valuable advice on how brokers can navigate this ever changing world. Tune in to find out what the AI revolution means for mortgage brokers.
The Key Questions
What You’ll Discover
Episode 149
Have you ever participated in an expo? We’re talking about those big networking events filled with people who are interested in buying property. If you haven’t done so, now’s the time to seriously consider joining one. Especially if you want your broking business to thrive. But here’s the thing: Simply joining an expo doesn’t really do anything. And having the best booth or having the best collaterals won’t get you anywhere if you don’t have the right strategy in place.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk about the real value of joining expos for mortgage brokers. They also share personal anecdotes as to how their first expos went. Tune in to discover how you can leverage expos to grow your broking business.
The Key Questions
What You’ll Discover
Episode 148
Partnerships can make or break your business. But we’re not talking about spouses or significant others. Rather, it’s about business partners—those who have a say in the day-to-day operations of your mortgage business. With the right partner, your mortgage broking business will definitely thrive. After all, you’ll have someone to do the parts of the business you don’t want so you can focus on what you do best.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted define what it means to have the right partner for your business using the analogy of the dynamic duo, Batman and Robin. They describe what it means to be a Batman or a Robin for a broking business. And they also share examples of how such perfect partnerships can help the business grow. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 147
On a scale of 1 to 10, with 10 being the highest, how optimised are your workflows? You see, having an optimised workflow is essential for a growing mortgage broking business. In fact, we daresay it’s crucial for any growing business in any industry! When you optimise your workflows, you streamline your broking business’s processes. And this makes it faster and easier for you to take out a loan—with the most favourable conditions—for your clients.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted detail exactly what you need to do in order to optimise the workflows for your mortgage broking business. They also share a better way of setting benchmarks and KPIs. Tune in to learn more.
The Key Questions
What You’ll Discover
Episode 146
What does true success look like for you? For us, true success means you have options. You have the option to have enough money in the bank, have a loan volume that’s a cut above the rest, and even chase your dreams and do what you love. And the good news is... this level of success is possible for a broker like you!
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share the inspirational story of two mortgage business partners who managed to become truly successful. Tune in to find out what this meant for them and what they had to do to reach such an amazing goal.
The Key Questions
What You’ll Discover
Episode 145
Jeff Bezos. Bill Gates. Tony Robbins. These are just some of the most successful men of today. But aside from their massive wealth and fame, one thing they have in common is that they all had a coach. In particular, a coach to help them develop critical thinking in everything they do so they can achieve so much. But the thing is... Critical thinking needs external output for it to be effective.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk about the importance of critical thinking for mortgage broker businesses. They also reveal that brokers could develop this crucial life skill and explain how to make it happen. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 144
One thing I can’t stress enough is this: Mortgage brokers need to STOP working for free. Now, it can sound pretty scary to start charging clients even before you managed to purchase a property for them. But that’s actually normal. After all, you do exert a considerable amount of time, effort, and resources to help them even before you strike a deal, right?
That’s why in this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted teach how mortgage broker businesses can stop working for free and start benefiting from their hard work. They also talk about coming up with a premium offer that’ll make it easy for clients to understand why you have to get paid for your broking services. Tune in to learn more.
The Key Questions
What You’ll Discover
Episode 143
There are two things that can make traditional brainstorming sessions ineffective: the rigid schedule and how it can sometimes feel forced. Most often than not, breakthroughs happen during our unstructured time. That’s why a lot of people would swear they thought of a cool idea during a hot shower. And there is a way for you to make these breakthroughs happen without fail.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk about the value of having fun with your team. They explain why scheduling unstructured fun time with your team is vital for brokers. And they also share personal anecdotes as to how this simple strategy worked for them. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 142
500 clients are all you need. No, seriously. If you want to build a successful mortgage broking business, all you need is to aim to help 500 clients. But this doesn’t happen overnight. It’s something you can achieve over the next couple of years. And take note that it’s not about bringing in 500 clients to close 500 deals. Rather, it’s about helping these 500 people as best as you can. That’s the secret sauce to success.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share why it’s so crucial for brokers like you to aim to help 500 clients in your broking business. They also talk about how committing to help more people will significantly motivate your team to do their best. Tune in to learn more.
The Key Questions
What You’ll Discover
Episode 141
What’s your goal for starting a mortgage broking business? Is it to achieve financial freedom? Is it to be able to go on vacations anytime? Is it to be able to dedicate yourself to a noble cause? No matter your reason, the only way to achieve your goals is if you commit to making your business super profitable and optimised—to the point where you can afford to step back and go on your next big adventure.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share the inspirational story of a powerhouse couple they coached to success. Initially, the couple’s only goal was to have more time on their hands. But now that they are able to go beyond 5x their volumes, they can set their sights on an even bigger goal: advocate sustainability. Tune in to find out more about the couple’s journey.
The Key Questions
What You’ll Discover
Episode 140
Most brokers know how crucial systems are for the stability and growth of their broking business. The problem is, a lot of them still go about it the wrong way. They seek magic bullets, a one-size-fits-all plan to get their business up and running. Some even switch tech so often to find the one that “works.” But here’s the thing: Building systems is all about context.
And in this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted teach how mortgage broker businesses can start building systems that will actually work for them. They also talk more about the importance of building systems for the survival of broking businesses. Tune in to learn more.
The Key Questions
What You’ll Discover
Episode 139
Will AI be the death of the mortgage broking industry? If you’ve been following the exponential development of AI, language models, and machine learning, then this question is probably in your head quite a lot. While we cannot truly predict the future, there are two things that we’re sure of. One, AI is here to stay and it’ll get better and better from here on out. Two, the process of buying a property for various reasons is complex. It entails more than just looking for the “best” or “cheapest” deal out there.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss how the developments in AI technology will affect the mortgage broking industry. They also share their thoughts on the industry’s future prospects with the advent of AI. Tune in to find out how mortgage brokers should proceed with AI taking the world by storm.
The Key Questions
What You’ll Discover
Episode 138
How do you know when you’ve made it? Is it when you’ve earned a significant amount of money in your broking business? Perhaps when you no longer have to work hard in your business? Or maybe when you’ve turned your broking business into a multinational corporation? Any and all of your answers are correct. But the truth is... There’s more to success than meets the eye. After all, money and time freedom aren’t the only important things in life.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share what “making it” meant for them. Ash also shared a personal story of the first time he felt like he “made it.” They also give practical advice to mortgage brokers who believe that they have already made it. Tune in to learn more.
The Key Questions
What You’ll Discover
Episode 137
Did you know that having a star performer in your broking business could be dangerous? It’s especially true if this star performer is...YOU. See, a business built on a star performer creates a culture of dependency. While having a star performer may give your business a boost, it can also hold you back and lead to unmotivated team members. Or worse, it can burn you out.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share the inspirational story of one of their clients who had this very issue. She became a stressed-out star performer who desperately needed help with balancing her workload while ensuring her broking business continues to operate at a high level. Tune in to find out how they helped her.
The Key Questions
What You’ll Discover
Episode 136
There’s one trap that many mortgage brokers end up falling into as soon as they start a business. And that is: Hiring their staff way too late. They believe that the only reason they need to hire is to solve their problem of feeling overwhelmed. But here’s the truth: Hiring people to save you from drowning in work won’t cut it. In fact, it can even do more harm than good.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk about what happens when mortgage brokers hire too late. They also discuss the concept of drowning and how mortgage brokers can avoid this feeling as they pursue success. Tune in to discover the only right time to hire people in your broking business.
The Key Questions
What You’ll Discover
Episode 135
Do you hate networking? Don’t worry. You’re not alone. Many mortgage brokers hesitate to go to networking events because they’re introverts. Now, there’s nothing inherently wrong with that. However, networking is an essential part of doing business because it helps you tap more people to become potential clients, collaborators, and even team members.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share what mortgage brokers need to do to start effectively networking even if they are introverts. They also share sample scenarios to prove their point. Tune in to find out how to expand your network the right way.
The Key Questions
What You’ll Discover
Episode 134
Marketing should not be left to chance. After all, it’s an important part of doing business. Do it right and you have the chance to double—and maybe even triple—your client base. But do it wrong and a lot of money goes down the drain. Unfortunately, not a lot of mortgage brokers know how to do their marketing right. This is especially true since the widespread belief is brokers need to be everything to be everybody.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain what a successful marketing strategy looks like for a mortgage broking business. They also share tips on how brokers can avoid wasting too much money on marketing. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 133
Being a mortgage broker is not as easy as it sounds. After all, your job is not just to find the cheapest deal for your clients—successful mortgage brokers do more than just that. To give you a hint on what it is, start reflecting on what it means to obtain a mortgage. How much money is involved? How many hours of thinking is necessary to ensure you’ll make the right decision about it?
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted unravel the true reason why people need mortgage brokers. They also discuss the importance of trust in every broker-client relationship. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 132
Having a team to help you manage and grow your broking business is one of the best decisions you can ever make. But it’s not as easy as it sounds. After the tedious hiring process, there’s one more step you need to take: Helping your staff to motivate themselves. You need to find ways to ensure your team members are motivated enough to work independently towards a common goal.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share the inspirational story of one of their clients. Now that he’s transitioning from being a broker to becoming a broking business owner, he sought help on how to make sure his staff stays motivated to produce the best results for their clients. Tune in to find out how he did it.
The Key Questions
What You’ll Discover
Episode 131
Every broker has big ambitions for their team. Each year, they jot down what they want to achieve, such as bigger revenue, more clients served, and better overall performance. But there is a danger when they start being too unrealistic about their goals, their team, and themselves. They become too focused on their desired outcome that they fail to determine if it’s even realistic for their current capacity.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk about the dangers of being too unrealistic. They share why many mortgage brokers fall into this trap and what they should do to prevent it. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 130
Systems and workflows are part and parcel of doing business. This is especially true for mortgage brokers who are starting to build their own broking businesses. But here’s something that most brokers don’t know: systems and workflows should not be one-dimensional. In fact, to fully utilise the benefits of creating your own processes, you must learn and practice the four-dimensional workflows in your broking business.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss what the four-dimensional workflows are. They also explain why they are necessary to help brokers create a mortgage broking business that runs with or without them. Tune in to learn how these four-dimensional workflows work.
The Key Questions
What You’ll Discover
Episode 129
Accountability. This is like a magic elixir that allows business owners, especially brokers, to get things done and progress towards their goals. While there is no hard and fast rule when it comes to driving accountability in the business, there are two game-changing ways that brokers can stay accountable to themselves.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted unravel the mysteries of accountability. They also discuss how mortgage brokers can use their power to maximise their growth. Tune in to learn how to use the power of accountability to unlock your full potential.
The Key Questions
What You’ll Discover
Episode 128
One of the most dangerous things that could happen to mortgage brokers is cruising aimlessly. Unfortunately, many fall into this trap because they think that they could sit back and relax after a few years of working hard. They fail to realise how problematic this way of thinking is for their broking business’s bottom line.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share the inspirational story of their client. He’s been working on autopilot as a mortgage broker until he finally decided that enough was enough. Today, that client is now hitting $10+M per month. Tune in to discover what he did to level up his mortgage broking business.
The Key Questions
What You’ll Discover
Episode 127
When people think of sales, most of them picture a pushy salesperson who’s desperate to get customers. In reality, selling is about delivering value and providing good business to clients. But why are some brokers still so afraid of selling?
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk about the idea of the natural-born salesperson. They dive into why some brokers are afraid of selling and why this can hold them back. They also share some useful tips on how brokers can overcome their fear of sales. Tune in and learn how to unlock the power of selling confidently.
The Key Questions
What You’ll Discover
Episode 126
There has always been a lot of talk about diversification in the mortgage broking industry – whether it’s diversifying for different loan types or client types. But the truth is, diversification doesn’t always benefit brokers. In fact, it can even cause more harm to their business.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted tackle the controversial topic of diversification in mortgage broking. They reveal who actually gains when brokers decide to diversify. And they also chart the possible consequences of diversifying at the wrong time and what brokers can do instead. Tune in to hear James and Ash’s take on diversifying.
The Key Questions
What You’ll Discover
Episode 125
Business owners today – including brokers – have easy access to hiring offshore employees. But there are differing opinions on whether or not these employees should communicate with clients. The right answer? Often, it comes down to knowing when and how to maximise client relationships.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the different biases involving overseas employees. They outline the benefits of allowing clients to connect with overseas team members and when doing so is most effective. Tune in to find out more about how to do it right.
The Key Questions
What You’ll Discover
Episode 124
Every broker has a different starting point. They have their own backstory, and different goals and expectations. There are no particular criteria or level of momentum needed before diving in and building a great mortgage broking business. The important thing is to set the right plan from day one.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share the inspirational story of their client. He used to work for a brokerage firm but went out on his own to build a successful business. Today, that client is now having $10M in months. Tune in to find out what they did to start and grow their business.
The Key Questions
What You’ll Discover
Episode 123
Monopoly, checkers, or chess - which games did you play growing up? What is your ideal vacation location? If you suddenly come across or inherit a million dollars, how would you make use of it? And what piece of advice would you give your 17-year-old self?
In this special edition of Mortgage Broker Acceleration, James Veigli and Ash Playsted play the question roulette for the second time. They take turns answering interesting questions thrown at them by a randomised question generator. But they also ask each other a profound question about themselves. Tune in for some playful banter and a dose of thoughtful introspection about life and living it to the fullest.
The Key Questions
What You’ll Discover
Episode 122
Customer behaviour has evolved over the last couple of years. These days, most people watch and listen to videos. After all, videos are quick, concise, and informational. So, why shouldn’t brokers leverage videos in their business to create newsletters? There are a lot of benefits video newsletters offer, after all.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted encourage brokers to start using video newsletters. They explain how valuable videos can be in a mortgage broking business. And they also mention some of the benefits of video newsletters and give several tips on how to create one. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 121
Asking clients and other professionals for referrals. It makes the typical mortgage broker feel awkward. Since they’re afraid they come across as salesy and repulsive when they do so, they can only hope that they get referred to other people after doing a great job with clients. But in reality, if you don’t ask, you won’t get as many referrals as you should.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted stress the need for mortgage brokers to ask for referrals. They explain why most brokers are afraid to ask for referrals and the mindset shift they must have to overcome this fear. And they also reveal two frameworks brokers can use to effectively ask for referrals. Tune in to discover how to build a system that’ll make people refer you more.
The Key Questions
What You’ll Discover
Episode 120
The ultimate dream of the average broker is to build a successful mortgage broking business that operates without them. This way, they can afford to step out of the business, spend quality time with their families, and do things they wish to do without worrying about what’ll happen to their business.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share an inspirational case study. They tell the story of a client who has built a self-sufficient business and is taking the whole year off to see the world with their family. Tune in to find out what they did to build a business that works without them.
The Key Questions
What You’ll Discover
Episode 119
As you go through life, you’ll be influenced by many things and people. Unfortunately, some of these influences are bad for your growth, even though they may not appear so to you. The good news is you can become invulnerable to those influences and thrive despite their presence. It just takes hard work and a mindset shift.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted warn their listeners about bad influences. They name possible sources of such influences and possible good intentions behind them. Finally, they reveal how to deal with bad influences and nullify their impact on a broker’s personal life and business. Tune in to find out how.
The Key Questions
What You’ll Discover
Episode 118
Contrary to popular belief, the difference between success and failure isn’t massive – it can be quite small. So, if you’ve been failing at something for a long time, that doesn’t mean you’re far from success. You just need the right conditions, timing, and help to achieve your goals.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted get clear on the difference between failure and success. They talk about the importance of knowing what success looks like and one requirement to achieving it. They also discuss the need to have a well-documented decision-making framework and the benefits it brings. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 117
A lot of mortgage brokers see themselves as hustlers. While there’s nothing wrong with the hustling mentality, there’s more to success than just working hard. And if you don’t put the right things in place, your efforts will amount to nothing.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted encourage listeners to change their mindset towards hustling. They mention that hustling has both good and bad sides. And breaking free from the hustling mindset will make it easier for a broker to forge their path towards success. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 116
These days, mortgage brokers often imitate their more successful counterparts. For instance, they model their business after these elite brokers’, hoping to achieve the kind of success that those at the top achieved. The problem is that a lot of them are copying these people blindly. And as a result, they’re not achieving the results that they desire.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted speak extensively on the act of being copycats in the mortgage broking space. They identify the danger of copying others and what brokers need to watch out for when modelling their business after that of successful brokers. Tune in to discover what brokers should do instead.
The Key Questions
What You’ll Discover
Episode 115
Many mortgage brokers are curious about what the new year will bring. They want to know the industry trends that will be dominant and the economic indicators that will affect the industry. Having this information could be vital to their success in the new year.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted predict what will happen to the mortgage broking industry in 2023. They forecast what interest rates will be in the new year and how they will affect brokers. They also tell listeners what to focus on and reveal one guaranteed way to be successful in the upcoming year. Tune in to find out what 2023 holds for mortgage brokers.
The Key Questions
What You’ll Discover
Episode 114
There’s a saying that goes, “All work and no play makes Jack a dull boy.” And this saying is also true for mortgage brokers. After working hard, you need to take enough time off to replace – not recharge – your batteries. Because without taking proper time off, you’ll become less efficient.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted urge listeners to replace their batteries at periodic intervals. They explain what it means to do this and how it differs from recharging one’s batteries. They also mention the benefits brokers will gain when they learn to replace their batteries regularly. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 113
Giving is an apt business and life strategy. That’s because you are more likely to receive when you give. But in the mortgage broking industry, gifts need certain attributes to have the desired impact. Otherwise, you’re just ticking a box. You won’t wow the receiver or improve your relationship with them.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted encourage listeners to imbibe the habit of giving. They explain what giving is actually all about and identify what makes a gift meaningful and impactful. Then, they give listeners a blueprint to give great gifts to others. Tune in to master the art of giving.
The Key Questions
What You’ll Discover
Episode 112
For brokers to retain more clients and get more referrals, one crucial key is to keep in touch with their database. And to do that, many of them automate this process. While there’s nothing wrong with this approach, putting an actual person - a client concierge - behind this process yields gargantuan benefits.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the benefits of hiring a client services manager. Also referred to as a client concierge, this person proactively manages a database for the benefit of a mortgage broking business. Tune in to find out when, why, and if it’s time for you to hire a client concierge.
The Key Questions
What You’ll Discover
Episode 111
Word of mouth carries a lot of weight in the mortgage broking space. Not only does it form the core of many successful businesses, you can even build a thriving operation based on referrals alone. This makes forming productive referral relationships important. But you must also avoid the mistakes other brokers often make when forming those partnerships.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted reveal common mistakes brokers make when forming referral relationships. They talk about the assumptions and misconceptions behind failed referral partnerships. And they reveal what makes such relationships blossom. Tune in to learn more.
The Key Questions
What You’ll Discover
Episode 110
Letting go of certain aspects of your mortgage broking business could be challenging. However, if you don’t let go, you’ll be holding your business back. You’ll hinder it from experiencing true growth and you’ll be under constant stress.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted dive into the art of letting go of certain areas of the business so that it can grow. They reveal why some mortgage brokers find it hard to let go and how to avoid that. Tune in to discover how you can loosen your hold on your business and achieve growth.
The Key Questions
What You’ll Discover
Episode 109
Simplification is the hallmark of a successful broking business. Because when processes are streamlined and simplified, they’re easy to follow and execute. This helps everyone involved in the business – mortgage brokers included – avoid unnecessary complexities and complications. It also reduces stress and promotes growth.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted encourage mortgage brokers to embrace simplicity and streamline their processes. They explain how listeners can do this and also mention several benefits it brings. Tune in to learn what those are.
The Key Questions
What You’ll Discover
Episode 108
The average mortgage broker doesn't think they need a coach. So, they tend to a hire coach only when things break down in their broking business. This mentality is prevalent in the industry... and the truth is that it limits the growth and development of many mortgage brokers.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted speak about the importance of coaching for mortgage brokers. They explain what coaching actually is and discuss how it differs from teaching. They also reveal the benefits of good coaching and why every business owner needs a coach. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 107
Setting clear goals is instrumental to the growth of a mortgage broking business. But what’s more important is for brokers to have clearly defined paths toward those goals. Because until you lock in the next step in your processes, growth phase, and other areas of your operation, you won’t achieve your business’s goals.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the importance of locking in what comes next in your business operations. They also reveal the benefits you and your business stand to gain when you “lock in next”. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 106
The most important hire in a broking business is probably someone mortgage brokers don’t expect. But correctly and promptly hiring this person will help catapult your broking business to greater heights. Not only will this person save you a lot of time and money but they will also save you a lot of drama when it comes to managing your broking business.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted reveal who is the most important hire in a mortgage broking business – and you’ll be surprised. They also talk about why these hires truly matter. Tune in to learn more.
The Key Questions
What You’ll Discover
Episode 105
Everyone is on social media. But how exactly should mortgage brokers show up on social media? Is it necessary for you to go all-out? Should you hire an agency or build a dedicated in house team to help you out with your social media?
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the impact of social media marketing on mortgage brokers. They also expound on the biggest problems of brokers when it comes to social media. And lastly, they reveal a crucial piece of advice brokers need to know about social media management. Tune in to find out what it is.
The Key Questions
What You’ll Discover
Episode 104
There’s a false expectation that changing aggregators will allow mortgage brokers to become more successful. It’s true that reliable aggregators can do a lot to help a mortgage broker business succeed. But they are not the solution to growing a broking business.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the importance of aggregators. They also reveal what is the real solution that will help mortgage brokers build successful broking businesses. Tune in to find out what it is.
The Key Questions
What You’ll Discover
Episode 103
Business networking groups have existed for as long as we can remember. Knowing how to spot and take advantage of opportunities in such groups can help mortgage brokers grow their business in more ways than one. So, have you mastered the art of effectively leveraging networking groups?
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the two main categories of networking groups and how their differences affect the way a broker can leverage them. Also, they talk about how you can create and leverage your own networking group. Tune in to learn more.
The Key Questions
What You’ll Discover
Episode 102
Exceptional customer service is among the most crucial parts of doing business— especially for mortgage brokers. But did you know that you don’t have to be glued to your phone all day to provide this?
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss how mortgage brokers can deliver true customer service by using the metaphor of a surgeon. They also reveal what task brokers should NOT be doing. Tune in to find out more.
The Key Questions
What You’ll Discover
Episode 101
Landing a big partnership sounds like a smart thing to do. After all, it promises plenty of opportunities for growth and development. But at the same time, this partnership could drown your mortgage broking practice if you’re not well prepared for it.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted tell listeners what they should know about landing big partnerships. They expound on the dangers that such relationships could bring and how to leverage them to their advantage. Tune in to discover how to make big partnerships work for you.
The Key Questions
What You’ll Discover
Episode 100
Sir Donald Bradman is an Australian cricketing legend who has an average test batting of 99.94. That’s an incredible record that no one has ever matched. But how did he do it? The key is that he’s passionate, driven and always practising his moves. It’s the same thing with brokers. Without those qualities, your mortgage broking business won’t excel.
In this landmark episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk about the legend of Sir Donald Bradman and what broking business owners can learn from him. They discuss the evolution of the mortgage broking industry and what listeners can expect in the future. Tune in to find out how to prepare your broking business for the future and excel.
The Key Questions
What You’ll Discover
Episode 99
One mistake you can make as a broking business owner is to think you need a branded office because you’ve grown bigger. Now, this doesn’t mean that getting physical offices is a wrong move. Rather, it’s that you should get a physical office only if you absolutely need it. Otherwise, that office will be just an expensive filing cabinet.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted engage in a nuanced discussion about a broker’s need for an office. They talk about the pros and cons of having a physical office and reveal factors to consider before getting one. Tune in to find out the main criterion determining whether you need an office or not for your broking business.
The Key Questions
What You’ll Discover
Episode 98
Many brokers today are only interested in the high-level, exciting stuff in their broking business. There’s nothing wrong with this. But if without building a solid foundation first brick by brick, that business will crumble.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the importance of building a mortgage broking business from the ground up. They also expound on the importance of having a clear vision. Also, they reveal one requirement that increases a broker’s chances of building a broking business successfully. Tune in to find out what it is.
The Key Questions
What You’ll Discover
Episode 97
I often see mortgage brokers spending money on ventures that end up bringing them little or no returns. And it's because those ventures appear shiny and alluring to them. And in the end, it fails to meet up to expectations, so they end up wasting their money.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the main reasons why brokers waste money in business. They talk about what will prevent mortgage brokers from wasting their money and what constitutes a good bargain. Tune in to find out what you need to do to stop wasting money in your mortgage broking business.
The Key Questions
What You’ll Discover
Episode 96
The way we communicate has evolved significantly over the last decade. Our communication has become more visual. That’s why using videos can help brokers communicate better and more efficiently with their clients and even their staff. Not to mention help them achieve better outcomes for their mortgage broking business.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why brokers should start leveraging videos in their daily operations. They mention different ways of doing so and the real advantage video messages have over text messages and emails. Tune in to find out how you can use videos to get better results for your mortgage broking business.
The Key Questions
What You’ll Discover
Episode 95
Gone are the days when serving clients is all about doing the basics, like writing loans and closing transactions. Today, mortgage brokers need to do more. That’s why you need to constantly improve your knowledge, your skills, and your competence to deliver the best possible outcomes for your clients.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk about why listeners have to be a “better broker” today. They explain what this means and how a “better broker” operates. They also reveal what limits your competence as a mortgage broker. Tune in to find out what you must do to become a better broker.
The Key Questions
What You’ll Discover
Episode 94
For most mortgage brokers, connecting and building relationships with other professionals is easy. What’s not easy is ensuring those relationships are beneficial to them, especially when it comes to getting referrals. That means you have to be strategic about who you form referral relationships with. Otherwise, it’ll be all for naught.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playstead discuss who mortgage brokers should form strategic relationships with – is it the agent of a professional services firm? Or is it the director? Tune in now to find out the answer and discover what to do if a big organisation wants to form a partnership with your mortgage broking business.
The Key Questions
What You’ll Discover
Episode 93
So many mortgage brokers post generic content on social media. Not to mention they send generic emails to both their current and prospective clients. But sadly, clients don’t really engage with such content. What they often engage with is ultrapersonalised content.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playstead talk about the importance of ultrapersonalisation. They explain what it truly means, outline its benefits, and explain how brokers can give their audience ultrapersonalised content. Tune in now to find out how ultrapersonalisation can help 10x your results.
The Key Questions
What You’ll Discover
Episode 92
Mortgage brokers are expected to provide excellent service. But it shouldn’t result from the client making all the decisions throughout the process. As the expert, brokers should be the trusted advisors who can lead clients toward the right solution – it’s not the other way around.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the problem with giving clients what they want. They encourage brokers to take control of the client conversations and ask the right questions. Tune in to discover how to adapt to this mindset shift. It will change your mortgage broking business and make you stand out in the industry.
The Key Questions
What You’ll Discover
Episode 91
The reality is that some mortgage brokers come into the industry fully armed with a strong background in digital marketing. But they are the exception. Most brokers are likely to have started out their online marketing by tinkering on social media. Doing this basic approach is helpful... but it’s not enough to create mastery of the online world.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss how to master the online world. They explain why mortgage brokers need a clear online strategy for their business. Tune in so you can learn about the best ways to establish an online presence that can help you attract the right clients.
The Key Questions
What You’ll Discover
Episode 90
Too many mortgage brokers fall into the trap of saying yes to everything. They make themselves available to clients almost 24/7 – when their phone rings, they answer. That’s why they eventually end up getting burnt out and the quality of their service suffers with it.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss why mortgage brokers shouldn’t always be available to clients. They offer the best method for changing their “yes mindset” and structuring their client process. Tune in to learn how you can start saying no to more work while building bigger capacities for your broking business.
The Key Questions
What You’ll Discover
Episode 89
Most mortgage brokers think that giving their clients what they ask is enough to create a great customer experience. But the little things matter more than they realise. Sometimes, the best way to wow clients is to tug at their feelings and give them something truly unique.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk about how listeners can create wow moments. They encourage mortgage brokers to find unexpected ways to create memorable experiences for their clients. Tune in to discover how you can tap into your clients’ emotions so you can wow them beyond their expectations.
The Key Questions
What You’ll Discover
Episode 88
Modern marketing trends often overcomplicate things. In practice, however, a lead funnel is a simple concept. It's a predetermined sequence of actions that are presented to potential customers, like booking an appointment or sharing their contact details. And at the end of the day, the #1 lead funnel that all mortgage brokers must have is actually super simple.
This episode of Mortgage Broker Acceleration is all about going back to the basics of digital marketing. James Veigli and Ash Playsted explain how any broker – no matter how tech unsavvy – can get their foundations right. Tune in to master the basics of digital strategy and set yourself up for more advanced approaches.
The Key Questions
What You’ll Discover
Episode 87
In this digital-centric day and age, it’s easier than ever for mortgage brokers to overlook local communities. This isn’t to say that internet-focused marketing efforts don’t work. Rather, many brokers are missing the opportunity to complement and augment them. There’s much to gain from incorporating traditional networking and face-to-face interactions.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted focus on why local communities matter. They explain why brokers must be prepared to invest time and effort in their respective local communities. Tune in to discover how you can tap into the DNA of your local neighbourhood, suburb, town, or city.
The Key Questions
What You’ll Discover
Episode 86
There’s a key difference between being a mortgage broker and being the owner of a broking business. As a business owner, your mission is to put yourself out of a job. That means you should build your business for you, not around you. And you should be doing this from day one.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain how you can do this. They unpack their "Business in a Box'' mindset, which aims to systemise everything so it doesn't rely on anybody – including you. Tune in to learn how you can achieve this nirvana of business and mortgage broking.
The Key Questions
What You’ll Discover
Episode 85
There’s too many followers in the industry. Too many mortgage brokers simply latch on to someone else's strategy and follow them blindly. And in most cases, that doesn’t work out well for them. While there are common benchmarks and best practices, customisation – not copying – is the way to go.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why it pays to stand out. They encourage mortgage brokers to step out into the role of an industry leader. Tune in to discover how you can set yourself apart from your colleagues and competitors by taking on the mantle of leadership.
The Key Questions
What You’ll Discover
Episode 84
As mortgage brokers, we all have a set of personal hang-ups that are holding us back. Whether we realise it or not, these internal setbacks are compromising our progress. They affect our conversion rates and the quality of referrals we attract. What’s more, they inevitably limit how quickly and effectively our business grows.
This episode of Mortgage Broker Acceleration focuses on achieving a successful mindset transformation. Ash Playsted shares five harsh and less well-known secrets of life with James Veigli and their listeners. Tune to learn how to overcome the common hang-ups that are keeping many of us from achieving our true potential.
The Key Questions
What You’ll Discover
Episode 83
Today, clients are no longer looking for just a loan. Rather, the loan itself is the ticket to an open-ended discussion about their life goals and financial aspirations. That’s why mortgage brokers need a team of experts they can call on to provide more value to their customers. To be precise, they need a dream team of reliable accountants, real estate agents and lawyers.
This episode of Mortgage Broker Acceleration focuses on how brokers can build their dream partner team. James Veigli and Ash Playsted explain how having a dream team goes beyond the familiar idea of having a network of referral partners. Tune in to learn how you elevate your client experience with the power of teamwork.
The Key Questions
What You’ll Discover
Episode 82
Many mortgage brokers are at least vaguely aware that customer testimonials are useful. However, they often lack a systematic approach to collecting and using them. At best, they have an ad-hoc approach to incorporating testimonials in their marketing efforts. But this approach puts their businesses at a disadvantage from the start.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted focus on why testimonials matter. They share how brokers can develop an effective strategy to feed testimonials into a digital ecosystem. Tune in to discover many practical and cost-effective tips that will take your marketing to the next level.
The Key Questions
What You’ll Discover
Episode 81
Should mortgage brokers build demand first and then grow their team? Or should they grow their team first in anticipation of getting more leads down the line? For most brokers, the answer is obvious: They want to see enough money in the bank before they hire more people.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain the upsides and downsides of this approach. They also discuss how the “team first, demand later” approach can be effective. Tune in to encounter a more rational and forward-looking approach to managing risk and uncertainty.
The Key Questions
What You’ll Discover
Episode 80
Today, all mortgage brokers are expected to be really good at what they do. Customers have become more sophisticated, while referral partners have become more aware. As a result, being good at what you do can’t be your calling card any longer. You need a mindset shift when it comes to marketing yourself.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted unpack what this mindset shift means. They explore how brokers can lean into the unique aspects of their personality and business to make themselves stand out. Tune in to ensure you don’t become a best-kept secret – the amazing broker that nobody knows about.
The Key Questions
What You’ll Discover
Episode 79
Many new mortgage brokers understandably lack confidence and conviction in their abilities. After all, they can’t claim to possess a wealth of professional knowledge and experience just yet. But does that mean that new brokers can’t really compete with their more seasoned counterparts?
This episode of Mortgage Broker Acceleration explains why this isn’t the case. James Veigli and Ash Playsted discuss how new brokers can hit the ground running as “instant experts”. However, they are definitely not advising new brokers to “fake it until they make it.” Instead, it’s all about positioning yourself as the best broker you can be in your client’s eyes.
The Key Questions
What You’ll Discover
Episode 78
Many people who come into mortgage broking set their sights on a particular target income. And with hard work and perseverance, some brokers eventually hit their target. However, this often comes at the price - their life and freedom. Furthermore, this kind of tunnel vision prevents them from envisioning and achieving other kinds of success.
This episode of Mortgage Broker Acceleration explores the four stages of mortgage broker success. James Veigli and Ash Playsted explain why we should rethink and reimagine our understanding of success. Tune in to learn how to build a mortgage broking business that we should all be aspiring towards.
The Key Questions
What You’ll Discover
Episode 77
Most brokers invest major effort into finding new potential customers and converting them. As a result, they often overlook the need to nurture their existing clients. And when a client perceives their broker's indifference, there's little to stop them from jumping ship.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss how brokers can protect their “herd”. They explain why brokers can’t afford to be indifferent or complacent when it comes to looking after existing clients. Tune in to discover practical and effective ways to cultivate long and enduring relationships with your clients.
The Key Questions
What You’ll Discover
Episode 76
Most brokers associate marketing with ads, brands, business cards, flyers, logos, and websites. Now, all these marketing activities may indeed be valuable to your business. But they’re not the most effective ways to generate business. And the real definition of marketing is anything brokers do in the market that will generate business – not just these activities.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted focus on marketing that actually works. Tune in to know the most effective ways to get the most bang for your marketing buck. You’ll discover how to generate leads and referrals for your broking business and propel sustainable business growth.
The Key Questions
What You’ll Discover
Episode 75
Pancakes or waffles? Mountains or the ocean? If you could have any superpower, what would it be? What is one of the great values that guides your life? What have you created that you’re most proud of?
Curious about all these questions? This special episode of Mortgage Broker Acceleration takes on an entirely different format. James Veigli and Ash Playsted find themselves at the mercy of a randomised question generator. They take turns answering random questions – some are fun and light-hearted while others are deeper and more profound. Tune in for some humorous banter and a dose of thoughtful introspection.
The Key Questions
What You’ll Discover
Episode 74
Many mortgage brokers get annual reviews all wrong. They make the mistake of creating the impression that annual reviews are an optional, ad-hoc service. Part of the problem lies in the fact that many brokers are too busy because their mortgage broking businesses are under systemised. Hence, they try to squeeze in the annual review at the very last minute.
Annual reviews should actually be an integral and systematic part of the client experience. And this episode of Mortgage Broker Acceleration is all about how brokers can get it right. James Veigli and Ash Playsted explain why annual reviews matter and every single customer should have one. Tune in to learn how to bake the annual review into your client experience.
The Key Questions
What You’ll Discover
Episode 73
Over time, most mortgage brokers will establish contact with a variety of referral partners. They can be accountants, real estate agents, or financial planners. However, many of these referral partners will typically become “cold” (or even dead) at some point. What can you do to fire them back up and revitalise your referral flow?
This episode of Mortgage Broker Acceleration is all about reigniting cold referral partners. James Veigli and Ash Playsted share many practical and actionable tips in their discussion. The ultimate goal is for brokers to build successful and mutually-beneficial long-term relationships. Tune in to rethink your approach to this essential driver of mortgage broking business growth.
The Key Questions
What You’ll Discover
Episode 72
Many brokers are great technicians, but not-so-great public speakers. This is why using webinars is an excellent strategy for mortgage broking businesses. Webinars allow brokers to communicate within their comfort zone while accessing a much wider audience. Also, webinars are cost- and time-efficient – a genuine asset for busy brokers.
In this episode Mortgage Broker Acceleration, James Veigli and Ash Playsted explain how brokers can make the most of webinars. They share how webinars can be used to better position yourself, get you more referrals, and improve your client retention rate. Tune in to learn how to turn webinars into a powerful engine for mortgage broking business growth.
The Key Questions
What You’ll Discover
Episode 71
Good mortgage brokers have always treated clients as more than a transaction. And today, it’s more important than ever to do just that and be perceived as a trusted adviser, not a transaction-based broker. That’s how top-performing brokers build deeper and longer relationships with their clients.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted unpack the new paradigm. Tune in to discover why your mortgage broking business ultimately goes far beyond the mortgages you write. You’ll also discover how to make your brand ethos resonate within every part of your business. That’s how you can distinguish yourself in a crowded 21st -century market.
The Key Questions
What You’ll Discover
Episode 70
What makes a popular burger joint stand out amongst its many, many competitors? It doesn’t just offer customers the "meat" and the "bun". Instead, it’s invested in a proprietary secret sauce. Truth is, the same logic applies to mortgage brokers. The idea here is to find innovative ways to distinguish yourself from the crowd.
This episode of Mortgage Broker Acceleration focuses on how brokers can create their own secret sauce. James Veigli and Ash Playsted explain how brokers can take the boring, routine stuff and make it interesting. Tune in to discover practical and creative ways to set your mortgage broking business apart.
The Key Questions
What You’ll Discover
Episode 69
Many cash flow-poor brokers make the mistake of buying leads as a last resort. Since they often lack effective processes to convert those leads, they fail to make a return on their investment. Remember that at the end of the day, there’s no point in paying for leads you can’t convert. But this doesn’t mean that brokers should never pay for leads. So, there’s really no one-size-fits-all approach here.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss when brokers should buy leads. Tune in to learn how paying for leads can be part of an effective business strategy – if your business meets specific criteria.
The Key Questions
What You’ll Discover
Episode 68
You don’t create a content ecosystem for your mortgage broking business by just sending out emails and posting on social media. A content ecosystem is more like an elaborate spiderweb. It’s highly strategized, with multiple anchor points and subpoints. And everything is interconnected to serve a core purpose – catching prey. This means your content ecosystem is designed to attract and convert clients.
In this episode Mortgage Broker Acceleration, James Veigli and Ash Playsted share many practical tips about it. Their discussion focuses on how brokers can create their own well-functioning content ecosystems. Tune in to learn how to generate high-quality content that stands out from your competitors in a cost- and time-efficient manner.
The Key Questions
What You’ll Discover
Episode 67
How much should a mortgage broking business owner pay their staff? And how much should brokers pay themselves? Unfortunately, many brokers turn to generic answers (usually a pay range) when faced with these questions. But these generic numbers don’t take a business’s specific context into account.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the answers to these questions. Instead of providing cookie-cutter solutions, they encourage brokers to think contextually. Tune in to learn how to rethink your broking business’s compensation philosophy and structure.
The Key Questions
What You’ll Discover
Episode 66
Are you familiar with the Theory of Constraints? This management framework posits that there is always one weak point in any system or machine. And until that specific constraint is fixed, that system cannot achieve significant progress.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted apply this theory to mortgage brokers. Tune in to learn how to find the point of constraint in your mortgage broking business (it may even be yourself). You’ll also discover practical tips on overcoming common psychological and managerial constraints. That’s how you can unlock your ability to achieve continuous business growth.
The Key Questions
What You’ll Discover
Episode 65
The mortgage broking industry has gone through a few phases. There was phase 1.0 during the pre-internet era, then phase 2.0 after it. The industry only entered into phase 3.0 in the past 1-2 years. And brokers who aren’t aware of what’s to come are at risk of being outcompeted.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted unpack the implications of phase 3.0. They take stock of how far the industry has come and where it seems to be headed. Tune in to understand how brokers need to adapt to the transition that’s already underway.
The Key Questions
What You’ll Discover
Episode 64
Brokers always have deals to seal, money to make, and deadlines to meet. Under that avalanche of work, stress, and pressure, it’s very easy to lose track of their ‘why’. And when brokers lose track of their inner motivation, it’s very easy for the overwhelm to overwhelm.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss why the broker’s ‘why’ is so important. Tune in to dive deep into your core and reconnect with your inner drivers (hint: it’s not the money). It’s the key to achieving sustainable and enduring success in this industry.
The Key Questions
What You’ll Discover
Episode 63
As the year draws to an end, many brokers think of their plans and ambitions for 2022. This is the time for making lists and new year’s resolutions. However, many brokers unfortunately set goals that are too narrowly defined by numerical targets. For example, hitting a specific income bracket or signing a specific number of loans.
In episode 63 of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss how brokers should rethink their approach to goal-setting. Tune in to learn how to make the most of the holiday season... and be fully prepared for the challenges and opportunities ahead.
The Key Questions
What You’ll Discover
Episode 62
Goal-setting is an important aspect of every business. Unfortunately, many brokers often set goals in a thoughtless and careless manner. This leads them to eventually abandon them (as with many New Year’s Resolutions). Or they stubbornly insist on sticking to an old goal long after it becomes counterproductive.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted talk about goal-setting. They explain why brokers need a new approach to goal-setting. Tune in to learn why this is crucial for your long-term business success. You’ll also discover practical tips on setting effective goals, sticking to them, and pivoting when necessary.
The Key Questions
What You’ll Discover
Episode 61
What business lessons can brokers learn from Santa Claus? Most kids are taught to believe that Santa rewards ‘niceness’, not naughtiness. Likewise, many brokers believe that they will be rewarded for being ‘good’. If they have good intentions and a good work ethic, their business will succeed, right?
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why this mindset is a myth. While being well-intentioned and hardworking is great, it isn’t enough to create a successful business. Tune in to learn which traits, tendencies, and mindsets ultimately get rewarded in this industry.
The Key Questions
What You’ll Discover
Episode 60
Brokers today have a plethora of tech solutions that promise to enhance efficiency and profitability. In many cases, it makes total sense to reap the time savings they provide. However, many brokers indiscriminately jump on tech solutions to solve their immediate problems.
In episode 60 of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the ideal approach to technology. They explain why brokers need to approach it strategically. As paper babies in an increasingly digital world, they are well aware of technology’s pros and cons. Tune in to learn how to make sure that all the tech you invest in ultimately works for you and your business.
The Key Questions
What You’ll Discover
Episode 59
Many brokers don’t have a clear sense of where their business is – or where it’s going. It’s almost as if they’re walking around with a blindfold on. That’s why it’s so easy for them to step into the metaphorical quicksand of this industry. Their mortgage business starts to slowly sink... And by the time they realise it, it’s often too late.
In episode 59 of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the best way for brokers to break free of this quicksand. Tune in to discover practical tips and strategies that will help you turn a sinking business around.
The Key Questions
What You’ll Discover
Episode 58
Everyone knows that technology is essential to a successful 21st century mortgage broking business. But there is always a danger of going overboard with high tech solutions. If you’re not clear about what your mortgage broking business really needs, you’ll end up with Frankenstein’s monster of expensive tech solutions you hardly use.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why you should start with pen and paper when it comes to tech. Tune in to learn how to create an effective roadmap for your business – and incorporate all the technology you need.
The Key Questions
What You’ll Discover
Episode 57
Many brokers dream of having a successful mortgage broking business that doesn’t require much of their time. However, most still struggle to enjoy the lifestyle and freedom they want. How do you grow a successful mortgage broking business that doesn’t require you to be so deeply involved in it?
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain how you can achieve this elusive goal. They use Sam as a case study. He’s the ‘one-touch broker’ who just needs to hold a 15-minute phone call with a prospective client. But how does he do it? Tune in to find out and learn how to replicate the one-touch system in your business.
The Key Questions
What You’ll Discover
Episode 56
Getting referrals is the lifeblood of a good mortgage business. Whether you are a brand new or experienced broker, you’ll encounter many opportunities to connect with potential partners. But how can you make the most out of each of them?
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why brokers should actively and deliberately seek out referral opportunities. They discuss the importance of treating everyone like a potential referral partner, even if not every connection will lead to a referral partnership. Tune in to learn all about the mindset shift and practical strategies you need to open more doors.
The Key Questions
What You’ll Discover
Episode 55
What do you make of brokers who are life partners and business partners? It’s actually quite common for a broker’s partner to become more and more involved in the business over time. It's the reason why there are many life-and-business-partner teams out there. Naturally, there are many pros and cons to this common arrangement.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the common mistakes and missteps that broker couples make – and what they should do instead. Tune in to learn how to make living and working with your partner in your mortgage broking business work for you.
The Key Questions
What You’ll Discover
Episode 54
When you think of working with accountants, do you think of running in the other direction? It is true that you need a different mindset when working with accountants. However, they can be a reliable source of regular referrals – IF you have the right mindset and strategy.
In episode 54 of Mortgage Broker Acceleration James Veigli and Ash Playsted help brokers put themselves in an accountant’s shoes. They break down the key differences between real estate agents and accountants. Tune in to discover practical tips that will help you create invaluable long-term relationships with accountants.
The Key Questions
What You’ll Discover
Episode 53
Do you know what happens when brokers get too busy? Many of them will simply throw more staff at the problem. They might hire extra loan writers or more admin staff, for example, to try to keep up with their mortgage business.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why this is a completely wrong approach. They use Cory, a broker who successfully scaled his business (from $1.8 to $7.2 million) in only 8 months as an informative case study. Tune in to learn all about the simple yet typically underutilised magic formula to business growth.
The Key Questions
What You’ll Discover
Episode 52
Often, brokers put a lot of effort into being friendly and likeable. And while likability is important, many brokers actually make the mistake of trying to be too nice. Some customers might respond positively to this, but it ultimately doesn’t help their mortgage business as a whole.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted address misguided ideas about niceness. They do not claim, however, that brokers should be rude or difficult to work with. Rather, they argue that brokers should focus on establishing their authority, expertise, and experience. Tune in to discover how to rethink your conversations and engagements with your clients.
The Key Questions
What You’ll Discover
Episode 51
Many experienced and hardworking brokers out there will get stuck at one point or another. Yes, they’re constantly busy and preoccupied with their business, but they just can’t take things to the next level. They often experiment with various “solutions”, but these ultimately don’t produce the desired effect.
This episode of Mortgage Broker Acceleration focuses on what seasoned brokers need to do to get unstuck. Ash Playsted puts James Veigli under the grill, prompting him to reflect on this enduring problem from his experience as a broker and a coach. Tune in to learn how to break free from stagnation and regain that momentum.
The Key Questions
What You’ll Discover
Episode 50
"It can’t be that simple, right?" This mentality is possibly the biggest obstacle that most brokers face. After all, they often believe that they need a complex formula to make their mortgage business more successful. So, they try to implement random strategies and advice, only to overcomplicate things.
However, the truth is that there is no secret to business success. Most brokers already know how to achieve success but fail to implement it. In episode 50 of Mortgage Broker Acceleration James Veigli and Ash Playsted return to this core problem as they recap the high points from previous episodes. Tune in to focus on the simple fundamentals of success – and tune out all the noise out there.
The Key Questions
What You’ll Discover
Episode 49
Many brokers feel trapped inside their business. This might be because they can’t afford to take time away from work. And even when they do go on holiday, their work follows them through their phone or laptop. Or, it could be because they don’t enjoy all the aspects of running their business.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss how brokers can escape from this trap. The key is to build a mortgage business that can run with or without you. Tune in to learn what you need to do to make that happen.
The Key Questions
What You’ll Discover
Episode 48
The more successful you are, the more stress you will encounter. And your ability to manage the higher stress levels will make or break you as a broker. Unfortunately, many high-flying brokers get crushed by the weight of their hard-earned success.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted detail the mindset shift you need to manage the stress of success. They discuss the psychological and practical steps brokers can take to anticipate and address challenges, fix them, and move forward. Tune in to discover how stress can be an opportunity, rather than something to be avoided.
The Key Questions
What You’ll Discover
Episode 47
Many people think that success as a broker depends on technical know-how. While technical capability is certainly important, it’s your mindset that’s most crucial. Your ability to align your goals and actions with your true nature as a person accounts for 80% of your success.
As such, this episode of Mortgage Broker Acceleration takes on a more introspective and philosophical track. James Veigli puts Ash Playsted under the grill, prompting him to reflect on his transition from broker to coach. Tune in to James and Ash’s wide-ranging discussion to discover how you can accelerate your personal growth – and your professional success.
The Key Questions
What You’ll Discover
Episode 46
It’s intuitive to think of a weakness as a liability. A tennis player with a weak backhand, for example, would naturally worry that his opponent will exploit his weakness. He must play to his strengths and work on his weak points. Otherwise, he will be wiped off the court.
Many brokers carry over a similar mindset to business, which unfortunately puts them into an entrepreneurial trap. In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why a fundamental mindset shift is required. Tune in to discover why brokers don’t need to worry about their weaknesses (and what they should be doing instead).
The Key Questions
What You’ll Discover
Episode 45
"To grow your business, what is it that you need the most?" When asked this question, most brokers would say "Well, I need more business. I need more leads." This does make sense since more leads generally mean more customers and more loans.
The catch is that most brokers are already too busy. So, their biggest problem is their inability to handle more leads, not the lack of leads and customers. In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain the psychological and logistical breakthroughs that brokers need to escape this predicament.
The Key Questions
What You’ll Discover
Episode 44
What’s the biggest trap that most entrepreneurs fall into? The answer is, it’s the belief that if you know best, you should do everything yourself. This is not a productive mindset for a mortgage business owner. Unfortunately, it is very common among brokers.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why you should embrace a mindset shift. They also discuss what it really means to be a business owner. Tune in to discover what it takes to build a sustainable mortgage business from scratch – from a managerial, organisational, and personal perspective.
The Key Questions
What You’ll Discover
Episode 43
Too many brokers simply lack structure in their businesses. And without structure, you can work as much as 50 hours a week and yet only write one loan. Structure may seem like the enemy of freedom, but this is far from reality.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why having structure in a mortgage business matters so much. They discuss practical strategies for brokers to create the structure they need to enjoy true freedom. Whether you’re a seasoned or new broker, tune in to optimise your business efficiency, growth, peace of mind, and mental health.
The Key Questions
What You’ll Discover
Episode 42
Many brokers are hungry to succeed. When they say yes to everything, however, they end up taking two steps backward. They end up being overwhelmed, overworked and burnt out instead of achieving their goals. At the end of the day, no one benefits from this logic of sacrifice.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why you shouldn’t sacrifice your mental health for your business. They explain the connections between the personal (mental health) and the organisational (business health). Tune in to discover useful and practical suggestions for smart and sustainable business growth.
The Key Questions
What You’ll Discover
Episode 41
Anything done poorly is a waste of time. And social media – despite all the hype – is not an exception to the rule. Without an effective strategy, your investments in marketing through social media will turn out to be a big and shiny but relatively useless project.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain how you can ensure that your investments in marketing through social media are helpful (rather than wasteful). With the right approach, you can get amazing results for your business while optimising your time.
The Key Questions
What You’ll Discover
Episode 40
Many brokers don't have any systems at all. And if they do, those systems are often outdated, archaic, slow, and not really working. This might be because most brokers come from a sales or entrepreneurial background. Thus, the concept of building a system seems alien and overwhelming.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain the shortcut to building an effective system for your mortgage business. It doesn’t require you to have a technical background, but it does involve some time and planning. Tune in to learn how to systemize your business smoothly and effectively.
The Key Questions
What You’ll Discover
Episode 39
When it comes to benchmarks, it’s easy to get overwhelmed. Triages, strategy, submission, settlement, dollar size, revenue... These are all important metrics for brokers.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted argue that there is one ultimate benchmark. And you can only achieve it once the other benchmarks are locked in place. Tune in to discover what that benchmark is and learn how to identify what it looks like for you and your business.
The Key Questions
What You’ll Discover
Episode 38
Most brokers are taught to live and die by the “yes mentality”. But that mentality results in a scattergun approach. Because when you say yes to everything, you fail to prioritise. You fail to optimise your time and energy.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why saying no is so important. This may seem counterintuitive, but it’s the key to your health and success. You need to say no to everything that’s not aligned with your particular goal or vision. Tune in to learn how you can apply that wisdom in your day-to-day life.
The Key Questions
What You’ll Discover
Episode 37
Our contemporary hustle culture pushes us to try to accomplish everything by yesterday. That’s well and good in the short term... but it usually leads to burnout. If it’s not already causing health problems, it will happen down the line.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain how you can break free from this toxic mentality. After all, you don’t want to be constantly busy for the sake of being busy. Discover how you can expend the minimum amount of energy to achieve your goals as quickly as possible.
The Key Questions
What You’ll Discover
Episode 36
Do you believe in overnight success? While success stories are inspiring, they are actually only the tip of the iceberg. And there’s a danger of overlooking the 80-90% of the iceberg that lies beneath the surface.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why brokers need to move beyond false expectations of overnight success. They talk about why it’s great to be inspired by such successes but people need to look beyond that and have reality checks. You’ll also discover the key to lasting success.
The Key Questions
What You’ll Discover
Episode 35
When is the perfect time to hire a new employee for your business? Most people tend to wait until the very last minute. That is, they only hire somebody new when they’re really busy. But if you do that, you’ll be too busy to execute the recruiting and training process properly.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted make a case for hiring sooner rather than later. They also get specific on when is the best time to hire someone what you need to watch out for. Tune in to discover why it ultimately pays to be proactive, not reactive.
The Key Questions
What You’ll Discover
Episode 34
Far too many mortgage professionals take pride in being a martyr. A martyr to their business, their clients, and to being busy. This psychology of martyrdom justifies being constantly overworked and doing everything you can for your clients. It even makes it seem saintly to sacrifice your work-life balance.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted challenge the common tendency to equate perpetual busyness to productivity. They also discuss why the mindset of being productive equals success is false. Learn why it is actually healthier to prioritise yourself over your clients and your mortgage business.
The Key Questions
What You’ll Discover
Episode 33
"Why should I deal with you and not someone else?" The truth is that rate-shopping cold leads who do their homework pose a great challenge to brokers. And to get them as clients, you might be tempted to lower your prices to convert these savvy bargain hunters. But there’s a better way...
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted teach you how you can turn the tables around. The fact is, you can tip the power balance in your favour. Discover how to turn a conversation about rate-shopping into a showcase of your value and convert cold leads.
The Key Questions
What You’ll Discover
Episode 32
It’s great to embrace high tech innovations! After all, you can really improve on speed, efficiency and scale by bringing new technologies on board. But you don’t want to let it happen at the cost of making your business seem robotic and impersonal. At the end of the day, this is still a people-focused business.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explore how you can actually have the best of both worlds. Discover how you can set yourself apart from your tech-savvy peers by keeping the old school hacks alive.
The Key Questions
What You’ll Discover
Episode 31
The unicorn trap is a cautionary tale, not a success story. You’re caught in the trap when you start believing in your own (mythical) brilliance. You think that you’re the only one who can do what you do - no one can do it at the same level as you. And because of this, you fail to systemise and delegate.
Sounds familiar?
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain how the unicorn mindset turns your business into a one-man show. Tune in to learn why everyone must escape the unicorn trap — and how.
The Key Questions
What You’ll Discover
Episode 30
Being a mortgage professional can be a liberating path to professional and financial freedom. But it can also be a long and lonesome journey. Your friends and family may not understand what you do at all. And you might feel disconnected and isolated, even if you have several people working for you.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted share practical and powerful ways to keep loneliness at bay — in a way that enhances your mental health and bottom line!
The Key Questions
What You’ll Discover
Episode 29
Many brokers aim to become a kind of ‘mortgage professor’ - someone with the most knowledge. But the fact is, clients don’t really look for the broker with the most expertise and experience. Instead, they’re looking for someone with a personality. Someone who’s put themselves out there as an accessible expert. In other words: a mortgage celebrity.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why being a celebrity is a more powerful marketing tool than being a professor. Tune in to learn how to raise your profile, visibility, and marketability in your area.
The Key Questions
What You’ll Discover
Episode 28
As brokers, most of us network and socialise with other mortgage brokers on a regular basis. That’s a good thing and a bad thing. It can be bad because when you’re inside the proverbial jar, you can’t read the label outside. And that means you can miss out on the big picture. More than that, you run the risk of being unable to innovate because you’re inside an echo chamber.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explore how you can get outside the jar. Discover how stepping outside of your usual professional circle can lead you to moments of absolute blinding clarity.
The Key Questions
What You’ll Discover
Episode 27
Over the past several years, the mortgage industry has experienced massive changes. It’s become more professional and more technologically advanced than ever before. But while some view the changes as an opportunity, many brokers believe they pose a threat to their mortgage businesses.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the history and the future of the mortgage industry. They talk about how technology like AI will impact the industry, and they share ideas about how mortgage brokers can adapt and ensure they’ll benefit from the changes to come.
The Key Questions
What You’ll Discover
Episode 26
Success is simple. But it’s human nature to overcomplicate things. As humans, we tend to attach our value to our level of productivity. It’s why many mortgage brokers define productivity with how busy they are. As a result of that mindset, they keep adding new, unnecessary things to their businesses that don’t help their growth.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the problem of complexity. They talk about why so many mortgage brokers fail to build efficient businesses and end up being overworked. And they also share the key steps you need to take to simplify your business and get more freedom.
The Key Questions
What You’ll Discover
Episode 25
“I don’t need help. I can do everything myself!” It’s an all-too-familiar line for many mortgage brokers. The problem is, they sometimes become so proud that they’re unwilling to consider making changes when their business actually needs it. But the truth is, trying to do everything yourself costs you time and money. And if you’re unable to outsource any work, you’re not building a business - you’re building yourself a high-paying job.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss one of the biggest traps mortgage brokers fall into – the pride trap. They talk about why it’s so easy to fall into it (especially if you’re a successful broker) and share some great tips and mindset shift ideas that’ll help you escape the trap.
The Key Questions
What You’ll Discover
Episode 24
So many people preach about the crucial role of daily success habits to take you from where you are to where you want to be. Unfortunately, they don’t teach the answer to this important question - what are the specific habits you need to make it happen for YOU?
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted take a different approach to answer this question. Instead of telling you the habits you must follow, they tell you how they created their own daily success habits - so you can figure out your own list.
The Key Questions
What You’ll Discover
Episode 23
LinkedIn is a powerful social media platform to build your network. It offers a lot of opportunities to make connections and build relationships. Unfortunately, not all mortgage brokers use it to their advantage, mostly because they don’t know how to... But that’s about to change.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted explain why LinkedIn is the best networking platform on the planet. They uncover important truths about this platform and discuss the various benefits of using it - and how you can use it to widen the reach of your mortgage business.
The Key Questions
What You’ll Discover
Episode 22
Cross-selling in your mortgage business is a very bad idea. It’s a tricky strategy. And to make it work, you must know how and when to apply it. Unfortunately, some mortgage brokers want to diversify early on in their business by cross-selling. And if you’re one of them... Know that there’s an alternative that offers better results.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the drawbacks of cross-selling and why integrated selling is the best way to diversify your mortgage business to increase revenue.
The Key Questions
What You’ll Discover
Episode 21
Some mortgage brokers use knowledge as an excuse for inaction. They hide behind their need to learn more to delay taking action, as they fear the risks associated with it. But the reality is that too much knowledge without implementation will do you more harm than good.
In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted focus on the difference between knowing and doing. They discuss why you need to find the balance between the two and how you can bridge the gap so you can start applying what you know and get better results.
The Key Questions
What You’ll Discover