Turning Challenges into Opportunities

By | Attitude, Blogpost, challenges, Food for thought, Goals, habits, mindset, opportunities | No Comments

Friday’s has totally given another meaning to my week and I hope the same goes for you. Fridays has been a great opportunity for me to review the week, and use these realizations to help me face the next week with a fresh mindset.

So, what’s been happening? What’s been some of the wins, some successes, some lessons along the way? Here in Sydney town, it’s a beautiful sunny day out there today. It’s watering hot! Hopefully you’ve got the beach and cool off throughout the day.

Again, Finish it Fridays is a great way to review the week. What’s been some of the wins? What’s been some of the lessons? Love to hear those wins and those lessons. Comment below, and yeah, let’s see how you’ve gone.

Lesson 1: Keep Challenging Yourself

Now, looking at a good lesson from this morning’s training session. I’m training up for our next event, which is coming up in February, which is the Tarawera Ultra Marathon. It’s a 100k in Rotorua in New Zealand, and that’s in February.

So, training up and back on the stairs, Coogee death stairs – so to speak. It’s about 200 plus stairs there, and I’m training with this mate this morning.

As I was doing 10 steps and was up to my 9th set – about to stop on my 10th – and I suddenly noticed that he has just got on to his 4th of his set. Anyway, he’s obviously gone through some ups and downs at the moment, through some challenges.

Instinctively, I looked back at him and said, “Mate, alright! Last set! Here are the rules. There’s no walking and we’ve got to go to the top. And you got to lead the way.

And he goes, “Yeah! You’re on.

Then I said, “If we walk, we’re going to do another set.

He goes, “DONE!

Then, what happened was, in previous set – I’ve gone halfway and have a little bit of walk, and go again, and so forth, and so forth. This last set was a game changer. What happened was that he obviously made through that whole 200 plus stairs without walking, and he lead the way.

And I said, “What a great metaphor in life.

  1. You knew the rules that you need to be playing by.
  2. You finished it and you completed it to the end.
  3. There was no walking, you jogged it all the way.
  4. You led the pack.

Lesson 2: Learn from Your Challenges

I finally said to him, take those lessons now into your day, into your week – and watch what happens. And now, this is where exercise can draw upon so many amazing lessons that we can utilize in our own life.

You know, that little self-talk that the challenges, you know – working by yourself or working with your mate, or working in a group. Always different components, we can take a lot of those lessons into your day to day, into your business life.

So there we go, some lessons learned from training this morning. What’s been some of your wins? What’s been some of your lessons?

Love to hear your thought. Please comment below and looking forward to speaking to your soon.

Motivation is NOT Enough

By | Attitude, Blogpost, Food for thought, Goals, inspirations, mindset | No Comments

It’s Monday! A new opportunity to start our week right.

Nice and wet outside, but hey, it doesn’t hold you back from achieving what you want to achieve for the week.

So, Monday Magic Moments, opportunity to really start the week fresh. Start the week with some excitement. Start the week with some clarity, direction and some focus.

Motivation is NOT Enough

So I often I hear – “Yeah, I just want to be motivated. I just want to get more motivation. I just want have someone motivate me.”

All well and good! You know you can watch the videos, you can listen to the music, you can listen to the personal development stuff – but that’s going to give you a quick fix.

Those things can only give you a little electric shock. That’s going to give you the little thing that’s gonna jump start you. But that’s not enough to keep you going.

Coming up tomorrow and Wednesday, we have what we call out GoalsTribe Intensive which will bring all our clients together for two days to work on themselves and also on their business. To really get re-focus, re-strategize and really get clarity of where the next quarter needs to be.

What comes after Motivation?

What happens is that the motivation where they get really excited to come to this event is fantastic – they leave really pumped. But what happens next is so crucial, and there are two components in relations to utilizing that motivation and how do you actually make it everlasting. And there are two key components.

One is obviously having really clear goals that you actually working towards. That will enable you to maintain your motivation.

What are your goals? Are they specific? Are they measurable? Are they attainable? Are they relevant? Are they time orientated?

We know the SMART principle! That’s one component.

And the other component is, are they compelling enough? – “What is your why?”

When we have the clear, concise goals and we have the why – that is going to maintain the motivation. That’s going to maintain our drive. That’s going to maintain us moving forward to actually achieving what we want to achieve.

That’s why motivation is not enough, but having clear, concise goals and having your why – enables you to really instill that motivation day in and day out.

There we go! Monday Magic Moment. Love to hear what your goals are maybe? Or what is your why?

Love to hear! Comment below and looking forward to speaking to you soon.

Achieve Your Goals Through Focus

By | Attitude, Blogpost, challenges, Goals, mindset | No Comments

Oh my goodness!

Where has these weeks gone? It is flying throughout the moment. Can you believe it, next thing we know the year’s over.

So, I think there’s only around about five more weeks to go before the big man comes down the chimney. I hope you got your stockings ready to go out and all the lovely decorations.

I can’t believe the other day, when I was in the shops, I saw the Christmas decorations ready to go out already. Can you believe it? Absolutely amazing.

Finish it Fridays is a great opportunity to review the week of the wins that you’ve had, and also the lessons you’ve had throughout the week. It’s a great time to stop, reflect and go through the four (4) debriefing questions that I always recommend clients to go through.

Let’s Review

So firstly, what has worked for you for this week? What has been some of the wins? What are you most proud of throughout this week?

Secondly, what are the challenges? What’s some of the things that you’ve not finished? What’s been some of the setbacks?

Third one is, what are the key lessons? What have you learned from this week? And finally, what do you need to be doing next week?

Going through those four (4) debriefing questions enables you to really stop, reflect and go – “You know what? Yeah, let’s acknowledge yourself, let’s acknowledge the team – of what’s happened throughout the week.”

Aside from the four debriefing questions, it’s also good to consider and review these three components:

  1. What are some of the things that you know, we may be a little bit stuck on?
  2. How can we enroll others to assist and move through those process?
  3. And lastly, and the most obvious is, LESSONS.

This is a great point! How do we learn from our wins, setbacks and so forth – to then do some of the things a little bit differently for the next week.

What are your lessons this week?

Some of the lessons I want to share with you of what I’ve learned this week is how I love the lesson that exercise gives me. This is why I do some of these crazy runs, right?

Exercise gives me some amazing lessons personally and also for life in general. So, as you may or may not know I do these crazy runs – I just finished a 250 kilometer run through the Simpson Desert for over six (6) days. Crazy stuff!

And now I’m training for our next race. It’s a 100K run in Rotorua, in New Zealand coming up on February next year. So I’m back on this training plan – and the other day I was with a mate, Jason, and we were going up Coogee Stairs. And for those who know it, South Coogee Stairs are amazing, right? There are about 222 stairs there, it’s fantastic! When you get to the half-way, you think you’re already there and you’re only half-way right?

So, we’re going up and down, and we’re doing this set of stairs. And on the second last set, what happened was – while I was going up, a thought came into my mind. And that thought led me down a rabbit-hole.

I was thinking of too many things at once – things that I had to do, unfinished work that I had to complete, which were completely unrelated to what I was doing at that very moment. I was so caught up with other things that I lost my focus and forgot what I was supposed to be doing.

The next thing I know, I looked up and Jason was already about 15-20 meters in front. I was just there, then suddenly my thought process was just completely down this rabbit-hole of this and that – and then what I need to do and this and that.

The moment I got to the top, I said to him, “Mate! That was like, I went down a complete rabbit hole!”

And he was like, “Yeah, I was just about to shout out to you what actually happened. Where were you? Where was your head?” Because he could see me going down this rabbit-hole.

It made me realize how quickly I, and obviously talking to clients and the others out there – how quickly we can go down the rabbit-holes in life.

How quickly we can, you know, by a shiny ball or a thought – can take us off the path, can take us off focus, and can take us off where we really need to be.

And so, what I did – I did a massive awareness around how quickly our mind can shift us into different thoughts and different avenues.

With that, a new realization came – when we came around and did our last lap – I have to stay true to the intention of what I needed to do. Stay true to the focus of where I need to go – that is, to get up those stairs. And when we got up to that last set, I was side by side with Jason, and he goes, “Welcome back!”

Focus: Why is it important?

And so, the lesson is – when we’re doing a task, when we’re doing an activity, obviously, keep the focus of the outcome. Keep the intention of why you’re doing the task. Keep the focus of, “this is why we’re doing it, this is how we’re doing it and this is what we’re doing.”

When we stay true to that focus, when we stay true to that intention – you get the results so much quicker. Rather than going down the rabbit-holes, rather than going the shiny balls – and this is a massive lesson that we had throughout the day. And this is the power of getting out there and reviewing your week.

So, what are your wins? What are some your successes? What are some of your lessons throughout the week?

Love to hear your thoughts. Comment below and share how you keep focus and achieve your goals in life and in your career.

A Mindful Approach For Mortgage Brokers

By | Blogpost, Goals

How tight is your bond with your customers?

As a mortgage broker, your success is influenced by people’s desires to shop around for the best deals, and by customer retention. In today’s information-rich market, consumers don’t feel obligated to do repeat business with the same mortgage broker if they can get a better deal elsewhere.

However – a lower rate isn’t everything. The experience is everything.

The Value of Customer Experience

When you look at statistics of how customers perceive their banking experiences, the numbers are quite sobering:

  • Nearly ⅔ are dissatisfied with their banking experience.
  • ⅔ are frustrated with communicating with their banks (for example, automated customer service that makes them feel like they must jump through flaming hoops in order to speak to a live person).
  • More than 50% dislike the inconvenience of not being able to access information via their preferred communication channel.

It’s not surprising, then, that retention rate is low and customers will comparison-shop at every opportunity. Getting into the minds of your customers can help you better serve and retain them. Every customer has a different background and more importantly, a different money mindset.

The old mortgage model used to be: if you have (x) in your portfolio and your assets are valued at (y), you automatically qualify for (z) amount.

But today, things are different. This model doesn’t consider that there are many ways that people think about, manage, and use their money. Knowing your customer’s money mindset helps you give them the best experience possible.

Different Customer Types

Money is more than just a means of exchange. It’s part of an individual’s identity and determines how much risk an individual is willing to take, whether they are more apt to follow their gut or their spreadsheet, whether they are ‘savers’ or ‘spenders’ and how a big purchase like a home fits into their life’s goals.

  1. Achievers love to feel in control and prepared for the future. They have a specific budget, clearly defined goals, and they are rigorous in sticking to the budget. Long-term financial goals are important to them. They will appreciate advice on how to maximise their returns, and are typically ideal candidates for creating a real estate investment portfolio.
  2. Intuitives are intuitive money handlers. They are less interested in guidance from mortgage professionals (often eyeing bankers with great suspicion). Intuitives are dedicated savers, conscious value shoppers. They understand the value of trade-offs such as buying a smaller home so that they are not house-poor and can spend money on things that matter to them. They value a direct and no-nonsense approach without any hidden surprises.
  3. Balancers look to get the best deal, and they are conservative with their financial plan. Balancers are cautious and risk-averse. They will exhaustively comparison-shop in order to save money. They are faithful savers and value mortgage services that give them the most value for their money. Balancers appreciate knowing all of the options available to them and need to have those options presented clearly upfront.
  4. Experiencers put lifestyle first. They are impulsive, prone to splurging on experiences such as travel. If a home buying opportunity presents itself they don’t hesitate to jump on it, even if it means paying higher interest rates. They will see a villa in Tuscany and call their banker immediately. A mortgage broker will satisfy this customer by making it as easy as possible for them to make a purchase. The Experiencer is willing to pay more for the convenience and immediate gratification.

Now that you know the types of money mindsets, ask open-ended questions to help you identify each customer’s money type, including their values, needs, expectations, money behaviors, and goals/desires.

This will help you avoid one-size-fits-all mortgage solely based on income. Customers will appreciate this approach, and will be more likely to do repeat business with you and give you glowing references!

The Power of Outsourcing

By | Blogpost, excellence, Goals, management | No Comments

Today I want to share about the power of outsourcing.

What is outsourcing?

By definition, outsourcing is the practice of having certain job functions done outside a company instead of having an in-house department or employee handle them; functions can be outsourced to either a company or an individual.

We’ve been outsourcing now for a number of years and we’ve got an amazing team.  We’ve got about ten on our team that we outsource and work closely with.

Just this morning we had our team meeting which is pretty cool, when you got people around the world jumping on and finding out the wins of week – what’s working and how we can improve the business.

So, it’s a powerful opportunity – OUTSOURCING.

What I find is that, people obviously want to outsource and they want to increase their profitability, increase their cash flow.  And also, just get rid of all that stuff.

So, we know that there’s a need. And we know that outsourcing needs are just going through the roof. The scales and numbers of the infiltration of outsourcing – the power of outsourcing is quite phenomenal.

But how do you do it? What are the steps? What’s the process?

How do we go in and not be burned and how do we actually really get great work done?

Outsourcing as a Powerful Opportunity

So here’s a little thing. I’ve got a little webinar and it’s a training webinar to take you through the seven (7) steps of outsourcing to really show you how to scale, profit and really leverage your team through outsourcing.

So if you want to jump on, all you really need to do is just type in below “I’M IN.” And I’ll send you the link to register for the training webinar.

Because the reason being is, if I could show you the ways to really work on your own genius and outsource the rest – the profitability is huge. You will learn to focus on the things that you love, so therefore you can start to generate more things. And you can start to dish off and delegate everything else.

And I know that we’re working with our clients when I actually get to do this – the revenue goes up. The profitability goes up. They save more.

The team actually enjoys more because they are not bugged down into the day to day stuff.

So I’m going to take you through the seven (7) steps to outsourcing. Simply comment below “I’M IN,” and I will send you through the details.

There you go! The power of outsourcing to really help you scale, become more profitable and leverage your team.

How to Attract a Winning Team

By | excellence, Goals, management, Success | No Comments

There are three (3) points I want to share with you today on how to attract a winning team.

I’ve just started a 15-point checklist recently on how to attract the winning a team – and these are the three (3) points from that checklist.

However, what I’ve noticed before we get into those three (3) points is, so often we have a clear marketing plan or growth plan to attract new clients.

But what’s your plan to attract that winning team? What’s your plan to attract the right type of people into your organization or into your business?

It takes time, it takes focus and it takes a proper plan to really create that process to make you an attraction-based business.

When we get these stuff right, what happens is that you’ll have people inquire: do you have any roles? Do you have any job openings?

And this process take the pressure out of, you know, if someone decides to leave, or you’re growing and you need someone quickly. It takes that pressure of actually trying to find someone.

Recognize Your Team’s Efforts Publicly

The first one is to publicly recognize your team. This could be a personal achievement they’ve had, a win at work, whatever it is.

Recognize your team members, your current team members, for the amazing work but also recognize them on a public forum: if it’s social media, if it’s an announcement to your database, whatever it is.

That works on two (2) fronts: one, it’s a social proof that you recognize your team members and it’s actually getting the message out there to the wider audience.

But more importantly, is to recognize your current team members of their hard work, dedication and their results.

Share Team Events

Point number two is that, actually share your team events. Now, team events is a great way to build and have a great bond within your organization, within your company.

It’s great to really solidify the relationships and really harness the relationships that have already happening within your organization.

But when you share that with the wider world, what that enables you to do is to make a statement to the world – “This is how we recognize the team. This is how we give back to the team. Look at the fun we are having within our organization.

And what that enables you to do is to share your message out there to the wider audience.

Conduct Business Awards

Lastly, business awards.

Now, sometimes people go – “Ah, you know, it’s this and that” – but you know what, business awards work. Based on the marketing side of attraction of new clients but also for the attraction of new team members.

Because there’s usually components in those business awards that you have to talk about your team, your success, your journey, your vision. And that, you can then communicate that to the world.

People like to be part of something that means something. Therefore, if you become a finalist, or if you win business awards – people like to be attracted to that as well.

So there are three (3) key points for today are:

  1. Recognize your current publicly.
  2. Share your team events to the wider world.
  3. Get in, and apply for your business awards.

So there you go! Post your comments and looking forward to hearing from you soon.

Create a Profitable Ripple Effect With Great Content

By | Blogpost, Goals

The nature of business is changing at the speed of the Internet. New patterns of thinking and operating and emerging, and one noteworthy trend is that the use of technology to connect with potential and existing customers – in any industry.

In the Internet age, people no longer rely on the media or scholarly books to get information. This is both good and bad of course, as the Internet is overloaded with information and misinformation, and everybody claims to be an authority.

With that being said, if you want to stand out in the marketplace as a go-to mortgage professional, you have to use technology to be seen and heard. You can reach millions of people instantly, often without spending money on advertising, through sharing content.

Here’s an example:

Let’s say you wrote a blog intended for first-time home buyers about the importance of accounting for unexpected living expenses. You post it in a newsletter within your chamber of commerce networking group. A local real estate agent you’ve never worked with, sees your article and shares it with her clients as a way to educate them on making the best home buying choices… one of her customers is a life coach who shares it with her women’s empowerment circle as a way to demonstrate a practical way to get started again financially after divorce… one of the women present is a newly divorced grandmother helping her kids buy their first home… anyway, the point is, your content can have a massive ripple effect if it’s good enough to be circulated beyond your initial point of contact.

Good content, great engagement

Your message can spread across networks far and wide, in directions never possible until the advent of personal technology. You have a lot of experience and wisdom, and you have the potential to inspire entire communities of people as a thought leader.

I’ll bet you didn’t think of yourself as a thought leader, did you? Well, you are. If your finger is on the pulse of the industry, you have a genuine desire to help people, and you are consistent about sharing value-packed messages, you will be seen and heard.

Once you are established as a thought leader people will want to work with you – a name they recognise and trust – as opposed to you having to hunt down leads.

To grow your reach and create a massive ripple effect:

  1. Stay current. You know everything there is to know about your industry today… but you’d better keep learning because tomorrow things can and probably will be different. What you’ve spent years and years learning can become outdated in a second, so it’s important that you keep yourself informed on the latest trends and development. Whenever something new comes up – you should be one of the first to know it. 
  2. Interact with your audience in a way that reinforces your authority – be confident, and offer real value. Fluff-filled articles won’t cut it. Don’t release articles and post blogs just for the sake of it. Your audience should be able to get something substantial from the information you just imparted. It could be an answer to a nagging question, a solution to a problem, or a practical information that they can use at a later date.
  3. Innovate. So, every mortgage broker out there is talking about money. What else goes into making a huge investment like a home? Mindset, for one. Share some success mindset concepts with your audience to give your content a personal feel rather than being all about money. If everybody is talking about interest rates, you have to talk about something else too – or at least offer a fresh take on your specialty. Be a thought leader by offering thought-provoking content… not a thought follower by offering the same old rehashed stuff everyone else is sharing.
  4. Test your approach. Some of your content will be well received and some will fall on deaf ears but if you don’t ask your audience to interact with you (“please like and comment below” for example) – and if you don’t test your conversions based on specific content or media then you’ll never know where you’re being effective and where you’re wasting your time. 

Tips:

  • Not everybody reads blogs, and not everybody is on social media (really!); and your target audience may prefer short YouTube videos to anything in print.
  • The general trend is toward consuming content via smartphones so make sure your content is optimised for that!
  • Make sure every bit of content is linked back to your site. No need to sell anything when you share content: just a “learn more” link will do!
  • Combine original, insightful content with SEO strategies to make sure your online content is seen by a wider audience.
  • The secret to being seen as an expert is to provide value. Do your research.
  1. Offer nothing but quality content. As I mentioned, the Internet is flooded with misinformation and outright garbage so take your time to create good content that is packed with value. They will not be following your page for entertainment value, or because of the great graphics. They need trustworthy information that are useful to them. Stuck on what to write about? Think “big picture” – what kind of content will benefit your customers, especially outside of what you would normally counsel them on? 

For example:

  • A video mini-series on real estate market trends in the area
  • An ebook about green building and renewable energy resources for the homeowner
  • A blog about people’s fears of getting in too soon / too late into an up-and-coming area
  • A talk to a business group about encouraging people to invest in their community.

Done well, thought leadership content will increase your profile, reputation and status as a true authority (and not just because you say so on your website). People will automatically turn to you for advice and validation.

As a thought leader within the mortgage industry, your influence can potentially be significantly greater than what you previously imagined possible. And, so can your profits!

People Plan: Setting Values and Achieving Goals

By | excellence, Goals, Human resources, management | No Comments

I want to go through a couple of different tips and strategies to really help you grow your business particularly coming through your people.

We talk about PEOPLE PLAN.

So often, I see businesses have set their marketing plans, they set their growth strategies; but usually they don’t have a people plan to support that.

We are off and well-focused on actually attracting and trying to get more clients and more customers, but what do we have in relation to a people plan?

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How To Make A Championship Team

By | Entrepreneurship, Goals, management, Success

In the last couple of weeks, I’ve been fortunate enough to do some amazing interviews in our podcast. And with those interviews, what we do is we talk about teams and we talk about what makes up a championship team.

There are a number of things when it comes to really leading and building these championship teams. And from the feedback that we’re getting, LEADERSHIP always came out on top as one of the major components of what makes a championship team.

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