WHAT DOES A MORTGAGE BROKER AND SPEAKER COACH HAVE IN COMMON?

Hi, it's Aaron Wybrow here from Diagnostics and Finance. I'm sitting here with Sarah. Sarah, what do you do?

Thanks, Aaron. My name is Sarah, as you mentioned, and I work with individuals to create their perfect pitch. That ever elusive 32nd. Who are you? What do you do? That's what I do is I get those words in order for you.

Perfect. So people might think, why are we sitting together having a conversation about mortgage broking and putting, you could say words together to get an outcome. So what would a pitch be related to a broker? How would that happen?

So there's quite a few different things and the first thing that comes to mind is often when people are pitching, whether they're pitching to a room or to a person, they feel it's about them, number one, and they literally just blab it out and hope for the best. But the truth is, in any of those environments, whether it's a one to one, whether it's in a group, when you are in that room, when you are in that environment, it's about listening because there's always opportunities on the floor. And I think in terms of mortgage broking, you probably need to listen to your customers.

And I think that's perfectly true because the customer comes in feeling like they need to pitch to you and they do. They just nearly put, well, I won't say, well, put it out on the table, vomit it out on the table. And it's my job then to listen and, and pick the pieces that I need to get and those pieces come together to be able to create what we're talking about, what's their scenario? How are we trying, do we go this way and this piece of the puzzle works, or do we go this way and this piece of their information works and it's all their words, but it's trying to pull it together. And I suppose that's what you do similarly with your customers.

Absolutely. It's about understanding, understanding where are you, where do you need to go and what does that gap look like in the middle?

Yeah.

So really understanding, taking that information, as you say, and putting it into some sort of logical order.

Yeah. And I suppose then I've got to take the words and I've got to put it together. And it's not necessarily sometimes the dollars that are on the paper or the numbers that are there to be able to get the loan. It's how we convey the story correct. Now, if we put the wrong words, and I've seen it in some staff and previous loan applications of people where they put the wrong words down and it changes the whole approval process.

Absolutely. Because I think there are dynamics in everything that you do in terms of each person is different, each application is different. People are maybe wanting a different outcome depending on what they're actually looking for.

Yeah. And sometimes it's not the bigger amount of the story, it's the shorter amount of the story.

What do they say? The devil's in the detail. Right.

The devil's in the detail or. Yeah. And if you have too much detail, you find more devils.

You said it.

Yeah. And it's not necessarily the bank wants to know what you had on the weekend. They want to know how it's going to be repaid in the future by predicting the past. So when you consolidate the story, because I know sometimes I can get carried away by putting way too much information. How do you condense that down into a 40 second pitch or a 60 second pitch?

So I always use the analogy of a chocolate chip cookie. If you don't like chocolate chips, you can't be my friend. I'm just saying. So basically you've got this giant chocolate chip cookie and you're trying to shove it in the oven. Right. But it doesn't fit. So what do you do? You remove the dough. You've got to keep the chocolate chips in. The chocolate chips are the golden bits, by the way. You remove the dough and you try again and you remove more dough and you try again. But ultimately you land up with this beautiful chocolate chip cookie that's filled with all the good bits. That's the chocolate chips. And in essence, that when you, if you want to sort of look at pitching versus mortgage broking, trying to get that loan through, you're looking for those golden nuggets, you're looking for those chocolate chips.

That's right. And. And I suppose those chocolate chips can be stick together with a little bit of the dough stuff to make it work really, really well.

Otherwise it just becomes a chocolate.

That's right. Or in lending terms, it's mechanical versus or calculator versus actually understanding the person.

Correct. And who wants to eat a chocolate chip cookie without the cookie bit.

That's right.

So it all comes together to create that perfect thing, that perfect application.

Yeah. I suppose sometimes we don't want to put the cookie in the oven either. We just want to chop the dough up and eat it by ourselves too.

Okay. It's sore tummy, little bit of ice cream and everything.

Cookie dough ice cream. That's awesome. Yeah. So having too much information is just you're going to lose. The person having too little information is going to ask. The person's going to ask, what have I missing here? Where else can I find it? I've seen it with, when I presented loans without information or a story, they Google everything. They try to find the devil, and when you give too much, they just tune out and it's not going to go anywhere. So the right amount of information, and I suppose when we have customers come to both of us, they come, they vomit all the information out in front of us, and we pick up the pieces and we put it together in the right way. And not necessarily am I trying to encourage the person to keep doing that all the time? Because I don't want people to go for loans all the time because that can hurt their credit score. But I also want to know what they're doing later on in life so that whatever transaction we do now can help them do their next one.

I guess it's that journey.

Right.

Where are you now? Where do you want to go? What do the steps look like?

Yeah. And I might put it in a way that if you go out and keep replacing your car, you're going to keep having the new loan. The new loan, the new loan, the new loan, the new loan. But if you want to buy your first house or you want to buy another house, that loan's going to drag as a ball and chain on you. Yeah. Whereas if you might have the ability in your life to get the car because you need to earn an income and then run that car into the ground for 14 years of holding onto it, you might have seven or eight years without a car loan, which allows us to accelerate your wealth creation. You could say, not a really good word because it can have some connotations, but you can accelerate what you want to do.

100%. Yeah.

And I suppose with pitching, when you put some pictures together, that opens the doors, and when you open those doors, you can see where you want to go into the future.

100%. And again, you use different pictures for different things. Same thing with mortgage broking. There's a different approach, depending on what they want. Short term, medium and long term?

Ultimately, yeah, absolutely.

And then, of course, the most important part, now that you've actually got the understanding, is how do you actually communicate that in a way that's clear, concise, with confidence? Because I think, again, you can work with any old mortgage broker or you can work with someone who actually can communicate that effectively to the lender, to the client.

That's right, yeah. And I suppose it's also in the reverse. The client or you guys might not understand what I do.

Correct.

And your day in, day out, taking a most recent example, I had a nurse that goes, I don't know what the finance is, but I can save your life. So I need that skill set, and they need my skill set. So we need to communicate it in a way that they understand. And I suppose that getting into their level, like, do they need to. They have a bill coming up and they need to pay it, or they need to buy a house or they're getting kicked out of their rental. They know how to save your life, but sometimes they don't know the mechanics of how to move from what money they're earning now through to buying that next house or things like that.

The reality there is people are. People are really good at different things. And I guess that's what makes the world dynamic and exciting. And the journey is, if you were good at everything, we wouldn't need anybody. And reaching out to an expert of any sort, be it the nurse, be it the picture, be it the mortgage broker, you ultimately want to work with people who are good at what they do. That way they. And you ultimately get the best overall results.

And I suppose the interesting parallel with the words that we use, if you break down and strip down all our careers, it's really our way of taking the words that are in front of us and creating it into saving someone's life. Putting a pitch together, which is probably my observation, is that you can see across industries and you take different pieces and put it together and help people see that. And I put the picture, the words together to put the loan in. So really, the fundamental is a word.

The fundamentals are the words. Yep.

So words change your life.

Words absolutely can change your life.

There you go. So if you get nothing out of this, words, change your life, put them together to create your perfect pitch, or put them together with the professional so that it will level your business up, your career up, and level you up in buying your next home, buying the first home, so that we can take your words, put them together, and give you back control of your life.

Fantastic.

Yeah. Cool. All right. Thanks for coming.

Thank you, Erin. Thank you.

If any of you want to get in contact with us, you'll find the details in the post and you'll be able to find us all forms of media. All right, thank you, guys.