Uncover the traits and behaviours of high-performance mortgage brokers and how you can leverage them in your career.
High-performance brokers exceed expectations, grow through adversity and challenge, and push their businesses to greater success. High performance isn’t always about working harder, the high-performance broker focuses on efficiency, sustainability, and profitability.
We all work differently, and we follow different paths to success. However, the consistent effort applied to their businesses makes the highest-performing brokers in the industry special.
High-performance behaviours and strategies can be adopted across all career stages, whether you’re just starting out, a seasoned veteran, an employee within a brokerage, or a business owner. What is critical is your focus on yourself as an individual, the business as a separate entity, your systems and processes, and the customer experience you ultimately deliver.
Why being a good broker might not be enough
Traditionally, broking has been a solo sport, and individual brokers operating alone can generate a solid income. But good brokers always run into the same problem – more people will want your services, but you only have so many hours in a day, and you’re limited in how many people you can help. While this model can be lucrative in the short term, it’s not sustainable or scalable. It becomes hard to take holidays or time away from the business, because you are the business.
If you’re looking to become a profitable broker, you need to shift your mindset from industry expectations to tried and tested business metrics.
Becoming a high-performance broker
There is a mindset and behavioural shift that is required to become a high-performing broker. Changing behaviours is one of the most difficult things we can do as human beings, but that’s exactly what it takes to move the dial and transform yourself into a business leader.
Five key traits of a high-performance broker:
- Time management
Being the general manager of a business means carefully managing your own time. The best-performing brokerages are operated by people who know how to prioritise, delegate and outsource tasks. They are comfortable saying no and can set healthy boundaries. - Open-mindedness
Great entrepreneurs are always on the lookout for new ideas and understand they can come from anywhere. Keeping an open mind is essential and is one of the key traits of a successful leader. - Dedication
Becoming an employer and growing a profitable business takes dedication. There will be many times when you feel like throwing in the towel, which is why a clear strategy and end goal are critical. - Technical ability
All high-performing brokers have a strong technical ability when it comes to writing loans. This could be a specialist area like commercial finance or a niche market such as first home buyers or investors. - Humility
This is one of the most important but easily overlooked traits of high-performance brokers. Humility is the ability to accept your shortcomings and build a solid team of skilled people around you. You can’t be great at everything. Know your limitations and use them as a checklist when recruiting.
Ready to become a high-performance broker?
Download the Better Broker’s Guide to High Performance Broking to start your journey to increased efficiency and profitability.
Learn the strategies and tactics used by some of Australia’s most successful brokers to work towards a prosperous future for your business.
