Effective Sales Conversations: Embracing Active Listening and Authentic Engagement
When a home loan client is anxious about rates, active listening means asking what specifically worries them, reflecting it back and letting the silence sit.
Sales
When and How to Ask a Home Loan Client for a Testimonial
When and how to ask a home loan client for a testimonial or referral: around settlement, with a specific, low-pressure request tied to what you did.
Where Good Home Loan Referrals Actually Come From
Home lending referrals come from past clients, real estate agents, accountants and financial planners, and each one is earned in a different way.
Don’t Let Your Leads Leak: Mastering the Pipeline with a Funnel Analogy
Where home loan deals leak out of the pipeline, from enquiry to settlement, and the coaching habits that keep clients on track at each stage.
Where Lending Teams Find Business When the Market Slows
When the market slows, a lending team’s business doesn’t disappear. It moves: to your existing client book, your referral partners, and the refinance conversations already in front of you.
Understanding Buyer Psychology: What 30 Years of Lending Conversations Taught Me
A “let me think about it” is rarely about the rate. After 30 years leading home lending teams, here’s what’s actually happening in a borrower’s head — and what it teaches anyone about closing a genuinely important decision.
How to Use Client Feedback to Shape a Lending Team’s Sales Strategy
Most client feedback gets collected, glanced at, and forgotten. After 30 years leading lending teams, here’s how to actually turn what clients tell you into changes that improve how a team sells and serves.
What 30 Years of Coaching Lending Teams Actually Taught Me
Thirty years in banking, most of it coaching or being coached. Not a framework — what actually holds up across every rate cycle and every market shift, and what I got wrong before I learned it.
LinkedIn for Lenders in Regional NSW and the ACT: Smaller Networks, Longer Memories
Generic LinkedIn advice is built for capital cities. Here’s what actually works for building real professional connections in regional NSW and the ACT.
Why Emotional Intelligence Matters More Than Product Knowledge When Coaching Lenders
Technical sales training teaches reps what to say. Emotional intelligence coaching teaches them how to read the room — and that’s usually the harder half of the job.