The Pivot Plan

Of Recent Years, The One Constant In Mortgage Broking Has Been Change. 

More than ever, your team and your clients need certainty, direction and support.

And that's why we have created The Pivot Plan is about.

But it’s not just to support staff and clients. 

It’s very much about supporting you too.

Most brokers have been on the front line shouldering difficult conversations for days on end and making difficult business decisions. 

Now, it’s important you are given the support you need adjust to the ‘new’ environment.

The Pivot Plan isn’t a ‘course’, but rather, a means to share with you important strategies relating to:

• Protecting your own wellbeing. This is critical so you can be effective for clients, staff, and people who rely on you outside of work (even more important if you’re operating from home and ‘switching’ from broker to ‘parent’ means walking out of the office and into the living room without having ‘wound down’ from the day). 
• Supporting and guiding your clients & team. More than any point in mortgage broking, people are desperate for leadership and guidance.  They may not say it directly, but your team and clients want as much certainty, guidance, direction and support as you can provide
• Staying connected. This journey is best not travelled alone.  Intentionally, we will facilitate conversations so you can connect, learn and share with others, as being amongst the company of other good quality brokers will help you to ‘normalise’ how you’re feeling, to build new friendships and to move from isolation to connection. 
• Adjusting your operations.  We’ll look at best-practice for a ‘remote’ model while maintaining productivity, morale and performance.

Here is an overview of what we’ll work on:

1. First up, we will work on the 4 P’s that you want to prioritise. The Processes that you need to tweak, the Productivity tools and strategies to implement, the People you want to protect, and finally, strategies to look after yourself Personally right now.
2. We’ll use a framework called The Fix so you get crystal clear on the most relevant messages to send to current and future clients so your messages convey empathy, protect future clients (purchasers) and build a pipeline of fans for future opportunity
3. Doing online presentations can be unfamiliar for some brokers – so we’ll work on your Client Engagement Pack so you can deliver online presentations like a boss, impress new clients from the get-go and position yourself as the obvious choice for them
4. To generate new enquiry, we’ll discuss how to subtly educate clients on how they can help others they care about by creating a new introduction to you
5. We’ll work on strategies to manage your personal productivity so you don’t feel like you’re putting out fires all day long and solving everyone else’s problems with nothing to show for it
6. Shayne Betreen from Gain Financial will deliver a session on systems and tools for operating a highly efficient brokerage. Shayne has been working remote from his team and clients for years and he has highly standardised loan submission process where has quite literally broken down the timings for how long it takes his processor to key the data, prepare compliance and application docs for signing, submission into Apply Online and overseeing the file all the way through to settlement. Shayne will walk you through how you can follow this model to optimise your delivery regardless of location.
7. We also have some time sensitive sessions for you:
   • How to offer loan protection insurance, with Rob Trewin. For 2 years running, Rob has been ALI’s # 1 writer of this insurance)
   • How to establish new referral relationships, with Deb Hutchings (Deb has grown multiple brokerages and currently trains LJ Hooker Franchisees on how to create opportunity out of the challenges)
8. Finally, we’ll create a Pivot Plan so you can lead effectively, continue helping people and be positioned for growth in the 30/60/90 days ahead

There will also be 10 CPD Points 

NOTE: We understand the importance of serving you well, and it is not a responsibility we take lightly.  That is why our guarantee is that if The Pivot Plan doesn’t give you the insights and support you want, just let us know and we will move heaven and earth to help you, or if you prefer, we will cheerfully refund you upon request.