Broker Success

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Issue 2

>> Australia's only interactive broker magazine <<

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USEFUL LINKS
Click on any of the links below to be taken to that web site.
Take the 60 second home loan challenge - See if you'd qualify for a home loan. You can improve the value of your home using Equity+ software Mortgage and Finance Association of Australia Finance Brokers Association of Australia Australian Institute of Mortgage Brokers Oasis Home Loans - Australia's most awarded non-conforming mortgage brokers See if you'd qualify for a home loan all it will take is 60 seconds Credit Ombudsman Service Limited Mortgage Calculators

How to use Broker Success
The Broker Success magazine is a true interactive magazine that allows you to get additional information when you need it. Whenever you see a story or a advert you'd like more information on, simply click on the blue information button that appears in it. You can read Broker Success on line, print it or save it to your hard drive in .pdf form to read later. Even in .pdf form on your hard drive all the interactive buttons will still work. At the top of each page you'll see navigation buttons that will allow you to move quickly about the Broker Success. The entire issue is searchable. You'll also find a full index of all editorial content on the Broker Success's web site. As you can see, Broker Success is a true interactive electronic magazine that aims to bring you information at the time you need it. Naturally you need to be on-line for the active information links to work. Be sure to check out the SUBSCRIBERS area on the Broker Success website.

Contents
>> Click on a subject to be taken to that story << >> >> >> >> >> >> >> >> >> >> >> >> >> >> >> >> Logo and corporate ID What happy clients? Wealth Warning .. Check your banks statements PR is more than just publicity Access the Broker Success members only area Strategies for Making Better Decisions Creating a successful brand image See how 2 loans are better than 1 Outsourcing – making the best of your time Product Profile - LoanKit Ways To Avoid Home Business Failure Generate your own leads from your own website Marketing mistakes you can't afford to make Staying in touch with past customers Testing Your Marketing Plan Broker Heath and Fitness, Wheels and Toys

Editorial and advertising enquiries
Tel: 02 4759-2799 Fax: 02 4759-2686 eMail: segrau@gmail.com Web: www.brokersuccess.com.au Publisher SEGR Australia Pty Ltd abn: 25088879298

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NOTICE
The information contained in this publication is for reference only and should not be relied upon in any why. The publishers of the Broker Success and all contributors recommend that any person considering a mortgage in Australia should obtain independent legal advice.

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What your logo and corporate image say about you
Ever noticed that you have already formed an opinion about an organisation's service standards, quality and capability just from a brochure or business card? Even though you haven't spoken to or visited them, you ALREADY have a feeling about them.
Naturally, the reverse is true: the people you want to do business with are making a judgment about YOU, based on the presentation of your logo and marketing communications. Many businesses use a logo that has been developed by a friend or someone with desktop-publishing experience, rather than a qualified graphic designer—and they pay the price in lost opportunity for years, OFTEN WITHOUT REALISING IT. There is a LOT of behind-the-scenes work in developing an effective corporate image. In fact, we allow roughly 30 hours for the project, which enables us to: • Research the market, looking at your competitors. • Take a comprehensive brief to understand your current position in the market, and your DESIRED position. • Develop four to six concepts— including considerations for use of type, integration of your positioning statement and colours. • Discussing and analysing the artwork with you to obtain your feedback. • Editing and fine-tuning to arrive at the finished result. • Developing your business card, letterhead and withcompliments slips. smaller your business is perceived to be. 2. Be aware of printing costs We try to use two colours where possible for logos. This means you won't always be stuck with full-colour printing in the future. 3. Use repeat elements Lines, shapes, colours that are repeated in a pattern result in a strong effect and give more impact. 4. Make sure it works! Your logo must be easily recognized at a distance. It must also keep its integrity when photo-reduced or faxed. NOTE: This also applies to letterhead layout. Avoid placing your logo at the top left, as it will push the content of your letters down way too far.

ACTION STEPS
Your logo and company colours can be very powerful marketing tools. When developed correctly, your logo tells your customers that YOUR firm's products and services are: > Trustworthy, > High quality, > Consistent. Your corporate image has a full-time job, helping to persuade people to choose YOU rather than your competitors, so it's worth spending time on to GET IT RIGHT.

TIPS AND TRICKS OF LOGO DESIGN

Let Crockford Carlisle take a look at your logo for you, and discuss what needs to be done to lift your image. 1. Less is more There is no charge for this meeting, and Think of the it'll give you a better Commonwealth understanding of Bank logo, then compare it with a how we can help. too-complex Call Crockford home-made one Carlisle on (07) that tries to say 3891 3800. everything. The more complex your logo, the

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Want happy clients who feel GOOD about their loan?
It’s not a pipe-dream. It’s as simple as talking to PMP about their huge range of loan products.
Every day, you deal with a range of clients——from investors and first homebuyers to construction and development clients. Obviously, there’s not ONE loan to suit them all. It’s your job to connect them with the lender and the loan that suits their needs. And your reputation rests on getting it right! That’s why you (and your clients!) will be happy to deal with PMP. With their wide selection of products to suit a range of capabilities, you’ll find the appropriate loan for each of your clients. Here’s just two of the products that PMP offers: 1. Basic Loan—the “no frills” option that makes things happen. With simple features and a “get it done” focus, PMP’s Basic Loan is ideal for clients who want a loan they don’t have to think about too much. They can just borrow the money, pay it back and not fuss too much in between. With a low interest rate and flexible repayments (including direct debit and free redraw), your clients won’t feel weighed down by this loan. It’s good for first homebuyers who may not want to deal with more developed features, or investors who wish to combine an easy-to-handle investment loan with their current home loan. 2. Premium Loan—the sophisticated loan strategy with features to match! The “Premium Loan” is a more advanced option for clients who want to take advantage of a range of beneficial features. Your clients can offset their income and savings against their loan balance, allowing them to pay their loan off faster. A 100% offset account lets your clients bring all of their finance into one facility for increased control of, and confidence in, their financial situation. They also have the choice to split their loan into two subaccounts to capitalise on either fixed or variable rates, set individual limits and receive separate statements. Ideal for development and construction clients, the serious investor or homebuyers, PMP’s Premium Loan is a competitive loan that benefits your clients. Why deal with PMP? With their reputation for offering brokers exceptional commission and trail fees, you’ll be pleased to deal with them. And with their focus on personal, efficient and accountable service, the close knit team will give their all to your clients; ensuring that they are happy, and that your reputation as a professional is protected and enhanced. Talk to the lender who provides solutions, exceptional products and outstanding service. Call PMP on 1300 728 248.

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WEALTH WARNING: Bank Errors Could
Be Costing You A Fortune. We Show You How To Find Them And Get Your Money Back.
A study published in the Sydney Morning Herald discovered that chances are you are being overcharged on your home loan you don't even know about. This is not only unfair but insulting. This study found that .... • 54% of monthly bank statements contain errors. • 80% of errors favour the banks (that percentage has to make you suspicious). • The average monthly error is $242. As you can see the odds are NOT stacked in your favour so chances are your lender actually owes you some money.

"Find Errors In Your Statements Or They'll Give You ... $250 For Wasting Your Time."
That is how confident the people at MortgageWatchdog.com.au are that you are sitting on errors in your statements. You get their software, check your statements and if there are no errors they will give you your money back PLUS another $250. MortgageWatchdog have over 11,000 and guess how many times people have found zero errors in their statements? Would you believe 6 times ... 6 times in over 11,000 people who have used their software to check their statements .. so you can see the chances of you not having errors in your statements is nearly impossible.

Why Would Anyone Think They Don't Have
Errors In Their Statements?
Have at look at some of their latest success stories.... "I have now been reimbursed the exact amount of discrepancy I had found using your program of $7,563.04 plus reimbursement of the cost of the package against my loan." Ann-Maree Enders - Kingsley, WA. “Your software has uncovered overcharging by my bank to the tune of almost $1,300 just for the last two years. Like so many others, I had assumed the Bank would get the figures correct.” Mike V Bungendore, NSW "We found a discrepancy of $8,643.00 on our fixed loan and this has now saved us $33,000 over the life of our loan." - Mrs. Mackenzie - Logan QLD.

Special Discount for Broker Success Readers
As a special gift for our readers we have contacted MortgageWatchdog.com.au and asked if you could have a special discount on the software ... and the end result is that you have a 20% discount waiting there for you. This is not available through the front of their website, to receive the discount CLICK HERE. The best thing is that you still get their famous SuccessGuarantee - find errors in your statements or they refund you and give you an additional $250 for wasting your time. You can't get fairer than that can you?

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PR is More Than Just Publicity
So you've hung up your shingle and clients aren't exactly beating a path to your door. What can you do? Well you might think standing out on the street with a megaphone will do the trick. And it may be one way to gain attention for your business, but an overall public relations plan incorporating a number of promotional ideas could be just what your business needs.
Public relations is communicating who you are, what you do and how you make a difference. It's about having successful "relationships" with your "public". They could be friends, clients, potential customers, competitors or the media who can all help spread the word about your business. One way of communicating your message is through publicity or media relations. Sending out media releases to create awareness of your product or service through editorial coverage is great publicity and it is very effective. They say publicity is seven times more effective than advertising. But it is just one tactic of an overall public relations plan that you could incorporate. Let's look at a few other ideas: * Newsletters email or hard copy – direct communication with your public, clients and customers. Send out some sort of communication to your data base at least once a quarter to keep "top of mind" * Write articles about your area of expertise and submit them to business or consumer publications and online sites such as this one you are reading. I have had work come to me directly through published articles * Fact sheets or a brochure. Include written information about you, your product or service with any mail outs * Create a website. This is your online PR brochure but you need to keep telling people about it. Make sure you incorporate strategies to promote your site, such as include the domain name in every piece of communication collateral you have, whether it's brochures, stickers, pens or caps. Put it everywhere * Product launches and product giveaways to the media. Create "buzz" for your business by giving something away. Be generous as ultimately it will help with sales * Public speaking – free speeches to Rotary clubs or other organisations is a good way of letting people know about your business and area of expertise. By being known as an expert on a particular topic and getting the word out perhaps the media will contact you * Networking – join organisations of like minded people such as business networks or your local Chamber of Commerce. Build rapport and relationships to help spread the word about who you are and what you do * Special events such as a trade show or entering business awards can help boost your profile. Why not hold a launch or an open day or even a cocktail party at your place of business to thank your clients or customers * Sponsorships. If you can't afford to hold your own event why not sponsor an event that somebody else is organising. Make sure your sponsorship is acknowledged on any advertising and other communication collateral * Something as simple as sending thank you notes and letters is good personal PR
Sue Currie, the director of Shine Communications Consultancy and author of Apprentice to Business Ace - your inside-out guide to personal branding, is a business educator and speaker on personal branding through image and media. Click the blue information button to sign up for a free free monthly tips email.

Looking for new business?
Sick of paying for leads that are rubbish?
Check out the MHLA lead program that allows you to generate qualified leads from your own web site. www.leadmanagementservices.com.au

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4 Bulletproof Strategies for Making Better Decisions
Need help making a decision? Try one of my proven heuristics for making decisions with confidence and clarity. Put simply, a heuristic is a loosely organized plan based on rules of thumb, observations, and common sense. I developed these heuristics to help software teams navigate project decisions, but you can use them to make real-life decisions at work or at home.
Despite their common sense nature, reviewing these heuristics forces you to acknowledge your own decision making tendencies and to pick the right heuristic for your situation instead of relying on your reflexes. In other words, there’s nothing magic about these common sense heuristics. The magic lies in knowing when to use them. decision. Examples: buying the right car, starting the right business, choosing the right field of study, and picking the right career. How it works: Find the best sources of information pertaining to your decision and consult them to exhaustion. Carefully weigh pros and cons. Overkill is the name of the game because failure is too costly to risk. So just when you think you’ve done enough research, do some more. Don’t stop researching until you’re sure. Risks:The Achilles heal of The Perfectionist is the amount of time it takes – if you do not have time to be thorough, using this technique could cost you an opportunity. Real Life: I spent 3 months researching before I built my deck because decks are expensive to replace and can have a big impact on the resale value of a home. When to Use It: when heavy research is impractical, the cost of trial and error is acceptable, incremental progress is possible, and eventual success is critical. Examples: perfecting a recipe for a new cookbook, designing a user interface for a software application, and picking an advertising layout for your Website. How it works: Quickly research your options. Pick the option that seems best at first glance and start working on it. If your approach is working, ask yourself: How can I improve this? If your approach is not working, ditch it quickly and try something else. Repeat until you’re satisfied. Risks: If you can’t afford re-work and re-design, The Beta Tester heuristic will cost more than it’s worth. Real Life: I use The Beta Tester heuristic to refine the look, feel, and performance of my blog over time.

The Perfectionist: a heuristic for
perfection at all costs. When to use it: when your first attempt will be too expensive to repeat and you have ample time to make the right

The Drifter: the lazy man’s heuristic
for letting a problem solve itself. When to use it: when moving is riskier than standing still. Examples: running through a minefield for no good reason, or any other activity where the risk is greater than the reward. How it works: Carefully watch the world affecting your decision (the standards bodies, the managers, the friends, associates etc.) and take cues from them. Resist the urge to act until finally there is only one course remaining. Risks: Despite the fact that standing still really is the hardest (and the best) thing to do in many situations, The Drifter creates a passive mindset that may cost you an important opportunity or put you in a bad situation if you’re not careful. Continued page 20

Coming Soon Subscribers

ONLY!
Be sure to check out the Broker Success subscriber only area on the web site. Each month more information, features and special offers will be included.

The Beta Tester: a
heuristic for success through trial and error.

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4 important tips for creating a successful brand image
1. Be uniquely valuable. The first step is to ask a series of basic questions, such as: What do we do that benefits our customers? What's our company's ultimate goal? How is what we offer unique? You see, originality is the acid test of an effective branding strategy. It rests on defining how you can be uniquely valuable to your customers, and then communicating that unique benefit in a way that's easy to remember and clearly understandable. Ultimately, the relationship you build between your brand and your customers will be based on the value your company offers. And the bottom line is that perceived value is what creates loyal customers who will choose your product or service over others-even when they're tempted with cheaper offers elsewhere. 2. Stand out from the pack. So how can you differentiate from your competition? To help find the answer, it's a great idea to conduct a competitive analysis. It doesn't have to be complex. Just gather together the marketing materials from your chief competitors, including their ads and brochures. Examine the materials carefully and look for the key selling points and the basic "promises" they make. Frankly, you're going to see a lot of "me too" marketing, and it may be difficult to tell one competitor from the other. That's because there's a lot of just plain bad marketing out there. For you to get it right, you'll need to decide what differentiates your company, product or service from this vast sea of competition. In all, what "promise" will your brand make? 3. Drive your core message home. Ideally, your core message may come down to a single idea, which will become the focus of all your external communications. Advertising, public relations, collateral tools and even the message you use when networking should all revolve around this central

By: Danny Austin theme. For some companies, particularly those focused on consumer products, a single slogan may embody the essence of their brand.

Take, for example, the slogan "The slow ketchup." We recognize it as the slogan for Heinz ketchup because it's been hammered home in the company's advertising for years. Beyond that, consider how it communicates the brand's promiseand unique benefit-that Heinz ketchup pours more slowly because it's thicker, richer and tastier than its competitors. 4. Live up to your promise. Branding isn't just something that's achieved when a prospect encounters your marketing. It's about creating and meeting expectations, and its success rests on your customers' total experience with your brand. It may surprise you to learn that each time a customer visits your website, he or she is undergoing a branding experience. In essence, your site is your brand, and everything they encounter there-from the site design and depth of products or services offered to their satisfaction with your online customer service and shipping policies-positively or negatively impacts your company or brand image.

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financestore is a highly experienced team of mortgage professionals with many years of lending expertise. We offer an extensive range of lending solutions for all types of applications ... even when the Banks say NO! When it comes to loans, financestore have a 'can do' attitude ... with super quick approval times. Simply, if we can't do the loan... it can't be done ! We have a national network of dedicated Mortgage Originators who adopt our culture and embrace our motto 'saves you time, saves you money'.
Call today for more information: 1300
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RT BLE PO ILA OP VA A
Tel:

The right loan, first time, E IS S CH TIE AN NI guaranteed! FR U

1800 4 OASIS
www.oasishomeloans.com.au
whenever you see it.
Broker Success - Issue 2 - Page 12 of 24

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Outsourcing – making the best of your time
As a mortgage professional you know one of the major benefits you provide to both the mortgagee and the mortgagor is saving time. Have you considered that you could save your own time by outsourcing activities you could easily, and more affordably, get others to do? For example, maintaining regular written contact with clients and prospects.
Keep top of mind To grow and develop a business it is important to nurture relationships and stay in contact with clients and prospects. As the mortgage broking industry gets even more crowded, that need becomes crucial to the survival and growth of each business. Being ‘top of mind’ through regular contact gives you the advantage over your competitors. Do it smart Why reinvent the wheel? By using a proven system you can ensure your communication is done regularly and professionally without placing extra work on yourself or your staff. Your staff will be sure to thank you for that! Since 1999 Words Unlimited has encouraged financial professionals to let go of one of the most timeconsuming yet crucial marketing activities – client newsletters – to someone who can do it on time, every time and in less time. In the words of Managing Director, Julianne Bell, “We continually see mortgage professionals using their most limited commodity – time – trying to keep in regular contact with their market at the expense of using that time more effectively to build their Visit www.wordsunlimited.com.au for all the details of our services. You can choose from our standard writing service through to our premium full service package where we manage the whole process for you. We also have over 350 articles in our online financial articles library www.financialarticles.com.au that can be accessed 24/7 on an annual subscription basis and articles downloaded straight into your newsletter. “We decided to outsource our quarterly client newsletter and decided on Words Unlimited. They were not the cheapest provider but we were impressed with their professionalism, accessibility and high quality product. Client feedback has been excellent.” Chris Kelso, ApproveIt Home Loans Don’t risk it Send a newsletter or e-news to your clients and prospects at least once every four weeks and you’ll be the one they’ll call, and perhaps most importantly, refer you to their family and friends. If you don’t have the time to do it yourself, call us on 07 3821 3773 for a quote. We have a variety of options available to suit every busy mortgage professional.

businesses.” Your time is best spent in front of your clients. The smart strategy is to outsource non-client contact tasks to professionals. Then you know that while you are doing what you are good at, someone else is doing what they are good at. A not-so-smart strategy is to burn the midnight oil trying to do it yourself… just to save a few dollars. Outsource to a professional Words Unlimited employ financial professionals to write exactly what you want your clients to read. With a vast array of knowledge and experience you can be assured that the information is correct and the articles are relevant to your clients. “The finished product was excellent and delivered very promptly.” Mark Harris, Home Loan Connexion

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Product profile
Loankit
There are a number of aggregators in the market place so making the right choice is more important than ever. One of the newer aggregators is LoanKit
The principal of Loankit, Kym Rampal, left Macquarie Bank in July of 1999 and setup a company to develop infrastructure support for a blossoming mortgage industry. At Macquarie Bank Kym worked for PUMA (now called Macquarie Securitisation). The main role of PUMA was to supply funds to Mortgage Providers like Aussie Home Loans (at the time PUMA's largest client). While at PUMA Kym spotted an opportunity arising from a growing mortgage channel - the mortgage brokers. He left Macquarie in 1999 to setup a company called FreeOL Pty Ltd (FreeOL was a short form of Free Online Lending Tools) with an eye on providing tools to mortgage brokers. Very soon Kym realised that while he had great knowledge on how mortgages worked from a banks perspective he had no idea on how things worked at a mortgage brokers end. To rectify this lack of knowledge Kym became a mortgage broker and did broking for two years learning how things were done at the coalface. This actual hands-on experience was invaluable when it came to developing user-friendly and mortgage broker centric CRM systems. The Loankit Objectives The primary goal for Loankit was to provide mortgage brokers with support to: 1. Help brokers to qualify clients 2. Hunt down products that would be suitable to their clients 3. Produce professional presentation packs for clients including Cost Analysis, Product Comparisons and detailed Product sheets 4. Set up an effective communication channel with their clients via Automatic SMS and E-mail of the clients loan status 5. Automatically keep in touch with their clients on a regular basis example via Post-Settlement letters, Anniversary reminders, Fixed Rate and/or InterestOnly period expiry notices etc This goal was achieved primarily by developing mortgage-centric CRM systems that enabled a broker not only to have a CRM system but one that had emphasis on sales tools for the mortgage-broker. Ultimately this meant that brokers could achieve the CRM benefits provided by systems like ACT and Sebel but also fill the holes that such systems left which was loan related matters such as product search and comparison, loan product fact sheets, client qualification, producing Finance Broking Contracts, loan applications etc. Loankit Systems Developed Initially there were two systems that were developed. The first was a Desktop based system (called Trio 1) that was a stand alone mortgage tool with the ability to update product information on a periodic and on demand basis. The second system was a web-based system (called Loankit Mortgage Tools & Services) that required an online Internet connection. Trio 1 was sold by Loankit to Resimac in July 2002 - 3 years after Kym Rampal setup the company. The online tool Loankit was retained as it became apparent that mobile broadband was being deployed rapidly and would be available even in remote/regional areas. This realisation was very accurate as Telstra rolled out their Next G network which now enables Wireless Broadband access from nearly anywhere in Australia. Loankit has been described by some brokers as the next generation tools for the mortgage industry. It not only helps brokers to win business but allows them to win business from referral sources. Benefits to Mortgage Originators The Loankit system has the ability to load base product information provided by a funder and allow Mortgage Originators to tailor the Interest Rates and Establishment fees to suit their needs. The system automatically generates the Comparison Rate Schedules for the product suite provided to a Mortgage Originator by their funders. Loankit benefits Mortgage Originators by doing the following for them: 1. Allow the Originator to load the rate and application fees on the base funder product 2. Print off detailed Product Fact sheets with correct rate and fees 3. Print off Comparison Rate Schedules reflecting their application fees/rates 4. Calculate servicing for their clients using the funders Servicing Algorithm. Continued page 15

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Ways To Avoid Home Business Failure
When you are working from home, there is always going to be something inside of you that says that no matter how much work you do, you can always do more. This is something that a lot of home business owners find. Because their work is at their home, they are always tempted to keep working. It is ironic because most of the people who run home businesses have thought that they would do this so they do not have to work hours that are longer.
They have probably thought that by working at home they could cut back on the hours that they were at work. And this is usually true but as everyone knows, setting up a home business can take many hours and if you have everything that you need at your home, it might be tempting to go to work for awhile after you eat supper or once the kids are in bed. This can be a dangerous habit because if you start to do so much work that you are working in the evenings, you are going to find that you want to do even more work and that you take on more. Pretty soon you will find yourself working 20 hour days and your family will be wishing you go back to your old job because then at least once you were home, you were home for the night. There are several ways to avoid this but first you must understand that it is vital that you take steps to avoid working all day and night. You might think you are being very productive but you need to know that working too many hours will make you burn out on what you are doing and might cause you to cut corners because you simply do not care any more. You might find that you have to go back to your old job because you simply can not stand your home business any longer. It is very important that you do not work long hours. There are ways to make sure this happens. First of all, from the beginning, set hours for yourself. Tell yourself that you will only work certain hours and then stick to it. Depending on what you are doing in your home business there are ways to do this. If you are a project based home business, take only as many projects as you can complete in regular hours. If you are a home business that relies on being available, be sure that you have clear cut hours to work. These can be any that you wish. If you want to work all day and night, that is fine but then be sure you are taking many days off a week. If you want to work for 3 days straight, and then have 4 day long weekends, this might be a great way to spend time with your family. If you want to work each day, then make your days shorter. By: Obinna Heche

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Generate your own leads from your own website
Traditionally leads generated from a web site are very poor at best with a lower conversation rate. This soul destroying labour intensive process often turns brokers off trying to generate leads from their own website.
At the same time consider the user because they are reluctant to leave their contact details when they make a casual enquiry. Let's face it, we've all seen those "wishy washy" web sites that provide the user with a poor experience just so they can get the users contact details. There is now a solution! Now for the first time, a mortgage broker can add a tool to their web site, a bit like mortgage calculators, that will offer users a quality experience and "instant gratification" and a reason to leave their contact details. The My Home Loan Approval program allows users to click on an invitation on a broker's website that will take them to a unique landing page that has the brokers logo and company name. CLICK HERE to see a sample of the landing page The user simply completes the 13 custom written questions which are profiled matched against the individual loan products of up to 173 lenders. The user instantly receives advice on how many loan products they may qualify for and invites them to give their contact details. Up to this point, the whole user experience is anonymous which gives the user great peace of mind. If they provide their email address it's verified and if accurate, the broker receives a email that contains their contact details, the answers to the original questions and a list of the loan products the user may qualify for. Encouragement: To encourage the user to do their own assessment they are offered a copy of the eBook Mortgage Secrets Exposed. If they also provide their contact details they are offered a copy of the software Equity+ which is designed to help users improve the value of their home. CLICK HERE to see the Equity + website Free resources: Both the eBook and the software are provided along with marketing and web optomisation tips as part of the program. Costs: The full participation cost of the program is a low monthly licencing fee. All leads greeted are the property of the participating mortgage broker.

LOANKIT
Continued from page 14
5. Loankit can distribute commission to the Originators loan writers and their referrers 6. The Originator can produce Approval, Rejection, Pre-Approval, Post-Settlement letters for their clients from the software using predetermined templates that autopopulate the client details 7. Loankit provides the Originator clients with access to their Loan Balances via our Homekit software (software that we make available to their clients) 8. Loankit automatically reminds both the Originator and their clients on upcoming loan events such as Fixed Rate expiry or Interest-Only period expiry. For more information click here.

This is the most innovative low cost and effective lead program available in Australia that rewards potential clients for each action they take. Users pre-qualify themselves so you only ever speak with serious enquiries. For more information and to arrange your booking call Michael at Lead Management Services now on: 1300 7676 13

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Marketing mistakes you can't afford to make
By: Danny Austin

Here are three primo examples of dangerous myths that can doom your new business and the truths that will save you from them. Myth #1: Advertising doesn't work. American businesses spend billions of dollars on advertising every year, and with the mountains of research on every facet of advertising execution, there's no doubt about its effectiveness. The truth is, bad advertising doesn't work, and creative execution should be put in the hands of experts. But while the nuts-andbolts process of manufacturing ads is not a do-it-yourself job, there are several aspects of the advertising development and placement process that you can easily undertake on your own. Myth #2: Only salespeople call prospects. Countless businesses have fallen quietly by the wayside because their owners sat back waiting for the telephone to ring.

Unless you're actively pursuing your best prospects, it's unrealistic to expect them to come and beat down your door. Sure, your business may survive if you simply pass out business cards, put out feelers and win the occasional project or account. Fast growth and plum accounts will go to those who actively pursue their top prospects. To be a successful entrepreneur, you must wake up every morning prepared to sell. Myth #3: You only have to market when business is slow. Marketing only during the slow times puts your business on an economic roller coaster, because it's always feast or famine. Some entrepreneurs convince themselves they're too busy to

market. They concentrate on the projects or clients they have inhouse and work hard on them, fulfilling contracts and completing projects until they, in effect, work themselves out of business. They look around one day and there's simply no more work to be done, or they realize there isn't enough new work to sustain them. It's a vicious cycle that results in economic highs and lows. Unfortunately, sometimes these protracted slow periods put otherwise effective entrepreneurs right out of business. What's the biggest marketing mistake of all? The number-one mistake is to do nothing. If a tactic you've been using stops producing results, change it, adapt it or throw it out and try something new. Remember, when you do nothing, nothing works.

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Staying in touch with past customers reminds them to buy
group of people, to remind them of the benefits they will enjoy as a result of calling on your product or expertise. There are lots of ways to do this, and in general, you will produce a result for FAR LESS than your normal marketing. FACT: It costs you roughly six times MORE to bring in a NEW customer/client than it does to bring back a PREVIOUS customer. Depending on your business, you can: > Send a personalised letter to tell them about a new product or service. > Send information that is relevant to a change in season or circumstances. If you do this, you reduce yourself to joining the general marketing clamour. Worse, you may actually degrade the relationship by failing to recognise them as people you know and value. A pile of junk says: Even though you know me and have used my services, you are really just a name on my list. Here, cop this! Far better to send a warm, PERSONALISED letter along with the other literature. This will set you apart from your competitors who do not have the same relationship. Action steps ... Call Crockford Carsile. Talk about your business—and how we can help you to bring back those VERY valuable past clients. We have a lot of experience and a host of ideas that will help you to get the best possible result. It is surprising just how much MORE revenue you can generate for LESS outlay, with the right approach! Call Crockford Carlisle on (07) 3891 3800.

Because you can never predict when they will need your services again!
If you've been in business a while, chances are there are a large number of people out there who: 1. Have used your services in the past, 2. Were happy with what you did for them, 3. Were satisfied with the value of the service you provided, and who 4. Would use your services again—if only you would remind them to do so! This last point is crucial. When you develop your marketing plan, make sure you include a way to connect with this VERY important

> Offer to re-furbish or service or upgrade their purchase.

> Suggest additional services that will add to those they have already received from you. > Send an information-based newsletter. > Ring them up to say g'day. > Use any number of other methods to rekindle the relationship.

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Careful! Sending a pile of junk in the mail can bring you undone. The past association you have with these people is very important. When contacting them, it is a mistake to simply fling a bunch of brochures or offers in the mail.

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Testing Your Marketing Plan
Your market techniques can be improved with a little work. Learn from your mistakes and move on. In order for you to have a business you must have customers, and in order to have customers you must market. Marketing effectively means more customers. The best way to have no customers is not to market.
To market effectively, keep your message consistent. While being consistent bear in mind your target audience. A consistent message repeated on line and off is important. The message you give may be the only one the customer ever gets to hear about your business, so you want to make it count. This is why test marketing the message is so important. There is no one universal message that will sell your product to others. Not only that, but what message works now may not work later, what works for one audience doesn't for another. Testing and continuing to test is all important. The only mistake that can really be made in testing is not to test at all. Don't become a victim of testeritis. Don't try to over analysis your results. Any message is better than no message. Use more than on message and means of delivery. Writing out your marketing plan, what you intend to do, and how you intend to do it is a helpful tool for getting into the action frame of mind. Keep a record of your messages, means of delivery and how well they worked. Write out some goals and ways you can measure their success. Ideas by themselves do not market a program or product. Your marketing goals and plan will help you to take action and know when you succeed and when you fail and why, so that you can increase your success and eliminate your failures. Again, as I stated the old adage "Learn from your mistakes." So you make errors in marketing, you can correct them, test your market, your message, your delivery, and you will surely improve. Copyright 2007 by Ian RoeBuck. Ian RoeBuck is a multiple Internet Income Marketer and consultant. His web sites include: www.iansbreakthroughbiz.com and www.thebreakthroughsite.com

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4 Bulletproof Strategies for Making Better Decisions
Continued from page 8
Real Life: One time, my neighbor let the grass in his backyard get so high it became a haven for wildlife. Instead of risking our relationship by reporting him, I waited for him to mow the lawn on his own, knowing he eventually would. If you’re a jumper, your impulsive nature ensures you’re always in the right place at the right time, but seldom with the right tools. By nature, I’m a perfectionist. I must remind myself that The Perfectionist heuristic is only optimal when the cost of a second try is prohibitive and I have ample time; otherwise, one of the others will work better. Regardless of your natural style, the key to making great decisions is acknowledging your natural tendencies, learning to trust them when appropriate, and learning to replace them when they’re not. Over the years, I have learned to approach every big decision by reviewing these heuristics and asking myself: Which one is right for this decision? © by John Place and is reprinted with permission.

The Jumper: a
heuristic for high speed and high risk. When to use it: when time is short and missing a due date is riskier than making a bad decision. Examples: choosing a term paper topic, selecting a Mother’s Day card, or choosing the right suit for an interview. How it works: Quickly review your options, with little to no research Make a snap judgment Live with the consequences Risks: Moving quickly may help you seize an opportunity, but if it’s high risk, the sloppy results of The Jumper heuristic may cause more harm than good. Real Life: I once received an impromptu job offer and accepted with no research because otherwise the opportunity would have vanished, and at that point in my life I really needed the work.

What’s Your Decision Making Style?
Chances are, one of these heuristics is more natural for you than others: If you’re a perfectionist, you will tend to treat every decision as an encyclopedia of research and analysis, despite missing out on many of life’s great opportunities because of your slow pace. If you’re a beta tester, you will tend to use trial-and-error for every problem, despite the enormous cost of failure and rework. If you’re a drifter, you will tend to let life happen to you instead of taking it by the horns.

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Health and Fitness
Where To Begin? Fun Weight Loss Exercise Programs
By: Scott T Smith

So we all know that exercise is at the core of a strong weight loss program. But, there are so many ways to go about exercising, where do we begin? In reality, all it takes is consistent, exerting activity, at least 3-4 times a week. However, if you're looking for more suggestions on how to begin your weight loss exercise programs, here are 3 fields in which you might find some inspiration:
1. Take A Hike! Or a walk. Walking is one of the best places to begin your exercise. It takes no experience, no training, and little extra equipment - literally, all you need is a pair of shoes (and maybe some socks). While running, of course, is the strongest means to staying fit, you can achieve the same level of exertion and burned calories by just walking over a prolonged period. In fact, many weight loss and fitness experts recommend walking as just a basic exercise program, not merely a weight loss exercise program. When you walk, you raise your heart rate, which burns calories, and builds muscle strength and elasticity. So not only will you lose weight, but you will replace it with more muscle. 2. Why Not Weights? Want to replace the fat with more muscle? Try weight training. But weights do more than just give you physical definition - muscles burn a lot of fat. This is because muscles need

calories around the clock to maintain their tone, so even though you exercise them maybe every other day, they burn calories in the days in between, no matter what you're doing. So if you've got strong muscles, you'll be burning calories even as you sit

and your body will love. Plus, you'll find yourself in company with many other people who have weight loss in mind so you'll hardly be alone. In fact, most likely, you'll come to really enjoy the gym, and once you get to that point, we really have to say nothing more. No one ever said weight loss was easy, but they also never said it couldn't be fun. You can find a weight loss exercise program that's fun for you, and once you start enjoying it, losing the kilos will all be just part of the benefits. So go and get started, and have a great time!

working at a desk. And weight training is fairly easy to begin. Maybe talk with a professional trainer at a gym about what you're trying to achieve, and they can give you certified recommendations about where to begin. 3. Get A Gym Membership If you're looking to weight train, a gym is perfect. Actually, if you're looking to do anything fitness-wise, a gym will easily meet your needs, and then some. A gym may just be the best place to lose weight. You can work on cardiovascular fitness, on muscular strength, or on flexibility, in many more ways than one. If you want further direction, every gym has a certified staff that can help you find the sort of exercises that both you

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Broker Wheels
3.0si and 3.0si Executive Models Flesh Out BMW X5 Range
The new BMW X5 range has been expanded to five models with the arrival in Australia of the 3.0si and 3.0si Executive variants, complimenting the turbodiesel 3.0d and V8-powered 4.8i models launched earlier this year.
Brandishing 200 kW of power and an impressive 315 Nm of torque, the inline six-cylinder engine in the 3.0si X5 models is 18 per cent more powerful and produces 5 per cent more torque than its predecessor. The new engine uses a magnesium/ aluminium crankcase that results in a 10 kg weight saving over the previous 3.0-litre engine and utilises the fully variable VALVETRONIC valve drive system, as well as variable doubleVANOS camshaft control to provide a high power output with fast-acting accelerator response across all engine speeds. transmission uses new torque converter technology and efficient software to help reduce reaction and gearshift times by as much as 50 per cent. The transmission is controlled by an electronic gear selector and there is a push-button parking-brake selector for improved convenience and efficiency. With standard equipment including DSC III, which incorporates HDC Hill Descent Control, DBC Dynamic Brake Control, ABS anti-lock braking, ASC-X Automatic Stability Control, ADB-X models gain BMW’s new FlexRay highspeed data transmission system that transfers data between the individual suspension control systems at lightning-fast speed. With its torsionally rigid, aerodynamic and weight-optimised body shell – which weighs virtually the same as the previous model - the longer and wider E70 BMW X5 offers even greater interior space and versatility with increased luggage space and more leg, shoulder and headroom than ever. The X5 3.0si models also share impressive passive safety credentials with the 3.0d and 4.8i versions, including dual front airbags, side airbags and full-length curtain airbags with rollover sensors networked with the Dynamic Stability Control. Luxury doesn’t take a back seat either, with the upgraded BMW iDrive system that now includes eight “favourite” buttons standard on all models, as well as Nevada leather seats, Park Distance Control (PDC) front and rear, Runflat safety tyre indicator, automatic airconditioning, BMW Professional sixspeaker, MP3 compatible six-CD sound system, leather-rimmed multifunction steering wheel, an onboard computer with 6.5” colour monitor and 18-inch Star Spoke alloy wheels. The X5 3.0si Executive adds a rear view camera, power seat adjustment with memory function on the driver’s side, electrically adjusted steering column, BMW Professional Navigation System with TV and Voice Control, and preparation for mobile phone Business with Bluetooth interface including mobile handset, cradle and BMW Assist as standard.

Automatic Differential Brake, DTC Dynamic Traction Control and TSC Trailer Stability Control, the 3.0si BMW X5 offers car-like on-road agility and safety. The 3.0si X5 models benefit from the new suspension system developed for the E70 that uses a unique double wishbone design at the front, and an integral IV rear axle.

The new suspension was designed from the ground up to give the X5 Equipped as standard with the BMW class-leading levels of handling and six-speed Steptronic automatic road holding that are consistent with transmission, the X5 3.0si is capable of the BMW brand. sprinting from zero to 100 km/h in a The AdaptiveDrive anti-roll suspension rapid 8.1 seconds. optionally available in the 3.0si X5 Despite this swift turn of speed, the efficiency of the engine allows it to return a combined fuel consumption of 11.7 litres/100 km - representing a nine per cent improvement over the previous 3.0-litre engine. The six-speed Steptronic automatic

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Broker Toys
Nissan begins testing drunk-proof car
British teen imprisoned for texting-related death
It goes without saying that talking whilst driving (let alone texting) isn't exactly the safest practice, and unfortunately for a British teenager, she could have four solid years to think about it. Rachel Begg, who was found to have used her cellphone nine different times in the 15 minutes prior to crashing into a grandmother's vehicle and subsequently killing her, was recently found guilty and sentenced to four years in prison. To make matters worse, Begg was driving nearly 70 how costly her lack of reason was. miles-per-hour on a dark, rainy night, Better leave the texting 'til after the and the judge reportedly emphasized ride's over, eh?

Engaget web site reports: On August 1st, Nissan Japan will begin joint testing with authorities on a new system which prevents drivers from starting their cars if they've been drinking. The technology, which we mentioned back in 2006, can disable the vehicle's ignition after analyzing a driver's level of intoxication using an onboard breathalyzer. The tests will take place with cars used by local government staff in a variety of Prefectures around Japan, utilizing the opinions of the drivers to further develop the system. The company recently added a "Carwings" navigation system to its vehicles, which issues warnings to drivers under the influence, and the automaker hopes that technologies such as these could halve the number of serious accidents involving Nissan vehicles by 2015.

Australia to get iPhone
Unconfirmed reports suggest that Australia will get the amazing Apple iPhone. Launched in the US in late June the iPhone has already achieved sales of over 1 million phones. Unlike the US market Australia will have a 3G model the same as the one destined for Europe. At this stage, it is suggested that iPhones will be available sometime in the first half of 2008 which is earlier then previously advised. While no carrier has been named Vodaphone appear to be a front runner in Europe so who knows for Australia because you can be sure that Telstra will drive a hard bargain.

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