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How to Make Your Brokerage Stay Top-of-Mind this 2024

As we start 2024, the broker market is bracing for a significant shift. According to InvestorKit, we’re anticipating a surge in investor and first-time home buyer activity, all thanks to friendlier interest rates and a rental market that’s just bursting with growth.

But here’s the catch – with so much action, the competition among brokers is going to be fiercer than ever. So, how do we make sure your brokerage isn’t just another face in the crowd?

Standing Out in a Crowded Market

As of June 2023, 67.2% of residential home loans were written off by brokers. And as we step into the new year, the numbers are only going up. If you’re a broker who’s used to juggling every aspect of your business, just being part of the game isn’t going to cut it anymore.

You need to be the name everyone remembers.

That’s why we’ve put together these five smart, practical strategies to ensure your brokerage doesn’t just participate, but truly stands out in 2024!

1. Have a Tailored Marketing Strategy in Place

A one-size-fits-all approach in marketing will not make you stand out, especially if you have tons of competitors having the same strategy as yours. You need to have a tailored marketing strategy that truly understands your target market, and that is constantly reaching out to the right people. Here are some key strategies to consider:

  • Seek help from veterans: For new brokers, it’s vital to seek advice from experienced brokers and aggregators to get valuable insights in shaping your approach.
  • Seize opportunities: For established brokers, use the economic shifts to expand your business, and think of new ways not just to keep your brokerage afloat, but to be innovative as well.
  • Focus on your strengths: Focus on markets that align with your skills, then gradually expand your reach.
  • Leverage social media: Utilise social media as a cost-effective tool for marketing, but remember it requires discipline and patience to yield results.
  • Take care of your existing clients: For seasoned brokers, targeted campaigns — emails, SMS, or ads —can keep you top-of-mind with clients whenever they feel the need for help.

2. Leverage Technology and Digital Platforms

With the shift brought by the COVID pandemic, digital platforms have become essential in most workplaces, including the broking industry. Here’s how you can make the most of this change:

Utilise Digital Communication

Online tools like Zoom and Google Meet have become staples for client meetings and webinars. These platforms offer a convenient way to connect with your clients or your staff, saving time and meeting them in their digital comfort zones.

For messaging, platforms like Microsoft Teams or Slack are the most suitable for quick, efficient correspondence. This not only streamlines your workflow but also keeps you connected with your team and clients.

Enhance Presentations and Documentation

Incorporate tools like Google Docs for paperwork, and use tools such as Loom or Lucidchart for creating engaging presentations and documenting processes. These tools help in making complex information more accessible and visually appealing.

Remember, every digital interaction is a chance to showcase your brokerage’s professionalism. Whether it’s an email, a social media post, or a virtual meeting, make each one count as a part of your marketing strategy.

3. Engage with your Local Community

It is often overlooked, but your local community is a goldmine of opportunities! Building a strong network is essential in the broking industry where trust can be one of your most valuable assets. Here’s how to effectively engage your community and create a solid referral system:

  • Identify Potential Partners
    Pinpoint businesses with a shared target audience, like real estate agents or financial planners.
  • Personalise Conversations
    Reach out to your leads with tailored messages that show genuine interest and knowledge about their work.
  • Build Trust Through Success Stories
    Share your achievements and client testimonials to establish credibility and trust across your website, social media, or even in your capability deck.
  • Leverage Your Network for Leads
    Introduce clients to partners and vice versa, fostering a culture of mutual, trustworthy referrals.
  • Regular Catch-Ups and Expectation Management Keep the engagement alive with regular check-ins and gestures of appreciation, usually during the holidays or special occasions.

Building connections is one thing, keeping your connections is another. But having both will eventually push you to become a recognised, trusted broker who knows what your clientele needs from the inside out!

4. Provide Exceptional Customer Service

We all know that excellent customer service is essential for any business, but in the broking industry, it’s about making every rare interaction count. Many of your clients will only engage with you once every 5 or 10 years, so how do you ensure you’re the unforgettable expert in their minds?

Firstly, it’s about truly understanding their needs. This isn’t just about staying updated with interest rates and loan products — you should have a good grasp of their aspirations and concerns.

Guide clients through the loan process by simplifying the complexities, clarifying jargon, and setting their expectations. It’s this hand-holding approach that transforms a daunting process into a reassuring experience, leaving a lasting impression in their minds.

In short, in the broking industry, exceptional customer service means blending your expertise with genuine care, ensuring that even if interactions are infrequent, they are impactful and memorable.

5. Learn and Adapt

The market today is not what it was five years ago and won’t be the same five years from now. Staying afloat and ahead in this competitive market means being a lifelong learner, but it involves more than just keeping up with industry news.

Seek out educational opportunities, whether through online courses, webinars, or industry conferences. This not only keeps you informed but also brings fresh perspectives and ideas that can be applied to your business.

Adaptation is equally crucial — regularly assess and adjust your strategies to align with current market conditions. It’s about being agile, responsive, and ready to innovate whenever necessary.

As we wrap up our exploration of strategies for brokers in 2024, one thing is clear: the landscape is constantly changing, and so should you!

Navigating the brokerage landscape in 2024 requires a blend of innovation, adaptability, and strategic thinking. If you’re considering ways to elevate your brokerage and make a lasting impact this coming year, chat with us and let’s make it possible.

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Case Study:

Chris Brown is a Director and Senior Mortgage Broker at New Vision Financial Services. He runs a Sydney based mortgage brokerage that’s servicing clients since 2015.

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Sam Panetta is a co-founder and the head of the lending department at Aureus Financial. His business helps clients get the funding that they need to grow their business, acquire their dream home and build wealth through property.

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