Top tips for getting new business

While diversification has been a topic dominating the mortgage broking space recently, one award-winning broker has encouraged his colleagues to do just the opposite.

“Becoming a specialist in something is one of the best ways to really promote yourself over others and win business,” said Andrew Mirams, MD of Intuitive Finance and an MPA Top 100 Broker 2018.

“In this industry, you try to be a bit of everything to everyone and it often means you’re not very good at anything. Instead, try to carve out a niche, find what you’re good at, and market yourself off that.”

According to Mirams, focusing on a specific segment of the market not only sets one apart as an expert, but naturally leads to more business. If a broker is good at what he or she does and is looking for new ways to take care of already-established clients, “natural diversification” occurs, with the suite of services organically and skillfully expanding from a solid base.

“Go to your advocates. If you’ve already done a good job with an existing client, ask them to introduce you to other people, other needs,” he added.

To Mirams, it is crucial that brokers take advantage of living in the age of communication.

He elaborated, “Keep your network in the loop with changes and keep them up to date with what you can do for them.

“You’ve got to be back in touch regularly. You’ve got to have newsletters. You’ve got to have all these little touchpoints that keep you front of mind.”

Even though maintaining a constant marketing campaign might seem like something that can be neglected when business picks up, Mirams emphasised that it is one of the primary keys to success in the mortgage broking industry.

He explained, “This business tends to be clumpy, with both highs and lows. Some are controllable, some are uncontrollable.

“You can’t control clients and you can’t control banks, but you can control your marketing push and your desire to create and drive more business.”

Mirams will sit on the ‘how to attract new clients and referrals’ panel at the upcoming MPA Broker Business Exchange on 5 June.

Key Media has waived the registration fee for brokers, and spots are filling quickly.

Register today at: https://brokerbusinessexchange.com.au/