Broker Success Issue 1

Broker
Issue 1 - © 2007

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In this issue • When service counts • Better Business Cards • Protect your assets • 7 Key marketing tips • Make an impression • Boost your business • Blogging for lead generation • Classifieds • Showcase and much more ... 24 pages

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Welcome
Welcome to this, the first issue of Australia's only electronic broking magazine, Broker Success.
Hopefully in this and future issues you'll get some great tips and find some products and services that will make your brokerage firm even more successful. Most articles and ads contain active links so you can click on them for more information. With the right tools, knowledge and attitude every broker has the opportunity to succeed at a level far greater then their own expectation. Broker Success will be published monthly and each issue published will be announced through the Broker Resource. Contributions are more than welcome. If you have a contribution to make simply click here. Graham Reibelt Tel: 02 4759-2799 Fax: 02 4759-2696 emaiI: [email protected] www.brokersuccess.com.au www.thebrokerresource.com.au

How to use Broker Success
Broker Success is a true electronic magazine and as such when you see a story or a advert you'd like more information on all you need do is click on the blue information button. Active information link: In most cases, that will take you to an information request page where you can indicate what companies or services you'd like more information. It's as simple as that. As you can see, Broker Success is a true electronic magazine that brings information you need to grow your business in a way that no other publication can. Naturally you need to be on-line for the active information links to work. In July we are also launching a consumer mortgage magazine the Mortgage Insider. Check out page 23 for more information If you have information that you think would be of interest to Australian brokers give us a call on 02 5759-2799 or email it to: [email protected].

Click chapter to be taken to it
3. When Services Counts 4. Good bye clawbacks 5. Blogging for leads 6. Boost your business 7. Make your office a better place 8. PMP Serving you 9. Better business cards 10. Make your presence felt 11. Staying in touch 12. Do you look like everyone else 14. Aggregator protects brokers 15. Protect your assets 16. Make an impression 17. 7 Marketing Tips 19. How to write a press release 20. Letterhead of the 21st Century 21. Health and Fitness 22. Broker Wheels 23. Classifieds 24. Showcase

In this issue

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Broker Success - Issue 1 - 2007 - Page 2

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When service counts
Australian Finance & Leasing Ltd has been raising funds from the public for the last 10 years and on-lending those monies as second mortgages and equipment finance (chattel mortgage etc). To complement our lending products we recently established a first mortgage fund.
• Same day response to applications. • Urgent residential settlements in 3 to 4 days. • Most types of property in all parts of Australia considered. • 2nd mortgages and plant and equipment can be used to enhance to loan amount. maximise an advance or assist with the acquisition of business assets (even livestock) associated with the transaction. What are our interest rates? Interest rates for first mortgage loans are generally in the range of 9.5% to 10.5% and second mortgages 15.5% depending on the LVR and the nature of the property. Establishme nt fee are usually 1% with a minimum of $1,000. What application information do we need? business activities are viable. Regulated/coded loans are only considered with evidence of serviceability. Are past credit issues a problem? No, providing we are satisfied those problems are in the applicant’s past. How quickly can we settle? We usually issue an indicative offer the same day we receive an acceptable proposal. Documents can issue within 24 hours of valuation and settlement is generally available within 48 hours of properly executed documents being in the hands of our solicitors. Express settlements against residential security can complete within 3 to 4 days.

Our application can be downloaded at www.afal.com.au Most loans we consider are for but most detailed business or investment purposes – application forms although we do provide regulated with a privacy (consumer) mortgages subject to acknowledgment evidence of serviceability. are acceptable. What type of properties do we For low LVR’s consider? (65% - 70%) we Residential, retail, industrial, rural and will accept self certification or an rural lifestyle - virtually any type of accountant’s letter property considered to have etc, but for higher appropriate resale potential in a forced sale situation. Some leasehold LVR’s we require more detailed properties are considered, but we do evidence of not finance speculative property development or lend against the value income – but not of development approvals, specialised necessarily tax returns. securities or growing crops (vines, orchards, timber plantations). All refinance proposals need to How much will we lend? evidence While our maximum loan is $1.0M the acceptable amount we lend is dependent on the conduct and all nature and location of the property advances against plus the amount of supporting rural security information provided with the need to have full application. To achieve the maximum historical financial loan to value ratios (LVR’s) detailed information and/or below, the top 10% of the LVR would projections (where normally be advanced by way of a appropriate), separate second mortgage loan. evidencing the Where necessary we can also include borrower’s the value of plant and equipment to

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Goodbye Clawbacks ... Hello profits
At Manion Finance Services we pay generous commissions of at least 0.80% with a 0.25% trail, and we have no claw backs on any of our products - we are not an aggregator so full commissions are passed on to you.
We don’t put our brokers through a long and arduous accreditation process so you can get started today. You can reduce rates as you wish up to a maximum of 0.25% by reducing trail or increasing the rate to take additional trail, however these options should be discussed with us prior to forwarding an application. All rates will be quoted upon application. Manion Finance Services was established over 10 years ago as a small Brokerage firm in the ACT and since this time the business has grown rapidly and now holds one of the largest client portfolios in Australia. Manion Finance Services has now become the largest non bank lender in the ACT with over $250m in loans under direct management. With a growing staff base of over 15 people and a range of products, we are well equipped to handle the financial needs of all your clients. Our turn around time is among the best in the business with letters of offer generally sent out within 24 hours of receiving an application and settlements within 2 weeks of receiving a valuation. While we are equipped to handle clients all over Australia a majority of our clients come from the east coast and we are now expanding our business throughout Australia. Manion products include; • • • • • • Construction/Development Loans Non Conforming Loans Commercial Loans 105% finance loans Leasing Products Private Funding Loans

Goodbye paperwork.

Hello profit.
Start referring loans today, no accreditation required.
Why spend time on backroom paperwork when you can spend more time chasing profitable leads? Refer your loans to Manion and receive an upfront commission of .8% with an ongoing trail of .25%. Best of all, you don’t have to be accredited! At Manion Finance we offer a range of loans incuding low doc loans, business loans, construction loans and 100% loans. Since we’re both a mortgage manager and a broker, we’ll have a loan to suit your clients’ needs at the right rates. For more information, click here and find out how we can handle all your paperwork and boost your profits.

With rates starting from 8.50% and any type of security property considered, our private funds will finance that hard to set deal. Terms start from 6 months to 24 months, LVR’s up to 80%, no establishment fees from the lender, appraisal is used rather than a valuation and loans settled within a week from the date of appraisal. Our non-conforming loans will finance that hard to set deal. With no limit to defaults, judgments etc; we are the one stop lender to solve all your clients lending needs. All residential securities considered including serviced apartments, bed sits and specialised security. Our 70% No-Doc requires no ABN/ACN loans are aimed at investors and newly self employed applicants. Borrowers can even use the funds to buy a new business that will employ them without any history in the industry. Clients do not need to declare an income amount they simply need to confirm they can afford the debt. With fast approvals and low set up costs why not start referring today All residential loans are processed in house – no need for correspondence with third parties – the buck stops with us!

We have improved our 100% home loan and no longer require genuine savings for property purchase applications. Clients can use any source of funds to cover their stamp duty costs, first home owners grant, gift, borrowed funds or with stamp duty concessions they may not require any funds to complete at all. Our private lenders want their funds lent out so they have lowered interest rates.

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Blogging for leads
There are many productive ways to obtain leads. Customer referrals, networking groups, marketing campaigns, mortgage lead companies, etc.
But now that we are in the 21st century, a new method of marketing is on the horizon, and it is known as blogging. Blogs have become more than just sites for gathering the latest news on a particular subject. A blog can be used to market yourself and your product. In fact, I have been using a blog to market my product for over a year now. The best part of blogging is, you don’t have to be a rocket scientist or computer genius to have a blog. Just find a blogging service on the web, pick a name for your blog, as well as a template, than begin posting your information. What kind of information? You may ask. Information such as the products and services you have to offer and a short biography of yourself as well as a picture. Once your blog is set up, which takes five minutes by the way, you can begin to refer people to it immediately. You can also put it on your business card, and under your name and address on the e-mails you send. When talking to a potential customer, end your conversations by encouraging the person your speaking with to visit your blog. Blogs are a new and innovative way to market yourself, your products, and your services. And, its fun, so give it a shot. By Jay Conners has more than fifteen years of experience in the banking and Mortgage Industry.

Did you know?
Scenario on the Broker Resource web site has 134 lenders waiting to help you.

This is a free service!
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Broker Success - Issue 1 - 2007 - Page 5

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Boost your business’ services and profitability & stand out from the rest! ..................
As the finance industry continues to become more competitive and customers at large become more informed and proactive in seeking value added services, success minded finance brokers are seeking every edge they can get. A growing company called Investas Group claims to be able to provide a unique difference that can assist progressive brokers in securing a more unique position amongst the 15,000 plus Australian broker industry.
This service is specifically designed to empower finance brokers to become qualified and authorised investment advisors able to efficiently and compliantly deliver investment strategies and regulated investment funds, that can help provide further benefits to finance customers and additional income streams to the broker. Investas Group claims this comprehensive system provides a range of novel abilities such as… ♣ Being able to build an investment advice and distribution business progressively, while staying focused on your core finance business. ♣ Helping to increase a broker’s client base and develop significant additional income streams (In fact they claim that proactive brokers will have the ability with this system to practically double their income potential.) ♣ Being able to write new loans or utilise current untapped loan accounts more fully, providing additional finance commissions and trailers. ♣ Providing added value to past, present, and future customers by integrating enhanced debt reduction and wealth creation strategies. ♣ Allow for on-going up selling with no service fees or out of pocket cost to the customer. Investas Group claims that this unique system effectively takes care of everything needed for the finance consultant to get going. They organise everything from the required PS146 training to the provision of full sales/ operational and product training, right through to providing an on-call support service. They also provide all promotional and marketing materials and will even coordinate marketing campaigns for the broker. All at no additional cost to the broker. They don’t create their own investment products. In fact, they can source them from anywhere within the regulated Australian investment industry. They say each product must be ASIC registered and fulfill specific requirements relating to security, returns, and terms make the approved product list. Effectively being a member of Investas Group is like having an add-on to the broker’s finance business that doesn’t require them to change their finance business whatsoever. A broker can easily keep their aggregator or mortgage manager relationship just the same as before but have the extra ability to provide potential added value to their clients and generate additional income from their complementary efforts. Investas Group has nothing to do with finance or loan products. They are an investment advisory service, and by using them a broker’s finance business will be positively impacted. Continued page 6

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 We committed ourselves to ensure that the products that we supplied met the highest ergonomic standards available and where standards were not available or outdated by the new technologies we set new higher standards. Focusing on ergonomic functionality. These days virtually every manufacturer of office furniture claims to supply ergonomically designed products, but true expertise is not as freely available as these claims. While our products remain rooted in ergonomic functionality, increasingly they are presented with a greater emphasis on the style that makes them not only useful, but also usable and stylish. The next time you are; , replacing the broken, relocating your office, opening a new office, or refurbishing for an updated look, contact Total Package Mngt now!.

Make your office a great place to work!
Total Package Mngt has been supplying top quality office, computer furniture and computer accessories since the 1990.
Regardless of office size, we can supply and fit out according to your specifications. We continue to create environments that work, for people at work. Past clients from Small and Home Office operations to the larger Corporate, Government Departments, shop front service centres and multi-level Office space, we can do it all. Including... creating your unique corporate colour combinations. Continued from page 5 Our product range expanded as we listened and responded to the needs of our customers and has always been part of the way we have done business. Our products not only meet the demands of the modern environment, but are built to last a lifetime. Products for; Filing & Storage, Conference, meeting room & conference, Reception & Waiting room, Executive & General Office, Audio, Exhibition & Visual Equipment, Partitions & Screens, Workstation & Computer Furniture, Ergonomic & Back Health Furniture & Accessories, custom-made and design service available.

Boost your business’ services and profitability & stand out from the rest!
This total solution system has been developed over the last 3 ½ years and has been in effective operation for over 2 ½ years. In the interest of maintaining a level of exclusivity and broker value Investas Group will only provide this specialised service to 200 brokers Australia wide. They are beginning the next phase of their member recruitment and they expect as awareness grows about their company and the unique benefits it can provide that membership applications will hit full capacity by the end of the calendar year. A current member of Investas Group, Rick Stanford states “Investas Group is a highly professional organisation that has provided me with more possibilities than we could have hoped for. With strictly limited memberships available, I know my business will remain unique and with a significant point of difference my customers will love!” Managing Director of Investas Group, Steve Rousey adds “I’ve heard a lot of finance consultants and mortgage management companies raise concerns about protecting and retaining their customer base, and the difficulties in generating new customers and being noticed in the current marketplace. Investas Group helps solve these problems in a cost efficient and unique way that works well with their core finance business practices. As well as that, we help provide significant added value to their customers which is, at the end of the day, what we’re all about.” Click here to request more info

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Broker Success - Issue 1 - 2007 - Page 7

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Professional Mortgage Providers: serving you.
The last thing you want is to look bad to your clients because someone ELSE let you down. That’s why you need the support and service of a lender who always deliver. So, you can understand why so many brokers want to sign on with Professional Mortgage Providers—we’re becoming the mortgage manager and aggregator of choice with Australia’s most advanced platforms. PMP is a 100% Australian private company and a full member of the Mortgage & Finance Association of Australia (MFAA) and FBAA. Most importantly for you though, we provide a COMMITTED and personal service. We make it simple for you to offer mortgage broking services—with a range of systems, tools and marketing processes to maximise your success and minimise your workload. A streamlined system works for you You’ll appreciate how smoothly everything flows. Documents are delivered, questions are answered and loans are settled when you need them to be. That makes your job easier. We have a dedicated system that ensures it! With PMP’s suite of ready marketing letters and strategies, you have information immediately on hand— it’s easy to market our products and services to current and prospective clients. You’ll also appreciate the help of our knowledgeable staff when it comes to comparing loans. We can help to show you which loans will be right for your client’s individual situation. With our tracking systems, you’ll know EXACTLY what stage your client’s application is at, keep them in the loop —that has the flow on effect to enhance your reputation with them! Efficiency and simplicity meet in our straightforward approval process. You can assure your client that they will know as soon as possible when their loan is settled. We also have a range of referral and CRM solutions that help you build your client base and achieve success! Ask us about them when we talk. A range of products A partnership with PMP means access to our range of exceptional products, including: • Residential loans of up to 100% Full Doc, 95% Lo Doc, 80% No Doc; Contined page 9

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Make Your Business Card More Effective
By: Naz Daud

In my life I have literally collected thousands of business cards. When I look through them, I hardly remember the person or business at all! Should a business card not reflect who you are and what your business does?
A proper business card is the first piece of marketing literature that is handed out. It should definitely have your name, address, email address and phone number. But I think that most business cards should have more information. Most are very poorly designed. How could we improve on the basic business card? I was thinking about this and I came up with some suggestions for the back of your business card: 1. Hard to Find Places - a mini map giving directions to your premises 2. Takeaways – a miniature menu – remember the 80/20 rule – top sellers only! 3. What about a testimonial? 4. Retail Outlet – what about a discount on presentation of the card? Here is another great idea for the back of a business card: Print: We met at... On... For... What we discussed... Referrals... What about the front? 1. Why not add your picture? 2. Use full colour printing 3. Get a Professional to design it I firmly believe that all business cards should have a photograph of the person especially now that they are so cheap to produce in full colour. Nobody will ever forget who you are if your picture is on the card! Your business card is probably the first marketing material you hand out to somebody you meet for the first time. It should create a good impression and be a precursor to a further meeting or conversation by phone. Business cards are never going to do the selling for you, but they need to transfer the right impression of who you are and what your business does. For this you need to use full colour printing and stay away from the standard black and white cards. I would advise people to stay away from laminated cards. Many people jot down a short note on the back of the card to help them remember who you are and what was said. They cannot write on a laminated card! Finally make sure your business card is durable. Pay slightly more for a thicker or coated card. How many business cards have you received that immediately said to you “I am not going to do business with that person”? Most of them are probably printed in black and white and on thin cards. Some do not even tell you what that persons business does! Most people underestimate how valuable a business card really is. When you think about the costs involved it really should be used more effectively. Make your business card stand out so that people are more likely to remember you and get in touch.

PMP, Continued from page 8
• PMP’s special 105% Basic and Premium Home Loans that combines a personal loan with a home loan to reduce interest and give your clients a very welcome borrowing option; • Commercial loans of up to 80% Full Doc & 75% Lo Doc; • Leasing; • Personal loans; • Private equity; • Development funding; • Mezzanine finance and many more! As you’d expect from the company that ensures a better workday for brokers, all our loans include great commissions, no clawbacks on commissions and small fixed aggregation fees! Plus, you can also offer your clients a choice of 1000 other products from over 30 institutions—giving them increased flexibility and choice in their loan. You are our client: At PMP, we take this approach to our relationship with you: YOU are our client. We have a duty to provide you with the same dedicated, efficient and personal service that you give to YOUR clients. We make promises we keep. We are always ready to get on the phone with you or your client and give you both confidence in our products and processes. We will knowledgably discuss various products and help you tailor the right packages for your client. In short? With the support and dedication of PMP, your workday is simpler, more satisfying and more successful!

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Broker Success - Issue 1 - 2007 - Page 9

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Make your presence felt - even when you are not there
If you face a situation where you have little opportunity to build a strong relationship with your clients, read on. I came up with this idea some time ago for a commercial cleaning contractor. You may be able to adapt it to your business.
The problem...
The difficulty was that the contractor's teams arrived after hours, when everyone in his client's office had gone home. They did what they had to do and then left. As a result, his was largely a nameless, faceless service. This had three drawbacks. First, while he could discuss performance issues at management level, he could not easily check with the staff who actually used the desks to ensure that they were happy with the service. Second, as there was no personal relationship with his clients, when a competitor came along with a cheaper price, it was too easy for his clients to be stolen away. After all, unless there is something to create a different perception, a cleaner is a cleaner is a cleaner. The solution... To overcome this, we got his teams to leave little chocolates, together Action Plan... Look for things you can do so that you are not just taken for granted. Find a way to build your relationship so that your clients have a strong loyalty to your business—and will stay with you when competitors come knocking. By Jerry Crockford - Crockford

with a note on each desk. The printed note was carefully written to highlight the quality and thoroughness of the cleaning service. Next morning, the note reminded the employee that the cleaner had been in. As well as highlighting the service, it asked the owner of the workstation to leave a message if they needed anything to be specially cleaned or done in a different way next visit. The chocolate was a gift to "Whoever sits in this chair". The result... The relationship with his clients was strengthened considerably. Most importantly, when management was wooed by a competitor, the staff would jump to the defence of the contractor, even though he was not there. He therefore retained business that may have otherwise slipped away.

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Broker Success - Issue 1 - 2007 - Page 10

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Staying in touch
For any small and mediumsized business, marketing themselves in a costeffective, systematic way is one of the most important activities they can do. Yet, for many, it ends up being a difficult, time-consuming and sometimes expensive process that can lead to frustration and failure.
One of the most overlooked areas is marketing to people you already know - they may be existing customers, excustomers, prospects, referrers, suppliers, family, friends, networking contacts. But how do you maximise the potential business from people you know? How do you keep yourself "Top of Mind" with them on a regular basis so that when they have a need, they call you and not the competition? Newsletters, that's how! A newsletter, well-designed and written with the reader's interest in mind, is a proven way of increasing business from people and businesses you already know. You'll know that most newsletters are little more than sales brochures - and are treated as such by the reader. They are rarely read and seldom encourage action. Publishers of such "sales brochure" newsletters are therefore missing a huge opportunity to engage their readers with articles that they are interested in. What a god newsletter should be doing is addressing the interests of the reader, giving them useful information on home loans and related areas such as property and personal finances. We firmly believe that this "Give Value" approach is the only effective way of writing any newsletter. The by-product of producing a genuinely interesting newsletter is that you get to stay in touch with all of your contacts on a regular basis. This is an automatic follow-up system that is extremely time and cost effective for you to administer. And, by staying in touch in a useful, non-salesy way means that when your contacts have a need that you can help them with, they are more likely to get in touch with you. So now we’ve established that a high-quality newsletter should form part of your marketing - but it can seem just too difficult to do yourself. That's why we've designed a fullyfinished newsletter for Mortgage Brokers to use in communicating with their contacts clients, prospects, referrers and others. We offer two options - either a monthly e-mail or quarterly printed newsletter. • Each newsletter contains readywritten topics on a range of home loan, personal finance and property issues. • We add your logo, contact details, photo (optional) and description of your company and services (optional). • You can add your own message plus other sections to promote your business. • The quarterly print version is supplied as a high-quality PDF ready for printing, plus a smaller file for loading onto a web-site and/or emailing as an attachment. Your involvement can be as little as 30 minutes per month, leaving you free to do other business-generating activities or to enjoy more leisure time. The price per month of this service is extremely cost-effective, costing about the same as a dinner for two. It is designed for brokers large and small who want a proven marketing tool without the times, expense and hassle of doing it themselves. Finally, because we 100% believe in this service there are no lengthy contracts to lock you in - you simply pay by the month and can stop whenever you want with no exit fees. Peter Griffin - Your Newsletters "Newsletters are one of the most powerful of all marketing weapons."

Jay Conrad Levinson, Guerilla Marketing

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Broker Success - Issue 1 - 2007 - Page 11

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Do You Look Like Everyone Else?
My business is primarily focussed on supplying newsletters to mortgage brokers in Australia, so I spend a lot of time looking at their branding, positioning, yellow pages adverts, websites, etc. And one thing jumps out at me all the time – many of them look the same and say the same things. They don’t seem to do a lot to position and differentiate their company. In other words, they need to find and communicate their unique point of difference in a way that matters to their prospective clients.
Finding a difference As far as the average prospect is concerned, one broker is very much like another. They offer a wide choice of lenders, fast service, mobile service seven days a week, no cost to the borrower, an expertise and career history in finance. So if everyone can do pretty much the same thing, how can you position yourself differently? By not focusing on what you do, but on how you do it. How Do You Do It? Look at the way you deliver your service, the experience your customer has, how well you communicate through the process, the way the transaction is completed, the service after the home loan is settled, the way you communicate your gratitude for the business, and how you stay in touch and “add value” to your customer on an ongoing basis. The little things you do to make you customer’s life better is what they are looking for. Here’s an example of what I mean. It’s taken from a mortgage manager (Pacific Northwest Capital), but a mortgage broker could easily adapt and apply the same principles. Seven Step Customer Care System The company’s objective is to over-communicate with their clients so that they have no anxiety, feel appreciated, and will want to do business with the company again. The system seeks to overcome the typical complaint that once a loan application is submitted there are often communication “Black Spots”

where the applicants don’t know what’s happening with the progress of their loan file. The company takes the view that every applicant, and everyone else involved in the transaction, should be “touched” every week from application through to the closing of the transaction. This is done every Friday via fax/e-mail. This message outlines the progress that week, and sets expectations of what will happen in the following week. Over and above this basic communication, however, the company has built their seven step customer care system with each contact or mailing built around a significant milestone in the loan process itself. Included in the system are gifts that somehow relate to the point in the process – these are used as rewards, but are always practical and always branded with the company’s logo and contact details – and so will be on display to others. Step 1 – The Torch Letter Within two days of receiving the application, a torch is sent. The accompanying letter is headed “Congratulations. You’ve Seen The Light!” The letter congratulates them for making an “enlightened” decision, acknowledges the trust placed with the manager, reminds them of the company’s credentials (i.e. tackling the “Buyer’s remorse” head on), and outlining exactly what the applicant can expect in terms of efficiency and communications. It also introduces all the people in the mortgage manager’s office that will be involved with the file. Step 2 – The Clock Letter A very important part of the process is to get all the information needed to process the application as soon as possible. This mailing contains a clock (with company name and contact number prominently displayed). The letter thanks them again for using the manager’s services, and acknowledges that they should have already received the list of items needed in order to move the file forward to the lender and/or mortgage insurer. The clock is highlighting that TIME is of the essence. The letter ends by saying “sit back and have a coffee on us” and encloses a Gloria Jeans or Starbucks voucher. It says that the process should be fairly painless, but if they feel a little stressed out then they can use the voucher to enjoy a nice, soothing latte. Step 3 – The StressCheck Ruler Letter The next milestone is when the file gets passed to the mortgage insurer. The day the file is passed over, the manager sends another letter (again with a coffee voucher) telling the applicant that they are now waiting for the mortgage insurer to process the application. Continued page 11

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Do You Look Like Everyone Else?
The headline of the letter reads “Warning – Waiting For Formal Loan Approval May Be Stressful”. Enclosed is a white plastic ruler with a fun-to-use press sensor on the front, which measures heat and moisture from a person’s finger, and then changes colour depending on how hot (stressed) they are. The letter goes on to say “Stress Relief Enclosed” and references the coffee voucher. Step 4 – The Portfolio Pouch Letter Once the loan has been approved the manager sends this letter with gift. The letter congratulates the applicant on the approval of the loan and encloses a Portfolio Pouch. This is simply an oversized plastic or leather pouch (logo on it of course) with some company information and is used to store the legal documents. The letter encourages the borrower to use the pouch to store the mountain of paper that will be coming their way as the process moves towards completion. Step 5 – The Personalised Thank You Card A day after the loan closes a unique thank you card is sent to the borrower and everyone else involved in the transaction. The card has the mortgage manager’s company logo on it and pictures drawings of homes on the front. A personalised handwritten message is put on the inside, and mentions that another gift will be coming shortly. Step 6 – The Gift Basket Within five days of the loan closing, the borrower (and broker or other referrer of the business, if applicable) receives a very nice basket of fruit, cheeses, and/or wine. The basket contains a small card again thanking them for their business. Step 7 – The Testimonial Request Letter This letter is sent out a day or two after the gift basket, to ensure the borrower is feeling especially good about all the gifts that they’ve received. It encourages the borrower to write a testimonial letter. This is done in the form of a few simple questions that they could answer in their letters, and encloses a stamped, addressed envelope. Also included is another coffee voucher to say thankyou for them taking the time to forward their

benefits of how such a system will increase your business, and this will put the cost into context.

comments to the manager, but also says the voucher is theirs to use regardless of whether they do respond. On average about 50% do respond. Is It Worth It? It seems like a lot of money and effort, but the question to ask is this. Can you afford not to do this? Who else is doing it? Would it help to cement your relationship with your clients, increase your application to settlement ratio, and increase repeat business and referrals? As for the total cost of the system, it could be in the order of $80 $100. Look at the commission being made upfront and over the life of the loan, and the bankable

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Broker Success - Issue 1 - 2007 - Page 13

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Aggregator protects brokers
As the aggregator of choice with Australia’s leading platforms, Professional Mortgage Providers is a lender with a reputation to maintain. That’s why their focus is on helping you and your clients in every way—and therefore protecting your best interests as a broker. “We offer both our own products and products from over 40 other banks and lenders,” says Dean Mathieson, CEO of PMP. “That gives our brokers the option of using our service to access the bank’s products, or gives their clients the added flexibility of choosing from our range of products, like 100% loans and 105% Basic and Premium Access home loans.” High levels of service PMP also ensures that brokers receive the highest levels of service, and removes some of the challenges that brokers could face if they deal with a bank. “If current media reports are anything to go by, approvals with the bank might take a long time, or brokers might find problems with losing their trail fees when they work with a bank. Worst of all, there are stories of some brokers and clients receiving below average service from their bank. “As a mortgage manager and aggregator, PMP gives our brokers confidence that these sort of problems won’t occur. “Our simple, dedicated approval process for our own products means that most loans are approved within 48 hours. “Plus, we operate on a fixed fee basis for all aggregated loans. “Many aggregation groups take a fee of up to 25%, but we keep fees low so our brokers benefit from our aggregation service!” Call PMP today to discuss their aggregation service—and how it will enhance and support your good work with your clients and your business. Call us now: 1300 728 248.

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Broker Success - Issue 1 - 2007 - Page 14

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IS PROTECTING YOUR ASSETS UNETHICAL OR ILLEGAL?
Some people consider asset protection illegal. But, asset protection laws were designed for the very purpose of protecting your assets from unjust forfeiture. Some consider asset protection unethical. I’m not recommending that you avoid paying a judgment or fine that you rightfully owe. But, I want you to be in the position to make the final verdict on what is fair and right. When lifetime, incumbent judges and bleeding-heart juries stop handing out ludicrous decisions, then you’ll no longer need to protect your assets. Is it unethical to move a few of your assets beyond the reach of deadbeat plaintiffs? Is it immoral to stash away some money to provide for your family in case of a legal emergency? Protecting your assets from “legal thieves” is a moral decision. FRIVOLOUS LAWSUITS Please take a moment and pick up your telephone book. Now turn to “Solicitors” in the yellow pages. How many full page ads are there for personal injury attorneys? Do you know how much money it costs for full page ads in major market telephone books? Tens of thousands of dollars. Where do you think they get the money to pay for those ads? Some of them make enough money off one case alone to retire. Litigation attorneys aren’t starving! I hope you never meet any of those guys. But, in case you do, I want you to be in control of the negotiation. When they find that “you own nothing” (but control everything) and you are a “penniless bum” with your liabilities exceeding your assets, they’ll leave dejected. They’ve got better jackpots than yours. I’ve deliberately left out all the horror stories in the news about frivolous lawsuits. You’ve heard them all before. Take the responsibility into your own hands now for your own asset security. You can’t put a price on peace of mind. Don’t be one of those people who, the more they make, the more they worry about keeping it. Enjoy all you’ve earned with a carefree attitude toward government fines, lawsuits, judgments and asset seizures. Don’t count on your liability insurance or your business corporation to protect your assets. Don’t count on hiding your assets or transferring them to a friend offshore to protect them. Count on yourself to protect your assets. Ann Thompson, Asset Protection Specialist

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Broker Success - Issue 1 - 2007 - Page 15

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How to Make a Great First Impression
It is a certain fact that women tend to evaluate or to judge men after they first meet. So, in case you want to find a date or to start a serious relationship, you have to be very careful when interacting with women for the first time. As a matter of fact, women always label you, you just don't know it. So, you'd better start working to make sure that your label is a positive one.
Here is an interesting topic that all men out there who are in search of dating tips and dating rules for men should appreciate. .. preparing for a date. Well, the first thing that I need to say is that once you've asked a nice lady to go out on a date, you have to be ready and prepared, in order to look and to act perfectly. So, here are the things that you need to focus upon when preparing for a date. Look nice all the time. You never know when you'll meet the woman of your dreams, so you have to be prepared all the time. And yes, appearance matters. But the truth is that you don't need to look like a male model or like a celebrity, in order to make a good impression. The most important thing is to be clean, to look like you take care of yourself and to wear a decent outfit. Now, this doesn't sound so hard, does it? But looking good isn't reduced to clothing, as the haircut is even more important. You might be surprised to know that the safest way to find a date is to look as normal as possible. Most women appreciate regular guys and few of them appreciate the wild and daring ones, who wear funky haircuts. Furthermore, you have to smell good, as women have a very good sense of smell. When thinking about perfume, the most important thing is to avoid the cheap ones. The same rules apply to clothes - try something classic/ casual, but of a higher quality, than something cheap, yet trendy. Secondly, you have to have manners. Now this might be harder than it sounds. Whatever you do, you must never disrespect a woman, you must never talk bad in front of her and you have to show a lot of courtesy. Look her in the eyes; listen to her when she is talking, show respect, attention, care and interest. She will be yours if you treat her like that the first time you meet. Show confidence and strength. There is nothing more appealing in a man that looking confident. Most women appreciate the guys who feel good in their skin, who clearly know their own value and who are not afraid to show it. Still, there is a very thin line between being confident and being vain, so be careful. So these are the main things that need your attention before you decide to go out there and find a date. Remember that women's tastes in men might depend from one girl to another, but the above list is a general guidance that will lead you on the right way when wanting to make a great impression from the beginning. By: Craig Rad

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Broker Success - Issue 1 - 2007 - Page 16

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7 Mortgage Marketing Tips for Mortgage Brokers
By Ameen Kamadia
It is my intention that these marketing tips will help you avoid common mistakes made by the majority of loan writers. Heed this advice. Mortgage Marketing Tip #1
Make your advertising and print media more effective by having a headline on everything: letters, greeting cards, ads, everything. Headlines are what get the reader. They make them want to read more. They tell the reader what benefit he/she will get from reading more. And that's exactly what you want them to do. Make the headline powerful and include a benefit. Examples: 3 things you can do today to improve your credit. Here's something you might enjoy… I started thinking of you when I read this article… Make sure to include a headline in all your media and it will increase your results. Make yourself out to be the valuable professional you are. Make sure that your clients know exactly what you do for them. "He/she is working with a client right now, let me see if he can take the call." This does a couple things, 1. Makes you seem busy even if you are not. This shows the client that you are in demand and confirms that he made a good decision by choosing you. 2. Allows you to not talk to people you do not want to talk to 3. Allows you to say to the caller, if you pick up, that they are important enough to you to interrupt an important client meeting. This might not be a "traditional" mortgage-marketing tool, but it will make you more desirable. And while it will not make the phone ring more, when it does, you will get respect from those on the other end of the line.

Mortgage Marketing Tip #3
Write thank you notes to people everyday. This one mortgage marketing tool can make you so much money your head will spin. Everyone loves to be appreciated and acknowledged. Being nice and having manners are a thing of the past. But when you take the time to thank someone, you connect to them on deeper level. Get yourself some thank you cards from the stationery store and thank people who did something for you today. It could be for anything, Thank your mailman for bringing the mail up to the office Thank the underwriter for a speedy decision Thank your client for calling to say they would be late Thank the realtor for the referral. These cards can make someone's day. And you really stand out from the crowd as a caring mortgage professional when you use them. Mortgage Marketing Tip #4 If someone answers your phone for you, have him or her use the following line.,

Mortgage Marketing Tip #5
CANI - Constant and Never Ending Improvement Do something everyday to improve your business. 1 small change everyday can make a huge difference in a couple months. Implement one mortgage marketing tool at least once a week. At least. Over the course of a couple years, the results will be dramatic. Just one small thing is enough. Examples are: · Hanging a certificate of completion on the wall · Hanging a testimonial on the wall · Adding a signature to your emails · Adding a small consumer article to your website Continued on page 16

Mortgage Marketing Tip #2
When you do something for a client, brag about it. What I mean is, if you accomplish something, make it a big deal.' "Mr. Hity, I was holding my breath for a while, and that collection on your credit report made it real close, but I fought for you and got the lender to approve your loan!" That's a lot better than saying, "Hi, your loan was approved today. Congrats."

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7 Mortgage Marketing Tips for Mortgage Brokers ... Continued
Mortgage Marketing Tip #6
Look at other businesses for great ideas to adapt to your business Most innovations come from other businesses. Like the drive thru window. Who knows who started it, but fast food places use it, banks use it, pharmacies use it, and even restaurants are experiencing success with it. What new services do you use that make your life easier? Can you adapt these to your business? How about emailing potential customers the interest rate everyday if they request it? Or Providing a Post-Closing Kit with items clients will need when moving? You can use the marketing tools from other businesses too. If you see a marketing piece that really gets your attention, think about how to adapt it and use it in your business.

Mortgage Marketing Tip #7
It doesn't matter how good a loan officer you are - if you suck at marketing, you will starve. Knowing how to get clients is infinitely more important than any other knowledge you may attain. Tony Robbins is not the best NLP trainer out there, but he is the richest because he knows how to market himself. The Men-Mars, Women-Venus guy is not the best marriage counselor out there, but he sure made a killing in books, tapes, and seminars. How much money you make has very little correlation to how much you know. Of course you must know the basics, but other than that, it makes very little difference at all. He who markets best, makes the most money.

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Broker Success - Issue 1 - 2007 - Page 18

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How to Craft a Compelling Press Release
By: John Jantsch One of the primary tools still used by PR professionals to garner media coverage is the press release. Now, understand the purpose of a press release is to grab the attention of an editor, not to offer a word for word story to a publication. Most professionals, as well as small business owners, misunderstand this concept and are therefore frustrated when they can't seem to make it work for them. If you understand that the purpose of a press release is to grab attention, then you might also begin to realize that there is a bit of an art to writing an effective one. This art actually begins with proper format. It probably shouldn't matter how you format a good story, but editor after editor has told me that if a press release comes to them and is not properly formatted, it often doesn't get read. Read that again if you are bit of a maverick. You want to read about your company in the news then you might just have to follow the rules. Ultimately, your story will have to stand on its own, but follow this accepted format, and you stand a better chance of making that all important first impression. For release timing The very first thing to appear on your release is the release date or time. If your story is for immediate release, say so - For Immediate Release. If there is a reason to hold some news or a seasonal deadline, say so - For Release Before Halloween. Some background type releases can also carry the - Release at Will tag Contact Information Don't make it hard for them to get in touch with you. Right under the release info state your name, address, direct phone, and email address under the heading "For more information" Remember the real point is to get them to call you. The Headline 90% of all advertising effectiveness rides on the effectiveness of the headline. It is no different for a press release. Most readers will decide whether or not you have anything to say based solely on the grabbing power of your headline. Pull them in quickly. Write 5-6 attention grabbing headlines and then put your release away for day or so. Come back and see which ones still grab you. It is that important. Dateline At the start of the body of your release, Double space

you are expected to provide some useful information. First the date of the release and then the city the release originates from. Put a dash after the city and then start the body of your release. ie: July 18, 2007 Newcastle - Today... Double space the body of your release. This probably goes back to the days when reporters made notes by pencil in the space between the lines, but I guess some still do that. First Paragraph Okay, so now your headline grabbed them. Tell them what you're going to tell them in the first paragraph. Don't beat around the bush or try to be cute here. Hit them with your best shot. Quotes and Credentials Quotes make for interesting reading. Try to find a newspaper story without a quoted source of some sort. Add your own quotes and then add some credentials to the person you attribute the quote to. If it's you and you're a master plumber with 25 years of experience, then say so. "The flora and fauna was breathtaking," said Bill Sphenkle, one of Kansas City's most experienced plumbers. Call to action If you want them to interview or visit your website to find out more information, then say so. Bill Bloggs is available for interviews. Just don't hype your company or product. Nothing gets your release tossed faster. End At the end of your release, add the symbol - # # #

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The Letterhead of the 21st Century By: David Caruso
I have been in business for 16 years in a variety of industries - but the common factor for all, was, I would never let my staff mail out a letter unless it was on a company letterhead. It didn’t matter if that letter was to a prospective customer, to pay an account, or to the Prime Minister, any correspondence leaving our premises had to be on a letterhead and neatly presented. So the question I pose - as a business owner would you, or do you, allow your staff to send out company quotes, mail outs, or even general correspondence on a plain piece of paper - or not on company letterhead? I thought not... In today’s fast paced world - email and computer generated correspondence are fast replacing the old, print, mail and post scenario common from yesteryear. Thus it comes to a great surprise that a number of small and medium sized businesses and their owners have not adapted their circumstances to suit the modern cyberspace world and continue to allow their staff to send out plain paper mail, in an electronic format, otherwise known as email. Plain paper email - messages, correspondence, quotations, and letters without any company logos or references. True Story My girlfriend was recently sourcing quotes for some customised shutters at home. She had asked 2 companies to quote - and they both came in approximately $10 000, (shutters are expensive these days). She brought the two quotes home for us to both make the decision on which company we would choose to install them. The first quote I looked at was professionally presented on company letterhead and came with colour brochures and diagrams of the shutters. However, the second quote (the least expensive quote) was on a plain piece of paper with no logos or company description. At the bottom it simply read - Thanks Craig. My immediate and gut reaction was to go with the more expensive, better and professionally presented quote as the shutters were costing a small fortune, I wanted quality work and needed to deal with a reputable company. I was then informed that the second, cheaper quote had come via email. That may have been the case - but how many people are judging you and your company on the initial presentation, like I did with my shutter purchasing decision? Worse still - how many $10 000 jobs was this company losing because of the way they were presenting their quotes - via a very plain email format? Email has come a long way since its inception as a plain text form of correspondence. Today’s email can be a combination of visually rich images and interactive elements, clickable links and interactive forms, which engage the receiver. Even the more exotic things can now be done in an Email, such as embedding sound or video data. Thus I pose another question? Do you or your staff currently have a signature file at the bottom of every email correspondence generated in your business? If you are asking what is a signature file? - Then I am assuming you don’t. A signature file is the set of text that you attach to the end of all of your emails that identifies you, your company’s products and services. A signature file generally contains the name of the person who is writing the mail, the business or company name, preferred means of contacting the person or the company, and the information showing the benefits of contacting the person or the company. Dynamic Emails however are the next generation of signature files. A dynamic email is principally a 21st century letterhead, incorporating the basics of a signature file into a fully interactive letterhead for your business. Dynamic emails let you and your staff • send personalised and professional emails that are company standard and consistent • have visually appealing messages that make your company stand out from your competitors. • incorporate interactive forms or clickable links to your website • keep your brand, service or product top of mind with your clients (become on-sellers of your business) • load automatically for ease of use and control of company branding • give you an electronic letterhead for every email message you and your staff send. Consistency and standardisation is the key when you and your staff are communicating your message to the outside world. You could probably build a dynamic email or letterhead for yourself by putting a few logos or images on an email in html format. Chances are though that either you will make the resulting file way too large and it will take forever to download on the other end (upsetting the end user) - or the look and design of your email will not look the same on the other end (due to different email applications). As well there is a good chance of your email getting picked up by the SPAM filter. There are a number of techniques a professional will use in ensuring that your company’s’ dynamic emails are consistent modern day letterheads. Is it time you invest in some online stationary?

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Broker Success - Issue 1 - 2007 - Page 20

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Health and Fitness Flex and Stretch Your Way to Physical Fitness
Flexibility is one of the core exercises that make up a total body workout. Unfortunately, it is often overshadowed by exercises dedicated to muscular strength and weight loss because of the latter's more visible benefits. Nevertheless, focus should still be given to flexibility exercises as they yields a number of advantages to people who perform them regularly.
Effective Preparation for Strength Training – Before you can get down to exercising your muscles and making them look bigger and feel stronger, you need to perform the necessary flexibility exercises. Flexibility exercises will prepare your muscles for the workout you intend to accomplish and lessen the chances of having strained or sore muscles. easier to accomplish and obtain quicker results. It also prepares your body by making sure that all of the important functions – circulation of blood, breathing, and nerve transmission – will adjust effortlessly to whatever workout you have in mind. Cool Down – At the end of your workout, you will once again have to relax your muscles and cooling down is the best way to achieve this. Cooling down exercises can also make you feel less dizzy or nauseous after a demanding workout. It also allows all important body functions to resume a normal state in a gradual process. Tips to Have Efficient Results from Flexibility Exercises Take It Seriously – Flexibility is just as good as any other exercise so prepare your body the way you would before doing aerobics, weights, or even belly dancing. Allocate the required time and effort for flexibility exercises. Choose a Flexibility Exercise that Matches Your Capabilities and Preferences – Flexibility exercises doesn't have to be relegated to warmups and cooling down exercises alone. If you can't work up any interest for those two then look for other avenues to explore. You can integrate flexibility exercises, for instance, with your favorite sports or use props to make it more interesting.

Benefits of Flexibility Exercises
Better Posture – Like muscle training, flexibility exercises can also help your body maintain good posture since stretching your muscles will ensure that they are properly aligned. Move Faster and Better – Flexibility exercises can also readily improve your body's performance and compliment whatever benefits your body has gained from aerobics and muscle training. Lessened Physical Injury – Just like other exercises, flexibility can also significantly reduce the chances and the seriousness of suffering from physical injuries.

Warming Up and Cooling Down These two exercises should always be part of any exercise workout you are following. Warm Up – This form of exercises effectively relaxes muscles and consequently makes your workout

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Broker Wheels The Audi S5
The Audi S5 is a superb athlete in a league of its own. It is a truly unique competitor among highperformance coupés, thanks to its combination of V8 FSI technology and quattro permanent fourwheel drive. The eight-cylinder engine with its superb power delivery has worthy counterparts in the dynamically tuned sports suspension and high-performance brakes. Subtle but clear design elements inside and out serve to visually reinforce the sporty character.
With these qualities the S5 follows in the footsteps of the legendary Audi quattro. As the pioneer of permanent four-wheel drive for the road, the Audi quattro was nothing short of a revolution in handling at its launch in 1980. Moreover, the Ur-quattro, today a prized classic car with devoted fans, was endowed with superior power, thanks to its five-cylinder turbocharged engine. In the sports car world of 27 years ago its 147 kW (200 bhp) were a clear declaration of sporting intent. Later on, in the form of a limitededition Sport quattro, the boxy athlete was fitted with a 306-bhp engine, taking its performance to extreme levels. the Audi S5 is well equipped to compete among high-performance sports cars and make the occasional golf bags will fit crossways into the Audi A5 boot. The rear seat backrest folds in two separate sections and features a convenient remote release mechanism operated from the boot. The list of options offers even more luxury-class high-tech: Audi adaptive light combines xenon plus headlights with the dynamic cornering light system. Keyless access for the doors and boot and keyless engine starting are all features of the advanced key system. The deluxe automatic air conditioning system with three temperature zones allows the passengers to adjust the climate for their individual comfort – in the rear, too. The extra-large panoramic tilting roof lends the A5 an especially generous feeling of open space. The Audi parking system advanced features a rearview camera, helping to make tricky parking in cramped multistoreys easily negotiable.

outing onto the race track.

Alongside this, however, the S5 is still a spacious grand tourer sports car with four full-size seats, a generous luggage compartment and a wide range of luxury-class comfort features. The Audi S5 is thus a master Customisation – a made-toof both styles – athletic high measure coupé Today, the new Audi S5 also has performance and effortless figures that promise superb composure. Coupés in particular have to reflect performance, although they can only the personal wishes and express the hint at the exhilarating driving Body – generous and superlatively ideas of their owners. Audi A5 experience it offers: the latest solid customers have a wide selection to generation of eight-cylinder engine choose from: in terms of design delivers 260 kW (354 bhp). Its The Audi A5 offers ample space and, variety, the Audi A5 is luxury-class in maximum torque is 440 Nm – for the rear seat passengers too, is a the full sense of the word, with two sufficient to propel the Audi S5 to 100 full-size touring car. Likewise, with a types of cloth, two leather varieties, km/h in just 5.1 seconds. With its luggage compartment volume of 455 the combination of leather and quattro permanent four-wheel drive, litres, there is always space left over Alcantara, five different inlays, and a the six-speed gearbox with an for a bit of extra shopping, even on a wide range of interior colour schemes. optimum set of ratios, the S sports long tour. The loading width of one Above and beyond that, the Audi suspension for extremely dynamic metre allows easy stowage of large exclusive programme from quattro handling, and its heavy-duty brakes, items of luggage, and even well-filled GmbH can fulfil virtually any individual wish.

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Looking for a career in Call Andrew today on 02 9687-6288 for a friendly chat on finance with how you can become an Accredited Mortgage Consultant. an established lender then call Rocco on 02 9150-4555

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Mortgage Choice in Cheltenham
Would you like to work with Australia's leading Mortgage Broker? We have a thriving and rapidly expanding business and are always on the lookout for new additions to our growing team of brokers. Call Gary 9585 7779

Do you want to succeed? Do you want qualified appointments? Do you want support and training? Call Les 08 8244 1155

FRANCHISE OPPORTUNITIES
Oasis Home Loans offer experienced brokers a 90 day free trial of Oasis. That's right, if you're not happy with Oasis after 90 days you simply walk away. No catches and no upfront franchise fees. If you're looking at developing a business that will grow beyond your expectations you owe it to yourself to consider becoming an Oasis Home Loans franchisee!

Mortgage Insider magazine out in July
In July expect to see the first edition of the Mortgage Insider which will be an electronic consumer based mortgage magazine for Australian borrowers. The Mortgage Insider is a subscription only publication and subscriptions are free. If you're a company marketing products to borrowers we'd like to hear from you about your products and your services. Call 02 4759-2799 for more details.

To advertise in Broker Success Classifieds call 02 4759 2799.

Regional brokers wanted
Local brokers needed in regional NSW and regional Victoria as well as all of Tasmania. Oasis Broker Network provide qualified leads with no upfront cost. If your looking for some extra mortgage leads give Michael a call on 1300 7676 13

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