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One of the country’s top brokers has discussed how thinking laterally and creatively can help spark a long and successful broking career.
Speaking on The Adviser’s Elite Broker podcast, Raymond Teh, a franchise owner with Mortgage Choice for 13 years, said that his business reached a turning point when he started thinking creatively about how to engage with potential clients in his community.
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Mr Teh, who wrote over $100 million in loans last year, explained that his business experienced some difficulty taking off in its early days.
“I thought this is really, really bad. It’s not going to work. It’s either I do something differently or I’m going to perish,” he told The Adviser.
Mr Teh said that things started to improve when he starting running a first home buyers' seminar for members of his community.
“[I started] by just by dropping out pamphlets in community centres,” he said.
“You rent a community centre, you spend $200 on that, and surprisingly people come. I think that was what changed the whole thing. [That’s] where my business started to roll [in] and I started to have more and more and more clients.”
Mr Teh elaborated that the reason his idea worked so well is due to recognising that most people in his suburb were renting at the time.
“You grow with the times,” he said. “That was my thought.”
As part of the seminar, Mr Teh offered attendees information on how to get a grant, explained what is meant by ‘borrowing power’ and customised his aggregator’s PowerPoints to show people what areas to be looking in and what sort of properties they could purchase.
“It's free and you're offering a service,” Mr Teh told The Adviser. “You're not actually selling a product. It might sound like a cliché [but] it really helps.”
These days, Mr Teh said that his business still largely focuses on first home buyers, whilst also extending its focus to property investors.
Find out more useful hints and tips by attending the award-winning Better Business Summit 2017.
Running across five cities between February and March, the summit features a stellar line-up of speakers and showcases a jam-packed agenda crammed with practical tips, tools and strategies to help all brokers grow their business, including:
- Key skills to build stronger client connections that lead to repeat and referred business – real strategies that really work
- Perfecting your positioning and pitch to win more clients, more of the time
- How to identify and take advantage of digital marketing quick wins
- Lead nurturing – what it is, how it works and how to be world class at it
- Channelling your time and energy more effectively to originate and close more deals
- How to make referral relationships that result in more sales – inside secrets from the best in the business
- What you can do in your business today to change your sales volumes tomorrow
With only limited tickets remaining in each state – book your seat now and don’t miss out.
[Related: Elite broker offers 3 top tips for new-to-industry]
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