Login
ISCOVER
Every broker is working hard and smart these days. That is not enough. To be an elite broker, you need to read on.
Customers don’t buy a home loan — they are buying you. They need to know that you genuinely care. So, do you see your next customer as a commission cheque? If so, please don’t fall into this trap of making your business about making money. You need to make it about helping others. Otherwise, people will read your inner world and say, “No, thanks”.
The best and most successful brokers I know are the ones who have complete empathy for the customer. They recognise that to have empathy, you need to be in a good head space and heart space. You need to be healthy and happy. To achieve this, you need to eat clean and think clean.
Eating clean
- Less coffee and fruit juice — more water and vegetable juices
- Less oily, fried food — more steamed or baked food
- Less crackers, biscuits and cheese — more carrot, celery and fennel
- Less potato, bread and pasta — more sweet potato, broccoli and pumpkin
- Less bacon and sausages — more fish
- Less chocolate — more berries
- Less nuts — more seeds
- Less salt, sugar and mayonnaise — more herbs, spices, lemon and olive oil
- Less processed — more raw
- Less excuses and less “cheat days”
Thinking clean
Most brokers fail out of this industry because they take rejection personally and start indulging in toxic self-talk, like “I am not good enough”, “people don’t like me” or “I should quit and get a secure job”.
You thoughts affect your feelings, and your feelings in turn affect your thoughts. This partnership between your head and your heart can either work for you or against you. It’s either a positive loop or a vicious circle; if you feel angry, you will have angry thoughts. And when you have angry thoughts, you will feel angry. And the cycle repeats.
Conversely, if you feel good, you start thinking clearly. Goals and creative ideas start flowing and this in turn makes you feel good. This is the circle you need to dance in.
Here are three powers and one superpower to help you “think clean”.
- The Power of Exercise. How you feel is much more powerful than your thoughts. Try thinking yourself out of being angry or anxious. Next to impossible, right? Your feelings release potent hormones that overpower your thoughts. So, you need to change your feelings first. The simple and best way is to exercise! Exercise releases the right “feel-good” hormones.
- The Power of Words. We watch what we say to others but think nothing of our own self-talk. Is it inspirational and uplifting or is it demoralising? Write down the qualities that you and others most love about you. Recite them on waking and just before sleeping. And most importantly when you experience a rejection or failure. It takes you out of the toxic thinking zone. What are your go-to “Power Words”?
- The Power of Meditation. Meditation de-clutters the brain and gives you clarity in a world full of distractions. It is a daily detox for the mind. I could ask you to cancel your social media accounts, disable notifications and stop listening to the news, but you probably would not do that. So you need meditation to quiet the mind. Meditation is a life-long skill that takes practice. So don’t quit because you get impatient or find it irritating to sit there. The benefit is not in achieving total control. It is in noticing when your mind strays and returning to the breathing.
- The Superpower of Visualisation. Your creative imagination is a gift to help you materialise the life of your dreams, not your worst nightmares. The most successful people on the planet visualise very clearly what goals they want to kick. As a mortgage broker, you need to visualise your interactions with customers before every meeting. Imagine connecting with your customers, laughing with them, bonding with them, and them smiling back at you with a sense of trust and confidence.
JOIN THE DISCUSSION