LVR Podcast

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze wrap up this run of episodes with a topic that underpins everything: knowing your stuff. Because no amount of great systems, referral relationships, or brand clarity will save you if you walk into a client meeting underprepared and underdone.Ruan opens with something counterintuitive — in your early days, don't look like you're always available. A professional voicemail, a structured booking process, and a confident command of the five Cs of lending (character, capacity, capital, conditions, collateral) signals to clients immediately that they're dealing with someone who knows what they're doing. That perception of competence buys you trust before you've even started the meeting.Marissa is candid about her own early days — she entered the industry with a steep learning curve and leaned hard on preparation to bridge the gap. Before every client meeting she would map out likely scenarios, anticipate questions, and research outcomes so thoroughly that when she walked in the room, she was ready for wherever the conversation went. The result was a noticeably higher conversion rate from the meetings she prepared for versus the ones she didn't. It's a habit she still backs today, regardless of experience level.Ruan closes with a reframe that every broker should carry with them: clients don't come to you to find out how much they can borrow. They come to find out what they can repay. That distinction — and the ability to articulate it clearly in a tailored conversation — is what separates a great broker from an order taker.Ready to sharpen your knowledge and show up with confidence? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze get into what it really means to be a top player in the broking industry — and why that status is earned through consistent behaviour, not just settlement volumes.Ruan's take is straightforward: the brokers that BDMs drop everything for are the ones who make their job easy. Well-structured deals, thorough notes, clear communication — every time. When a credit manager consistently loves your submissions, word gets around. That reputation becomes currency, and it opens doors that cold calls never will. He also makes the point that top player status isn't limited to lenders. The same principle applies to real estate agents, financial planners, aggregators, and any referral relationship in your world — show up professionally, keep people informed, and always ask what you could have done better.Marissa shares a personal story that sets the tone beautifully — she entered the industry nine months pregnant and had to quickly prove to lender BDMs that she was serious, capable, and worth their time and attention. The lesson she took from that experience: respect their time, show genuine gratitude, demonstrate a commitment to growth, and treat every interaction as an opportunity to build something long-term. Especially in your early days, strong BDM relationships are one of the fastest paths to confidence and capability.The challenge: look at your current lender and aggregator relationships honestly — where are you a top player, and where have you been taking those relationships for granted?Ready to level up your relationships? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze dig into one of their favourite topics from the Broker Journal: clear purpose. And the message lands hard — if you don't know why you're in the room, you're wasting everyone's time, including your own.Ruan opens with a scenario that will feel familiar to a lot of brokers: walking out of a referral partner meeting feeling like nothing happened. His challenge is simple — what was your purpose going in? If the answer is "to get leads," that's not a purpose, that's a wish. A purposeful meeting starts with understanding the other person's frustrations, figuring out whether you can genuinely solve them, and leading with value before you ever ask for anything in return. That shift — from taking to giving — is what turns a one-off coffee into a long-term referral relationship.Marissa builds on this with a broader view of purpose as a daily discipline. Going into every interaction — client meetings, networking events, BDM catch-ups — with a clear intention means you're far more likely to walk away with something meaningful. Without it, you're just showing up and hoping for the best.Ruan closes with a personal story that underlines the depth of his commitment to purposeful action: early in his career he completed his real estate licence, his auctioneers licence, and a diploma in financial planning — not to change careers, but to understand his two key referral sources deeply enough to have genuinely valuable conversations with them. That's what clear purpose looks like in practice.The challenge: are you and your team going into each day, each meeting, and each client interaction with a clear intention? If not, that's where to start.Ready to bring more purpose to your broking business? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze unpack one of the most underutilised skills in broking: the ability to extract multiple opportunities from a single conversation. Ruan calls it the 16 pieces, 64 squares concept — and once you see it, you can't unsee it.The idea is simple but powerful. Every client interaction contains layers of opportunity that most brokers walk straight past. Ruan walks through a real example — a client mentions their workplace has an HR manager, which leads to a lunch and learn session, which turns into eight new appointments. That entire chain started with one question asked during a fact find. The difference between a broker who sees that opportunity and one who doesn't isn't luck — it's presence, curiosity, and the habit of thinking beyond the transaction at hand.Marissa builds on this by highlighting the difference between transactional brokers and relationship brokers. Transactional brokers aren't necessarily doing anything wrong — some build strong businesses that way. But for brokers who are earlier in their journey and still building their client base, leaving those conversations at surface level means leaving real pipeline on the table. Every client has an accountant, a financial planner, family, colleagues — and a good conversation opens doors to all of it.The challenge: where are you leaving opportunities on the table, and what would it look like to go one layer deeper in your next client conversation?Ready to start seeing the bigger picture in every interaction? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze dive into a topic that hits close to home for anyone who's ever waited for the perfect moment to act: imperfection. And the message is clear — progress will always beat perfection, especially in a business that's built on human connection.Ruan opens with a challenge he puts to brokers regularly: are you honest with yourself about where you actually need to improve? It's easy to think you're communicating well, or serving clients well, until you look at the data — reviews, feedback, repeat business — and realise the gap between perception and reality. The willingness to hold the mirror up without flinching is what separates brokers who grow from those who plateau.Marissa brings in the culture angle, noting that the businesses that thrive long-term are the ones that have baked continuous improvement into their DNA. That means trying things that might not work, taking calculated risks, and being comfortable with the fact that stepping outside your comfort zone will sometimes result in mistakes. She reframes those mistakes as exactly what they are — learning opportunities — and points out that in Australia, our cultural fear of failure often holds us back more than the mistakes themselves ever would.Ruan rounds it out with a reminder that in broking, you're not always the one making the final decision. What you can control is the experience — how clearly you communicate, how well you prepare, and how gracefully you handle the outcomes that don't go to plan. A client who didn't get what they wanted but felt genuinely supported will still send you referrals.The challenge: what area of your business has been stuck because you've been waiting for perfect? Start moving it today.Ready to embrace progress over perfection? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze get into a topic that every broker should sit with honestly: is talent enough, or does hard work always win out in the end?The short answer is neither alone — but the combination is everything. Ruan opens with a familiar pattern he's seen play out in broking and in sport: someone starts with genuine talent, has early success, and then quietly stops doing the things that got them there. A few years later, the results dry up and they can't figure out why. Resting on your laurels is the slow killer of a broking career, because client expectations keep rising and what was impressive yesterday becomes the baseline tomorrow.Marissa makes the point that hard work doesn't just sustain talent — it actually builds it. The more deliberately you work, the more skilled you become. And that applies at every stage of the business journey. Brokers who think that building a team means the hard work eases up are in for a surprise — managing people, defining roles, measuring output, and holding a culture together is a different kind of hard work, but it's hard work all the same.The episode also takes a clear-eyed look at AI and the "work smarter not harder" conversation. The tools available today are genuinely useful — but only if the time they free up is redirected into higher value activity. Technology doesn't replace effort, it just changes where that effort needs to go.The challenge: be honest about what level of effort your goals actually require — and close the gap.Ready to build the habits that back your talent? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze get into one of the most important topics in the broking industry: ethics. Not just compliance — ethics. Because while compliance sets the floor, your ethical standard is what defines your reputation, your longevity, and the kind of business you're actually building.Ruan draws a clear distinction between customers and clients — and the level of commitment each word implies. A truly ethical broker holds a standard regardless of the pressure they're under, even when a client wants something that isn't in their best interest, and even when a referral partner is dangling an incentive to push the boundaries. Saying no in those moments is hard, especially early in a career when every deal counts. But it's exactly those moments that define your character and set the tone for how your business is perceived long-term.Marissa is direct: brokers who consistently put the client's needs first — over their own commission, over short-term revenue — will always win in the long run. You might lose some business in the short term by holding your ethical line, but the trust and reputation you build as a result compounds into something far more valuable. She also makes the point that ethics isn't just personal — it flows through your team, your brand, and every client interaction your business delivers.The challenge: decide early what kind of business you want to be, and let your actions — not your words — make that case every single time.Ready to build a business built on trust? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze dig into one of the most important questions a broker can ask themselves: do your clients actually know who you are? The topic, drawn from the Broker Journal, is the Willow or Oak concept — and it's all about identity, consistency, and the clarity that comes from truly knowing what you stand for.Ruan makes the point that a broker's niche often reveals itself through the clients they attract, not just the ones they pursue. If you asked your last ten clients to describe their experience with you and got ten different answers, that's a signal — there's no clear, consistent brand coming through. The brokers who build lasting businesses are the ones who can articulate their proposition with conviction, because clarity breeds confidence, and confidence retains clients.Marissa takes it further, highlighting how brand consistency becomes even more critical as a business grows. When team members are delivering the client experience on your behalf, they need to understand not just the process but the personality behind the brand. She shares a practical exercise — writing out your brand as if it were a person — that helped her team at Rise High stay aligned on how the business showed up for clients, through marketing, through service interactions, and through every touchpoint in between.The challenge this week: sit down and write out your brand personality. What do you want clients to say about you — and what do you definitely not want them to say?Ready to get clear on who you are as a broker? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze tackle a question every broker should sit with: are you influencing your clients, or are your clients influencing you? The difference matters more than most brokers realise.Ruan draws a clear line between brokers who lead with expertise and brokers who simply take orders. The best brokers aren't just processing loans — they're guiding clients through one of the most significant financial decisions of their lives, and doing it in a way that earns long-term trust, referrals, and advocacy. The moment a broker lets the client dictate the direction, the value proposition starts to erode.Marissa expands the conversation beyond the client relationship, sharing how Rise High built influence in the broader community through financial literacy programs for vulnerable Australians — new migrants, young students, women rebuilding after difficult circumstances. That kind of influence doesn't just feel good, it strengthens your brand, your confidence, and your team culture from the inside out.The episode also takes a direct look at AI. Brokers who are order takers are already being replaced. Brokers who educate, advise, and genuinely influence their clients' financial futures are the ones who will continue to thrive. The human element — judgment, empathy, and genuine expertise — is what no algorithm can replicate.The challenge: what category do you fall into, and what would it take to expand your influence?Ready to become a more influential broker? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze tackle another week of the Broker Journal: Nobody's Perfect. It's a deceptively simple topic that cuts to the heart of one of the biggest traps in business — complacency dressed up as confidence.Ruan opens with a story about a broker who told him their process was perfect. His response: perfect compared to whom? At low volumes, almost any process looks fine. It's when the pressure goes up that the cracks appear. The real danger isn't making mistakes — it's convincing yourself you've stopped making them. Ruan's challenge to every broker is to hold the mirror up first, ask what could have been done better, and build a business culture where mistakes are expected, learned from, and used to drive improvement.Marissa brings in the boulder analogy — running a business is like pushing a rock uphill. The moment you stop pushing, it doesn't just stay still, it rolls back. Continuous improvement isn't optional, it's what keeps the momentum going. She ties it back to the 1% framework from earlier in the Broker Journal series: small, consistent gains in how you communicate, how you serve clients, and how you show up as a leader compound into something significant over time.The episode closes with a story about a ten-year-old soccer player whose message sums it all up perfectly: practice doesn't make perfect — practice makes progress.Ready to commit to progress over perfection? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze dig into Week 9 of the Broker Journal: The Importance of Clear Communication. It sounds straightforward, but poor communication is one of the biggest sources of rework, delays, and frustration in a broking business — and most of it is entirely preventable.Ruan zeroes in on one of the most common mistakes brokers make: leaving too much to the credit assessor. Most assessors are simply ticking boxes and following policy — they're not there to solve problems you haven't already solved. The broker's job is to anticipate every potential issue, address it in the supporting notes, and package the deal so clearly that there's no room for interpretation. Notes should read as if the lender is sitting across the table from the client.Marissa introduces a practical metric worth tracking immediately: your more information request rate. If a high percentage of your files are coming back with additional questions, that's a direct signal that your communication needs tightening. Reducing that percentage and increasing straight-through processing doesn't just save time — it improves profitability, client experience, and your reputation with lenders all at once.The challenge this week: start tracking your more information requests, set a baseline, and commit to improving it.Ready to sharpen how you package and present deals? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze explore Week 8 of the Broker Journal: The Devil Is in the Details. It's a topic that might not be the most glamorous, but it's one of the most important — because in broking, the details you miss today can become the problems that define your business tomorrow.Ruan is direct: most brokers are not naturally detail-oriented people, and that's okay — as long as you build systems and structures that compensate for it. He shares the "as per" rule from his own businesses, where every client instruction, every follow-up, and every key piece of communication had to be documented in writing. A phone call or voicemail was never enough. If you can't say "as per my email" or "as per my notes," you don't have a leg to stand on when something goes wrong.Marissa expands on the team dimension — noting that a compliance culture has to be led from the top. You can't expect your team to follow protocols you're not following yourself. As a business grows, having well-documented processes isn't just good compliance practice, it's what allows a team to function cohesively and deliver a consistent client experience regardless of who's handling the file.The challenge this week: how confident are you that the Ts are being crossed and the Is are being dotted — every single time?Ready to build a business that runs on solid foundations? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze dive into Week 7 of the Broker Journal: Two Ears, One Mouth. The premise is simple — we were built to listen twice as much as we speak, and most of us have it the wrong way around.Ruan opens by reframing what listening actually means in a broking context. It's not just about being polite in client meetings — it's about understanding what someone actually needs before you try to solve their problem. Assumptions are expensive in this industry, and the brokers who ask better questions consistently get better outcomes.Marissa extends the conversation to team leadership, making the point that the same principle applies internally. If you're not genuinely listening to your team — understanding what they need, what's going on for them, and how they're feeling — you'll struggle to retain good people and build a culture worth working in. She also shares her approach to difficult conversations: ask open questions first, understand the full picture, then respond.Ruan wraps with a story from his early days in a Rotary Club — turning up to give rather than get — and how that shift in mindset unlocked referral relationships that had been stalled for over a year. The lesson translates directly to every client and referral partner conversation a broker has.The challenge this week: what's your ratio of listening to speaking, and what one question could you start asking more?Ready to sharpen your communication skills? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze explore Week 6 of the Broker Journal: Be Present. In an industry where brokers are constantly juggling competing priorities, the ability to truly show up — for clients, for team members, and for yourself — is rarer than it should be, and more valuable than most people realise.Ruan opens with a memorable story about accidentally signing a client's loan documents in the wrong spot because he was distracted mid-appointment — a costly reminder that divided attention has real consequences. When you're sitting with a client at what is likely one of the biggest financial moments of their life, being fully present isn't just good practice, it's your responsibility.But presence goes beyond client meetings. Marissa highlights the equally important habit of being present to your own wins — pausing to acknowledge progress rather than constantly chasing the next milestone. Ruan builds on this with his approach to breaking success down into days, which then build into weeks, months, and years. Celebrating the small wins isn't soft — it's how momentum is built and sustained.The challenge this week: how often are you actually present? And what's one thing you can do to practise it more deliberately?Ready to go deeper? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze dig into Week 5 of the Broker Journal: Success Comes From Hard Work. But the message goes deeper than just putting in the hours — it's about making sure those hours are spent on the right things.Ruan opens with a simple truth: talent only takes you so far, but consistent hard work takes you all the way. As client expectations rise and the industry evolves, brokers who are willing to put in the effort — and keep refining how they work — are the ones who build lasting businesses. He also makes the point that as technology takes over low-value tasks, the goal isn't to do less but to redirect that energy into higher-impact activities.Marissa challenges listeners to take an honest look at how their day is actually structured. Are you busy doing the wrong things? There's a big difference between being productive and being occupied, and a lot of brokers are working hard without seeing the results they want simply because their effort isn't pointed in the right direction. The practical challenge for this week: map out your high-value vs low-value activities and start shifting the balance.Ready to put your hard work where it counts? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze dive into Week 4 of the Broker Journal: The Need for Speed. But this isn't just about moving faster — it's about understanding where speed helps, where it hurts, and how to tell the difference.Ruan makes an important distinction early: speed measured only by outcomes misses the point. A fast loan process means nothing if the client felt rushed, confused, or left behind. The real goal is building a process that is both efficient for your team and seamless for your client — and those two things should be moving in the same direction.The conversation explores how rising customer expectations — shaped by fast, frictionless experiences in other industries — are raising the bar for brokers. Marissa highlights the importance of regularly auditing your process, setting clear client expectations around timeframes, and communicating proactively when things change. Ruan adds that speed also means different things to different people, and being able to articulate timelines clearly is just as important as hitting them.The takeaway: speed isn't something you chase — it's something you measure, manage, and continuously refine.Ready to audit your process? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze explore Week 3 of the Broker Journal: Actions Over Words. The core idea is deceptively simple — applied knowledge is power, not knowledge alone. Knowing what to do means nothing if you're not actually doing it.Ruan shares the philosophy behind the 1% improvement framework — the idea that small, deliberate tweaks to the things you already do will compound into meaningful, lasting change over time. From spending two extra minutes preparing before a client call, to setting a structured voicemail, to capping appointments per week to avoid peaks and troughs — the wins aren't glamorous, but they're the ones that stick.Marissa expands the conversation beyond the business, noting that 1% improvements in your personal habits — sleep, exercise, how you show up for your family — have a direct flow-on effect to how you perform as a broker and a business owner. The advice is consistent: pick one thing, implement it, and don't move on until it's a habit.Ruan closes with a mantra worth writing down: implement, integrate, review. Do those three things on repeat and the needle keeps moving.Ready to start your 1% journey? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze dig into Week 2 of the Broker Journal: Plan and Plan Again. The message is clear — activity without structure is just busyness, and busyness without purpose rarely moves the needle.Ruan and Marissa walk through the concept of the ideal weekly calendar — time blocking your week based on your energy levels, lifestyle, and the activities that actually drive results. Client meetings, prospecting, lender research, follow-ups — when each of these has a dedicated slot, things stop falling through the cracks and the dreaded feast-or-famine cycle starts to even out.The conversation also tackles one of the biggest traps brokers fall into: treating everything as an emergency. Ruan shares a simple voicemail strategy that helps brokers set client expectations, protect their focus time, and reclaim control of their day. Marissa adds that once you start valuing your own time, clients follow suit — and that shift alone can transform how a business feels to run.Whether you're a newer broker trying to build consistency or an experienced broker who's drifted away from structure, Week 2 is a timely reminder that a daily rhythm will save you every time.Ready to build your ideal weekly calendar? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze dive into Week 1 of the Broker Journal: New Journey, New You. The focus is simple but powerful — getting real clarity on who is actually referring to your business, and why.Ruan challenges brokers to stop chasing new lead sources and instead take a hard look at what's already in front of them. Who are your top three referral partners? Which clients in your database are raving fans with the potential to refer regularly? And crucially — are you doing enough to nurture those relationships, or are you just hoping they'll keep sending work your way?The conversation also tackles the quality vs. quantity debate when it comes to referral partners, with Ruan making a strong case for fewer, deeper relationships over a wide but shallow network. The episode wraps with a practical challenge: document your referral story, understand why people send you business, and use that as the foundation for your pitch to the next wave of referral sources.Ready to work through Week 1 yourself? Explore the Broker Journal at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Marissa Schulze sits down with Ruan Burger to introduce the Broker Journal — a 52-week structured growth program designed for Australian mortgage brokers at every stage of their career. Ruan explains how the program is divided into four chapters, each packed with modules that challenge brokers to reflect, reset, and recommit to the habits that drive results.A key theme throughout is consistency: Ruan likens the Broker Journal to a gym membership — the tools are all there, but the outcome depends entirely on how much you show up. Whether you're a newer broker building strong foundations or an experienced broker who's drifted from the habits that got them there, the program is designed to meet you where you are. Ruan also shares that over 360 copies have been sold since 2021, with brokers reporting real business change as a result.Looking ahead, Ruan and Marissa will be walking through each week of the Broker Journal live on The LVR Podcast — so listeners can follow along and take action in their own businesses.Ready to explore the Broker Journal for yourself? Find out more at successandbroker.com.au/the-broker-journalThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Marissa Schulze introduces Ryan Devillers, Head of Growth at Success & Broker. Ryan shares what's driven the growth of broker coaching in Australia, why strong mortgage brokers don't automatically make strong business owners, and how Success & Broker is helping brokers define and build toward their own version of success — whether that's scaling a team or simply running a more structured, less reactive business.Ryan also touches on Success & Broker's expansion into New Zealand, where the mortgage advisor market is roughly a decade behind Australia and represents a significant growth opportunity. The conversation covers what brokers can expect from a discovery call and complimentary business review with the Success & Broker team, available at successandbroker.com.au.Thank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailBuilding a sustainable women in mortgage broking career in Australia takes more than technical knowledge — it takes confidence, community, and support structures that the industry is still working to get right. In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze sit down with Tanya Du Preez from Affinitas Finance for the third instalment of the Women in Business: Strong and Bold series.Tanya came to mortgage broking after a corporate career at Deloitte, drawn by the opportunity to have conversations that genuinely moved the dial in people's lives. She was also relatively new to Australia when she started — learning the industry at the same time as learning the country's deep relationship with property. Sixteen years in, she describes the career as anything but static — there's always something new to learn, always new strategies to consider. She also started the business with a three-week-old baby in a carrier at her first client appointment. As Ruan puts it, that says everything about capacity and confidence that words can't quite capture.Like the women featured in previous episodes of this series, confidence comes up early and often when Tanya talks about the challenges of a women in mortgage broking career in Australia. She observes that women tend to want to know 110% of everything before putting themselves forward, while many of their male counterparts back themselves with far less certainty. Her advice: seek out people who are doing what you want to do, ask for the conversation, and be willing to learn visibly — because that visibility, in turn, helps other women see what's possible for themselves.The conversation takes an honest turn when Tanya raises a point she acknowledges might be controversial: a lot of the support that women need to build a successful women in mortgage broking career in Australia actually needs to start at home. If the domestic load isn't shared equally, no amount of industry programming will fully close the gap. She credits her husband's genuine partnership at home as one of the foundational reasons she's been able to build the career she has — and acknowledges that her situation is far from universal.Marissa raises another risk that resonates throughout the series: many women in broking have such a deep desire to serve and please their clients that they overextend themselves to the point of burnout. Tanya shares a reframe that shifted her own thinking — that helping someone more than you should, rather than empowering them, is actually doing them a disservice. That perspective made it easier to set healthy professional boundaries without feeling like she was letting anyone down.The episode closes with a shared call to action: the industry needs to get into schools and universities, build the profile of broking as a career for young people of all backgrounds, and create the kind of visible, diverse role models that make a women in mortgage brokingThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailWhat does it take to thrive as a female mortgage broker in Australia — and what is the industry still getting wrong when it comes to attracting and retaining women? In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze sit down with Kirsty Best from Living Home Loans for the second instalment of the Women in Business: Strong and Bold series.Kirsty's path to becoming a female mortgage broker in Australia is an unexpected one. Coming from a teaching background with a love of numbers and problem solving, she had no idea what mortgage broking would look like when she started — which she now considers a blessing. The learning curve was steep, the early days were isolating, and walking into industry events as one of very few women in the room was genuinely confronting. But the female BDMs who took time with her, and the women she saw presenting on stage — including Marissa — gave her a visible path forward that made all the difference.Kirsty is candid about what holds many women back from becoming a female mortgage broker in Australia in the first place: the income uncertainty of those first 12 to 24 months. Unlike some of their male counterparts who are more willing to throw themselves in and see what sticks, many women need a clearer picture of what the early days look like financially before they'll back themselves. Kirsty's suggestion is practical — aggregators and banks could do more through structured introduction bonuses, mentoring programs, and dedicated pathways that give women the confidence and support to get through that critical early period.The conversation also explores what Kirsty has built at Living Home Loans — a business culture that is genuinely human, deliberately supportive, and designed to help people grow. She traces that commitment directly back to her teaching years and a previous workplace culture that fell short. As a female mortgage broker in Australia running her own business, she sees creating that environment not just as a nice-to-have, but as a responsibility — particularly toward other women coming up behind her.Ruan and Marissa close the conversation with a point that resonates across both episodes in this series: competence and capability are rarely the issue for women in broking. Confidence — to speak up, to ask for the referral, to put themselves forward — is the real frontier. And the more visible female mortgage brokers in Australia become, the easier that gets for the next generation coming through.Thank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailWomen in mortgage broking in Australia are underrepresented — and in this episode of The LVR Podcast, Ruan Burger flips the script and puts Marissa Schulze in the hot seat to explore why, and what needs to change.Marissa's journey into mortgage broking is one that many women in the industry will recognise. She left a career in commercial banking — frustrated by the conflict between shareholder priorities and client interests — and started broking nine months pregnant with her first child. With no residential lending experience, no existing client base, and most lender BDMs openly sceptical of investing time in someone about to give birth, the early days were a steep learning curve by any measure. But she proved herself quickly, and those same BDMs came around fast once the results started speaking for themselves.What's striking about Marissa's perspective on women in mortgage broking in Australia is that she never saw being female as a disadvantage. If anything, she saw it as an edge — particularly in her ability to connect with female clients on a deeper emotional level. The real challenges she faced were the same ones any broker faces starting from scratch: building a client base, developing systems, growing a team, and evolving as a business leader at every stage of that growth.But the conversation goes beyond one broker's story. Ruan and Marissa explore what the industry as a whole needs to do to genuinely improve the representation of women in mortgage broking in Australia. Two structural barriers stand out: the confidence gap that holds many women back from backing themselves in a commission-only or self-employed model, and the lack of businesses with the support infrastructure needed to make part-time broking genuinely viable.Marissa's argument is compelling — and backed by her own experience. Part-time female brokers, when given the right support structure, tend to punch well above their weight in productivity and loyalty. The businesses that create those environments don't just attract more women in mortgage broking in Australia — they build better, more stable, more diverse teams across the board.The broader challenge Marissa puts to the industry is this: diversity isn't just about gender. It's about building a mortgage broking community that genuinely reflects the community it serves — across culture, age, background, and experience.Thank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailWhen it comes to mortgage broker referral strategies in Australia, few people have more practical experience than Josh De Beulle from Phonics Finance in Perth. In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze sit down with Josh — on his birthday, no less — to unpack the three-community referral strategy that has driven nearly 17 years of consistent business growth.Josh's mortgage broker referral strategies in Australia are built around three distinct communities: his existing client database, his online audience, and his real estate referral network. Each one is nurtured differently, but all three share a common thread — genuine connection over transactional chasing.The database community is where it starts. Josh's team conducts proactive annual reviews on behalf of clients — contacting their bank, reviewing pricing, getting updated valuations, and presenting a summary of where they are versus where they could be. It's a strategy he learned in his first two weeks on the job in 2007, and it remains one of the most effective mortgage broker referral strategies in Australia he uses today. The result? Ten to fifteen inbound referral calls every week from clients whose friends were pleasantly surprised their broker reached out unprompted.The online community is built through consistent short-form video content across Facebook, Instagram, and increasingly TikTok — all shot internally on a smartphone with a $12 wireless microphone. Josh's team batches content weekly around relevant topics like stamp duty changes, scheduling daily posts to maintain presence without daily production. Cross-collaborations with clients who are business owners — renovators, plumbers, tradespeople — extend his reach into new audiences while genuinely helping those clients grow their own businesses. The conversion rate from online leads sits around 25 to 30%, which Josh considers strong for cold social traffic.The real estate network is where the loyalty play really shines. Rather than running quarterly sales meetings for hundreds of agents, Josh invites his top ten referral partners each quarter to a golf day or an AFL box — events built around shared interests rather than sales pitches. The brokers who get consistent referrals from real estate agents, he argues, aren't necessarily the most technically impressive — they're the ones people actually like spending time with.Thank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailSocial media tips for mortgage brokers in Australia are everywhere — but most of them stop at follower counts and post frequency without explaining what actually converts. In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze are joined by Lorien Stoetzel from Digital Excellence to break down the three strategies that make the real difference.The first and most important of the social media tips for mortgage brokers in Australia: video. People aren't scrolling to read, they're watching to connect — and short form video under 90 seconds is where the attention is right now. Consistency matters enormously; an account that posts once every few months has essentially reset its algorithm standing and will need to rebuild from scratch. Live video is the exception — 15 to 20 minute live sessions are perfectly fine and serve a different purpose.The second strategy: high-converting landing pages. A generic homepage isn't enough. If you're running content or ads targeting first home buyers, your social media tips for mortgage brokers in Australia need to include directing that traffic to a landing page built specifically for that audience — with video on it, and a clear value exchange to capture their details.The third piece is email marketing, which Lorien says is still one of the most underused tools in the kit. A fortnightly email packed with genuinely useful content keeps you front of mind for the 95 to 97% of your audience who aren't in an active buying phase right now — but will be.Lorien also tackles platform overwhelm head-on: start with Instagram and auto-share to Facebook for two platforms in one. Add TikTok only if you have the time and personality for it. LinkedIn is worth maintaining for professional networking.Thank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, Ruan Burger and Marissa Schulze welcome back Steve Sharp for a deep dive into one of the most challenging parts of growing a broking business — hiring the right people.Steve makes the case early that most brokers are approaching recruitment backwards. They hire in desperation, hunt for technical skills, and ignore the social and cultural dimension entirely. The result? A high performer who's a narcissist, a team dynamic that falls apart, and a business owner who swears off hiring for the next two years. The fix isn't complicated, but it does require honesty — about what your team actually needs, what kind of leader you are, and whether you genuinely have the time, capacity, and skill to coach someone up.The conversation covers three key hiring principles: timing your hire before you're desperate, prioritising culture and trust over pure technical competence, and being brutally honest with yourself about your ability to invest in a new team member once they walk through the door.Steve also shares two powerful interview questions worth stealing immediately: ask candidates to talk about their upbringing, and ask them to describe their ideal workplace environment. The words they choose reveal far more than any skills-based question ever will.The episode closes with a simple but memorable framework: hire slow, fire fast — and if it doesn't work out, treat it as a learning opportunity and go again.Thank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, hosts Ruan Burger and Marissa Schulze sit down with Matthew Posselt of Elite Finance Australia. With nearly a decade of success under his belt, Matthew shares his journey from starting solo to building a thriving brokerage in Perth. Learn how he balances growth, customer service, and team dynamics while staying true to his vision for sustainable success.Key Takeaways:Starting with overheads like an office and admin staff helped Matthew focus on growth from day one.A smaller, efficient team with a focus on admin support allows for high-quality customer service without diluting the client experience.Simple but impactful touches and involving the team in client interactions, create lasting impressions.Highlighting client successes through photos fosters loyalty, engagement, and social proof. Clarity around business goals and personal values is key to achieving sustainable growth without compromising quality or culture.Quotes:Matt Posselt:On The "Wall of Fame":“And the second thing is it just adds credibility. It shows that when they come to us, we've got happy clients in all sorts of circumstances, and there's proof in the pudding of what we do.”“We don’t burn and churn. We aim to give every client an amazing experience.”“It's all about having a good culture and a team, and that's better when everyone's in the office and talking and sharing. That's where all the benefits really come from." Ruan Burger:“Thinking a little bit different with how how can we use our clients to propel our brand and our identity.”“Little things, like remembering client names, create a personal connection that sets you apart.”“It also means that people working for your business, it's very easy now for them to see the the culture piece, the loyalty piece, how they want to be seen in the market.”Marissa Schulze:“It’s not about growing bigger; it’s about growing smarter to align with your goals.”“Starting a business with a family to support takes bravery and clarity, but it pays off when you stay focused.”“I think it's more about understanding your business goals and understanding your personal goals and then understanding the right structure that's going to support (the business).”Thank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, hosts Ruan Burger and Marissa Schulze sit down with Nick Wilcox from Blue Crane Capital. Nick shares his incredible journey from banking to becoming a $100 million mortgage broker. With insights into building referral networks, managing growth, and setting actionable goals, this episode is a must-listen for brokers looking to take their business to the next level.Key Takeaways:Transitioning from banking to broking requires leveraging existing networks while building new ones.Building referral partnerships is essential, but knowing when to say no is just as important.Setting ambitious, measurable goals helps maintain focus and drive success.Consistent effort and strong support systems are key to scaling a broking business quickly.Larger, more complex deals can enhance growth while maintaining a strong client base.Quotes:Nick Wilcox:"If you tell yourself you can do something, you probably will. Set a $100 million goal, and you might even write $120 million.""There’s a lender for every client - it’s about finding the right fit at the right time.""Building referral partnerships takes time, but consistency and trust make it worth it."Ruan Burger:"Lead flow is cash flow - it's the lifeblood of any brokerage.""Success comes from understanding your clients today and guiding them toward their future goals.""Set a strong foundation for your business, and the growth will follow."Marissa Schultze:"Knowing which referral relationships to say no to is just as important as knowing which ones to say yes to.""Write your goals down, articulate them, and you’ll be amazed at what you can achieve.""Strong lender relationships are the backbone of problem-solving for clients."Thank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of the LVR Podcast, hosts Ruan Burger and Marissa Schulze sit down with Tim Amourous, Managing Director of Olleh Lending, to discuss how businesses can effectively budget for sustainable growth. Tim shares insights into Olleh Lending's journey from a single-operator brokerage to a multifaceted business, diving deep into the importance of process discipline, team dynamics, and investing in long-term growth strategies.Key Takeaways:Transitioning from a single broker to a multi-broker business requires leaders to adapt and focus on key roles.Tim emphasises the importance of sticking to processes and continuing to reinforce them, even when challenges arise.Growth often requires taking a step back financially before moving forward, investing not only in people but also in internal structures.Building out a diverse offering, including asset finance and commercial lending, has been crucial for Olleh Lending's long-term goals.Tim shares how incorporating an advisory board has provided valuable external insights that contribute to Olleh Lending’s strategy and growth.Listen to the full episode to learn how you can budget for growth in your brokerage and build a sustainable future.Key Quotes:"Growth isn’t just about finances and improving the bottom line. The journey we’ve been on might not be for everyone. There are plenty of successful brokers out there, individual operators with a couple of support making very good money, and they should stick doing exactly what they’re doing." - Tim Amourous"I love what you said about taking a step back before moving forward, because that’s what growth really looks like when you’re building a team and diversifying your services." - Marissa Schulze"When you talk about taking a step back before taking a step forward, I think that’s something every growing broker needs to understand—sometimes growth doesn’t happen without sacrifice." - Ruan Burger"I always challenge people who talk to me around growth, about what it is they’re actually looking to do... there was absolutely a conversation and clarity around the financial investment that was going to be required and clarity on my side that this would mean a step back before it made a step forward." - Tim Amourous"It’s really exciting to see how Olleh Lending has grown, and I think your journey provides a roadmap for brokers looking to transition from a single operator to a multi-broker business." - Marissa Schulze"I love how you’ve been able to bring people with you on this journey. It’s not just about asking people to follow, it’s about showing them a pathway that makes sense." - Ruan BurgerThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of The LVR Podcast, hosts Marissa Schulze and Ruan Burger are joined by Josh Sherwood, Director of Freedom Property, to discuss how mortgage brokers can effectively collaborate with real estate agents. Josh shares valuable insights on creating strong partnerships between brokers and agents, focusing on trust, providing value, and integrating into the real estate process. He also highlights how brokers can stand out by offering excellent service and playing the long game in relationship-building.Key Takeaways:Brokers need to show agents that they will provide the same level of care to clients as the agent would.Brokers should be proactive in supporting agents, offering ongoing value to remain top of mind.Building relationships takes time, and focusing on long-term growth is key.Brokers must integrate into the workflow seamlessly, helping agents with their clients.Every potential lead is important, whether hot or cold - each represents an opportunity.Focus on providing personalised service to strengthen relationships with both agents and clients.Don’t wait for leads to come to you - proactively engage with agents’ clients and provide support.Key Quotes:Josh Sherwood:“If you want this agent to push you and be your raving fan, you need to treat them well and show them you’ll treat their client the same way.”“This business is about relationships, and if a broker understands the long game, they’ll build solid connections that last.”“The harder you work to build a partnership, the more reliable and profitable that relationship will be.”Marissa Schulze:“Real estate and mortgage brokers go hand in hand, and a successful partnership is all about finding the right balance.”“In broking, we’re so used to educating clients, but the same approach can be applied to referral partners - educating and empowering them to help us help them.”“Every lead is a little miracle, and brokers need to treat it as such, no matter how big or small.”Ruan Burger:“Brokers should see building relationships with agents as recruitment - making a match where both sides benefit.”“A lead is a lead, whether it’s hot or not. It’s up to the broker to nurture it and see it through.”“If you’re not getting leads from an agent, it’s not their fault - it’s yours for not showing you’re the right broker for the job.”Thank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of the LVR Podcast, workplace environment and resilience expert Steve Sharp joins Ruan Burger and Marissa Schulze to share actionable insights on building a workplace culture that fosters connection, clarity, and capability. Discover how to cultivate a team environment where everyone feels valued, empowered, and motivated to go above and beyond.Key Takeaways:Steve's top four tips for business owners with teams to improve the culture of their team to become more effective, productive and more cohesive.The Importance of Connection: Steve emphasises the power of strong relationships and trust, fostering a sense of belonging within your team.Clarity is Key: Unclear expectations and communication lead to uncertainty and negatively impact performance. Establish clear guidelines and maintain open communication to create a thriving work environment.Nurture Capability: Provide opportunities for learning and growth, ensuring your team members feel challenged and supported in their development.Understand Your Team Dynamics: Recognise the unique personalities and strengths within your team, and foster an environment that celebrates diversity and encourages collaboration.Key Quotes:"We are tribal animals by nature. We operate best when we feel a sense of belonging and purpose in the environment in which we operate." - Steve Sharp"One of the big shifts that I had to make mentally...is that, you know, you go from doing client work where you're making [a] massive difference...to leading [a] team. You rarely get someone saying, 'that was an awesome meeting. You did a great job leading that meeting.'" - Marissa Schulze"We talk culture in respect of what we've got to do. But we sometimes in the hiring process, we find ourselves behind the eight ball. And from there then the culture process seems to be a little bit more risque as well, so to speak." - Ruan Burger"Understanding what is involved in growing your business and becoming a leader, adding more people over time to your business adds complexity. And so as you add more people to your business, the further away you get from what you were an expert in." - Steve Sharp"I think it goes beyond capabilities. I think it's also about identifying what type of things you enjoy doing from day-to-day...even if you have the ability to be a great leader, do you actually want to be doing that?" - Marissa Schulze"If you're looking to build capability in your people, understand how to go about it, you must have a strong enough connection for them to be influenced by you to choose to listen." - Steve Sharp"Someone said to me a long time ago: Sometimes you have to do the two things you just like to get to do the one thing you love." - Ruan BurgerThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn the latest episode of the LVR Podcast, our hosts Ruan Burger from Success & Broker and Marissa Schulze from Rise High Financial Solutions dive into the rapidly evolving world of AI with Julian Fayad from Loan Options AI. As AI continues to reshape industries across the globe, we explore its potential impact on the mortgage broking industry. Julian shares his insights into how AI is already transforming the way brokers operate, the future of AI in lending, and the opportunities and challenges that lie ahead.Whether you're curious about the practical applications of AI in your business and wondering how it might affect your role as a broker, this episode is a must-listen.Key points:We discuss the rapid advancements in AI technology over the years, and how quickly AI models are improving and becoming more sophisticated.We explore how AI can streamline the broking process by handling straightforward "vanilla" deals, allowing brokers to focus on more complex cases that require the "human touch".We discuss the future of the role of a broker, and that while AI will be able to handle a significant portion of simpler tasks, the role of the broker will become even more critical as they manage the more complicated and nuanced cases.We highlight how AI can serve as a powerful assistant to brokers, enhancing efficiency and decision-making without replacing the need for human interaction.We talk about the implications for administrative roles and how it might elevate staff to more strategic roles.Key quotes:"The broker needs to be in the driver's seat with the hands on the steering wheel, but the Tesla or the broker technology is going to be sort of keeping them in the lane, making sure they are focused on the road." - Julian"Before you focus on the best deals you need to find out about eligibility first. So if the brokers can do that in seconds or in the case of an API response, 200 milliseconds or less, then how many deals can they assess?" - Julian"AI is going to be disruptive, but it’s about harnessing that power to enhance the client experience and make our roles more impactful, not about being afraid of it." - Marissa"If AI is taking over the simpler deals, brokers will need to adapt by becoming specialists in the more complex cases – that's where we'll truly add value in the future." - Ruan"It's fascinating to see how quickly AI is evolving and what it means for the future of our industry, particularly in how we balance technology with the personal touch that our clients expect." - Marissa"It's not just about AI doing the job faster; it's about using the time it frees up to deepen client relationships and improve the overall service we proThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn our latest episode of the LVR Podcast, hosts Ruan Burger and Marissa Schulze sit down with Natalie Howells, a mentor right here at Success & Broker! It's our first time interviewing a mentor, and we're excited to share her wealth of experience and insights into the pivotal role of mentoring in the brokering industry. Whether you're a new broker or an established one, this episode is packed with golden nuggets on the benefits of mentoring and what to look for in a mentor.Natalie dives into her journey, sharing why having real-world brokering experience is crucial to be an effective mentor, she explains how her approach at Success & Broker goes beyond the basics, focusing on behavioural coaching, business development strategies, and the clear vision of a broker's growth and future success. It's not just teaching you knowledge, it's about empowering you to succeed.Key Points:Discover how effective mentoring includes guidance on behavioural coaching and client communicating strategies for long-term success.Find out why it's essential for mentors to have hands-on experience in the industry and how it impacts the quality of mentorship.Discover how mentors can help brokers tackle common industry challenges, such as lead generation and client retention.Understand the significance of maintaining a long-term vision and how mentors can guide brokers to think beyond immediate goals.Discover how even experience brokers can benefit from mentoring.Get tips on the importance of having a financial cushion when starting out to reduce pressure and focus on building your business.Quotes:"It's great to see that there are some good quality mentors in the industry helping our young up and comers and new brokers to the industry." - Marissa Schulze"It's really important for brokers to get the support they need to shape the business that they want to build." - Marissa Schulze"I truly believe if a broker is serious coming into this industry, works with us for that six month time period, I'm confident that they would be running deals by the six months mark, easy." - Natalie Howells"Standing out in the industry isn't just about knowledge; it's about how you interact and build relationships." - Natalie Howells"In the early days, it’s not just about writing loans; it's about finding the opportunities to get you to an appointment." - Ruan Burger"It's about finding the business and then writing the business. What you're (Nat) saying is that you can help with both. It's almost a two for the price of one proposition for a client." - Ruan BurgerThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of the LVR Podcast, hosts Ruan Burger and Marissa Schulze are joined by Caleb Bax, a rising star in the mortgage broking industry. Despite being relatively new to the field, Caleb has achieved remarkable success, and he shares his journey, challenges, and strategies that have helped him grow. If you're a new broker looking to generate leads and grow your business from the ground up, this episode is for you.Listen in as Caleb discusses his transition from working at K-Mart and studying finance to becoming a successful mortgage broker. Learn how he built strong relationships, leveraged social media, and the importance of mentorship in his early career. This episode is packed with actionable advice for brokers at any stage of their career.Key Takeaways:Caleb emphasises the importance of forming strong client relationships and working closely with real estate agents to generate leads.Discover how Caleb uses social media, particularly reels, to engage with potential clients and grow his brand.Caleb shares how mentorship has played a crucial role in his success, providing guidance and support in the early stages of his career.Learn about the challenges Caleb faced as a sole operator and how he overcame them by implementing efficient processes and time management strategies.Caleb discusses various strategies for generating leads, including attending auctions and building a strong referral network from existing clients, friends, and family.Tune in to hear Caleb’s inspiring story and gain practical tips to boost your lead generation efforts and grow your mortgage broking business.Key Quotes:"Shoot your shot with them [potential clients] because you would be super surprised how many people don't actually have a mortgage broker or anyone in their corner to help out." - Caleb Bax"If you want to have the best chance of attracting the right people to your business, then you do really need to have an employer value proposition." - Marissa Schulze "For you to be successful in this industry, you've got to give more than you get."  - Ruan Burger"[On Auctions] Give them a call and understand why they weren't able to win it, what held them back, and seeing if you can get it in there as well." - Caleb Bax "Having that approach of honesty upfront and, you know, transparency with future employees definitely goes a long way."  - Marissa Schulze"Would you not go there [auction] when you know there's four bidders but it's only one who can buy the property? If I couldn't talk to the one that bought the property, I'm going to be really interested to talk to the three that didn't." - Ruan BurgerThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn the latest episode of The LVR Podcast, hosts Ruan Burger and Marissa Schulze sit down with Guest Darren Saul from Saul Recruitment  to discuss the crucial steps for recruiting new team members. We address some common challenges faced by business owners when it comes to hiring, especially in a competitive market where finding the right fit is paramount. Darren shares his expertise, offering valuable insights into the initial considerations and strategies for successful recruitment.The episode emphasises the importance of understanding your business needs, leveraging technology and systems, and developing a strong Employee Value Proposition (EVP) to attract top talent. Marissa and Ruan also explore the anxieties small business owners face during the hiring process and provide practical advice on overcoming these hurdles. The conversation is rich with actionable tips and strategies to ensure that business owners can build a cohesive and productive team.Key Learnings:Understanding your actual requirements prevents unnecessary hires and optimises resource allocation.Make your business attractive to potential hires by showcasing your company culture, growth opportunities, and the value you place on employees.Use technology to streamline processes and improve efficiency.Honesty builds trust and attracts candidates who are genuinely interested in being part of your journey.Always be on the lookout for potential talent, even if you’re not actively hiring.Key Quotes:“Recruitment is not just about filling a position, it’s about finding the right person who fits your business culture and vision.” – Ruan“Your Employee Value Proposition should be as strong and well-articulated as your client value proposition to attract the best talent in the market.” – Darren“Treat your employees as your most important clients. If they’re happy, they’ll ensure your clients are happy too.” – Marissa“In recruitment, it’s crucial to ask better questions to understand what the candidate truly values and how they can contribute to your business.” – Ruan“Honesty and transparency with future employees go a long way. It’s about setting the right expectations from the start.” – Marissa“It’s not just about what you offer in terms of salary or persk, it’s about how you come across as a business owner and the culture you create.” - DarrenThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this episode of the LVR Podcast, hosts Ruan Burger and Marissa Schulze, along with guest Trent Carter from Provident Lending  Business Solutions, delve into the pathways for mortgage brokers to integrate commercial lending into their businesses.They address common barriers such as time management and knowledge gaps, and explore strategies for success in commercial lending. The conversation provides valuable insights on maximising opportunities within your existing client base, the importance of education and mentorship, and the potential revenue benefits of diversified brokerage services.Key points from the episode include:Overcoming fear and hesitation related to time and knowledge in commercial lendingImportance of time management and delegation to explore commercial opportunitiesShift from product-focused to client-focused brokerage to unlock potential in the self-employed sectorCommercial lending's significant impact on brokerage revenueEducation and mentorship as keys to confidence and success in commercial lendingNon-traditional referral sources can be crucial for business expansionTechnology's influence on the brokerage industry and the increasing importance of complex lending solutionsKey quotes from the episode include:"It's around getting that confidence around you don't need to know everything, and to get comfortable asking the right questions." - Trent"To anyone saying they don't know where to start when it comes to commercial lending, if this is truly a lane that they want to open in their business, you guys have gone and built the highway so to speak." - Ruan"There's more options and opportunities for clients out there with technology, we as brokers need to get a lot better at handling the more complex stuff because that is the stuff that is going to be harder for technology to fill the gap." - Marissa"I actually think that if you do get educated in that commercial lending space, it actually makes you a better resi broker too." - Trent"With human interaction, it's just such a good opportunity for us to not just strengthen our proposition to market and to our clients, but also protect our clients' wellbeing through our engagement." - Ruan"We hope this inspires our listeners to create some time in their busy schedules to invest in their education and upskilling into that commercial space, because there is a huge opportunity." - MarissaThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailWelcome to another episode of the LVR Podcast, where we're excited to have Michael Payne from Pinnacle Brokers join us. Transitioning from banker to broker, Michael's journey is nothing short of inspirational. We delve into the motivations, challenges, and triumphs that Michael encountered on the path to becoming a self-employed broker. This episode is a must-listen for anyone interested in the intricacies of making a significant career change or who's just starting out and is itching for some tips!Key points:Strategies for attracting leads and clients, and the crucial role of referral partnershipsHow flexibility and innovative client engagement strategies contribute to successOvercoming hurdles in attracting referral partners and clients through unique strategiesMichael's biggest learnings and some things he wish he knew before he startedInsights into Michael and Pinnacle Brokers' plans for growthKey quotes:"We make a commitment [to our referral partners] that we will either call them back or call their clients within 2 hours." - Michael"Lead flow is only the starting point. How we deliver, how we engage, is key and it really makes everything real." - Ruan"I think once you implement the boundaries for them [clients], they actually start respecting your time more as well." - Marissa"The main difference [in broking] is to have that flexibility, that you can build a team that works together to actually get the best outcome for clients." - Michael"And it is all education, we need to educate our clients as much as we educate the referral sources, as much as you educate your staff." - Marissa"One of the things just these last 12 months for you has been communication is key, making sure nothing is left to chance." - RuanThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn the ever-evolving landscape of the mortgage industry, establishing a strong professional identity and brand is paramount for mortgage brokers seeking to distinguish themselves from the competition. Sergio Stefano, a forward-thinking broker, has demonstrated the transformative power of social media in achieving this goal. By strategically leveraging platforms like Facebook, Instagram, and LinkedIn, Sergio has not only expanded his reach but also cultivated a community grounded in education and trust. His journey highlights the importance of a broker's ability to adapt and thrive in a digital-first world, making it a compelling case study for brokers across Australia.5 Key Points for Brokers to Build Their Identity:Embrace Social Media: Utilise platforms where your audience spends their time to share valuable content and engage with potential clients.Content Strategy: Focus on creating educational and relatable content that addresses the needs and challenges of your target audience.Brand Consistency: Maintain a consistent brand voice and visual identity across all channels to build recognition and trust.Engagement and Community Building: Actively engage with your audience to foster a sense of community and loyalty.Analytics and Adaptation: Monitor the performance of your content and adapt your strategy based on insights and trends to ensure maximum impact.By integrating these key strategies, mortgage brokers can significantly enhance their professional identity, increase their visibility online, and attract more clients in today's competitive market.Quotes:Marissa SchulzeOn Consistency: "I think the key is to stick to something. They say that it's not going to give you a direct return and they might give up too quickly."On Followers: "In your experience, what have you found to be the most effective way to build followers on those platforms rather than just people engaging with your posts?"Sergio StefanoOn Referrals: "The way we started everything, essentially one was just to ensure everyone knew about our services, what we could do, what we could offer, and obviously be able to reach as many people as possible."On Starting out: "It's like building your client database. You have to start from somewhere. It might take a year, might take two, might take three. But the more you can get your own brand, get your name out there, the easier everything you know flows through because you're building your own social group."Ruan Burger:On Branding: "At the end of the day, "I want to be part of this." is one of the things that I believe is very important in our industry as we are a client-facing business."On Impact of education: "I've been a bit of an advocate always saying you need to educate for leads; you can'Thank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailThis episode of the LVR Podcast delves into the crucial aspects of any successful mortgage broking business: Lead flow, Deal flow, and Work flow. Key insights:The importance of streamlined workflow, dealflow, and leadflow for mortgage brokers.How technology can automate tasks and improve efficiency.The need for customisation to ensure systems reflect brand identity and client experience.The ongoing role of human interaction and relationship building.Tips for choosing and implementing the right technology solutions.The importance of continuous learning and adaptation in the mortgage broking industry.The game-changing potential of technology for client retention and growth.Our hosts Ruan Burger and Marissa Schulze unpack the importance of optimising these flows to ensure seamless client experiences, efficient operations, and ultimately, business growth. They discuss the benefits of technology in streamlining processes, while emphasising the human touch that remains essential for building lasting relationships with clients. Whether you're a seasoned broker or just starting out, this episode offers valuable insights and actionable tips to navigate the ever-evolving mortgage broking landscape.Quotes:"Your business is only as good as its flow. Get the lead, work the lead, and create a deal proposition that makes a client want to come back to you." - Ruan"There's just such great technology out there at the moment that can help you streamline the lead flow, the deal flow, the workflow, and not only streamline it in a way that makes life much easier, it makes the customer experience so much better." - Marissa"You have to look at - when building a system - at what will impact the (client) relationship, what will impact the growth of the experience." - Ruan"What these systems do as well from a compliance perspective, it makes your compliance a lot more rock solid because it means that everything is recorded." - MarissaThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailThe rise of Artificial Intelligence (AI) has ushered in a new era in broking (and every other industry, let's be honest), transforming how we navigate and redefine our industry norms. While it's fascinating to witness the exponential growth AI can bring, we want to take a look at Emotional Intelligence (EI/EQ), and what every broker should be mindful of.Amidst this technological renaissance, if you will, Marissa and Ruan discuss the unwavering importance of EI/EQ. At Success & Broker, we've always held the belief that it's the human element that truly sets us apart. We understand that while AI streamlines processes, it's the emotional connections and human insights that forge lasting relationships and elevate client experiences.Join us on this insightful journey as we dissect the interplay between AI and EI/EQ in the realm of mortgage brokers and finance professionals. Through real-life examples and practical insights, Marissa and Ruan highlight how AI's automation complements our industry, empowering brokers to maximise efficiency while preserving the essence of personal connections.Key points:Exploration of AI's role in mortgage broking, focusing on efficiency-boosting capabilities and time-saving potentialEmphasising the pivotal role of EI in the broker-client relationshipsInsights on the delicate balance between leveraging AI for streamlining processes and ensuring personal, emotionally intelligent interactions with clientsDiscussing the importance of understanding client needs and wantsStrategies for leveraging AI to free up timeExploring how the integration of AI prompts an evolution in broking practices, reshaping workflowsKey quotes:"We're trying to automate as much as we can behind the scenes so that our brokers and our even our admin team can spend as much customer facing time as possible." - Marissa"When you are looking to implement AI or automation into your business process or your customer journey, you need to weigh up how does the time that it's going to save my team going to impact the customer journey?" - Marissa"Because the reality of it is I'd rather have anyone at a barbecue talk about the way I make them feel versus what I've done for them. I guarantee you today that's what I will remember you for." - Ruan"I think that when people are doing big transactions, when they're buying properties or refinancing their loans, I believe that humans do need humans." - Marissa"The more people you see, the better broker you become." - Ruan"I think the great thing about AI and the technology advancements that we have experienced and are going to experience is that this is going to give us the tools to maybe take it from 20% client facing time to 80 to 90% client facing time over time." - MarissaThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailAre you juggling a busy career while trying to maintain a healthy work and family balance? We've all been there, and sometimes it feels like there's no time for a breather. In our latest episode of the LVR Podcast, our hosts, Ruan and Marissa, explore a crucial topic that's relevant to professionals at all stages of their journey: "Reward and Recognition" through quality time off.Marissa, co-host and experienced professional, shares her incredible three-month adventure with her family across Canada, the USA, Europe, and Africa. An inspiring journey, indeed, but more importantly, it was a lesson in the art of switching off."It was a test," she says, "to ensure our business could thrive without us." For her and James, her partner, the trip was about stepping away, giving their minds a well-deserved break, and learning to trust their capable team. The result? A thriving business and an incredible experience of clarity and inspiration.One essential lesson from the episode is the importance of "quality over quantity." Whether you have a few days or a few weeks, taking time for yourself and your family, away from work-related distractions, is what truly recharges you.Key quotes:"We are very fortunate with our structure at Rise High that our brokers can take as much time off as they want without impacting their business or their clients because we've got an amazing support structure and process in place where things can still continue without them here and without them having to work whilst they're on holidays." - Marissa"Just taking stock that all the things that you do at work are the very things you shouldn't be doing If you go on holiday." - Ruan"If you do want to be in a position where you can have that flexibility to take that leave, you really have to be part of a team or build a team." - Marissa"You've got to find a system that allows you to take stock, take time out, reward yourself." - Ruan"So I think if you embrace the opportunity to step outside of the business, it is an opportunity to learn and evolve and will only make you stronger as a business owner and as a person." - Marissa"It's the little things that make us think, it's the little steps for the big wins in respect of quality over quantity." - Ruan"We started Rise High because we wanted to make a difference to our clients, but we also wanted to have a really great family life as well." - MarissaThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailWhether you're embarking on your journey as a mortgage broker or have an eye on your exit plan, this episode is a must-listen. We explore what exit strategies are, why they should be on your radar, and when it's the right time to start thinking about them.Join us as Marissa Schultze chats with Ruan Burger, a seasoned mortgage broker with a track record of successful business exits. He's here to share his insights on this critical aspect of your broker journey, from understanding the 'when' to considering the 'how.'Tune in to discover:The importance of timing and strategy in your mortgage broker exit plan.Insights from Ruan's personal experiences, exiting not one but two successful broker businesses.Valuable tips to consider on your journey, whether you're just starting or you're well into it.Quotes:"Part of what we do with our clients is discuss exit strategy. We consciously keep them accountable to say: When does such a choice become a reality?" - Ruan"I like shifting that to just having choices, knowing that you may not want to sell, it might not be something that's at the front of your mind at this stage, but maybe it's just about having choices in your business." - Marissa"And from there I built the Family Plan vs Business Plan, because I came to realise what things should be non-negotiable for my family and what can I then build around it." - Ruan"It's just really understanding what it is you want, what are your strengths and weaknesses and what is it going to give you, or help you to achieve your goals and objectives long-term." - Marissa"Action dictates priority. As soon as I knew I wanted to sell, it was the actions that were more important to me than the priority of getting there." - RuanThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailIn this insightful episode of the LVR Podcast, we sit down with Darrell Weekes from Purple Thread Marketing to unravel the mysteries of the ever-evolving world of social media for mortgage brokers turned business owners. Our engaging conversation explores key strategies for success, and what really works and what doesn't in the realm of social media for brokers turned business ownersHere are five key takeaways:Social Media Simplified: Darrell emphasises that social media platforms are tools to deliver your message, not the message itself. Choosing the right platform is essential, and focusing on the message is paramount.Leads, Not Likes: Likes and followers are nice, but what you really want are leads. Darrell explains the importance of turning engagement into tangible business outcomes.Google Business Profile Power: The single most powerful social media tool for mortgage brokers is a Google business profile with five-star reviews. Learn how this can skyrocket your leads.YouTube's Untapped Potential: Discover the immense power of YouTube as a platform for generating leads by providing valuable informational content that your audience is actively searching for.Optimising for Success: Darrell shares tips on optimising your Google Business Profile and YouTube channel to maximise their effectiveness and boost your visibility.Tune in to this episode for a masterclass in navigating the social media landscape for mortgage brokers and discover how to stand out and thrive in the digital age.Key quotes:"Marketing and social media is something probably outside of the comfort zone of most of the people in this industry, but obviously there's a lot of talk around the fact that we need to be doing this to be successful." - Marissa"Us brokers are found more frequently on these platforms, then the chances are brokers tomorrow become the client's first choice." - Ruan"Remember, social media is a collective term for platforms that allow you to engage with an audience. That's all. Some of them have no application for you whatsoever." - Darrell"You've got to pick your tribe, maybe this one first, invest in it, go hard in it, build it. And then, if you want to do another, then go to the next, rather than trying to do them all at once." - Ruan"You've given us so much great insight into some things that we can ALL do." - Marissa"For local mortgage brokers, brand awareness comes through your own work and having people understand the value that you deliver." - DarrellThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailWelcome to another insightful episode of the LVR Podcast!  Hosts Marissa Schulze and Ruan Burger are joined by Samuel Longfield from Fuse Recruitment to explore the world of graduate recruitment within the mortgage broker industry.Discover how Fuse's innovative graduate program aims to bridge the gap between graduates and brokerages. Samuel delves into the strategic approach Fuse takes, including personalised candidate profiles and strategic partnerships, ensuring both graduates and employers are set up for success. Whether you're a brokerage seeking fresh talent or a graduate ready to embark on a fulfilling career journey, this episode has the insights you need. Tune in to explore the strategies that are shaping the future of recruitment in the mortgage broker industry.We discuss in this episode:Challenges of recruitment in the mortgage broker industry due to its cyclical nature.The need for innovative strategies to address evolving market demands.The concept of the graduate program as a solution to the industry's recruitment challenges.The importance of aligning candidates' attitudes and desires with the industry's demandThe value of personalised candidate profiles and one-way interviewinFuse's engagement model is designed to support businesses in finding the right talent.Fostering long-term partnerships between brokerages and candidates.Insights into the dynamic landscape of the mortgage broker industry and its future outlook.Key quotes:"As we all know, recruitment has been a bit of a bane of our existence for a long time. Every time you have to recruit you find yourself in a position where it's almost like you have to remind yourself: How do I play this here?" - Ruan"For us it's about finding clients that are able to facilitate that growth, facilitate their career and also be a fantastic entry point to mortgage brokers." - Samuel"Definitely there’s someone there you can reach out to if you wanted to build your business and get some really good young grads in, you know, some form of investment in the future of your business." - Marissa"I love that you've taken recruitment almost to a similar play like briefs for brokers, where at the end of the day, for me as the client, yes, I do want this type of person. Why? Because I know where I want to go." - Ruan"So before a candidate reaches a client, the client has the ability to watch a one-way interview between the candidate and pre-prepared questions. This is something that Ruan and I have talked about at length is making the question specific to the industry and what the brokerages actually care about." - Samuel"I think that one of the things that we need to solve as an industry is having better career pathways and better ways that people can come into the industry." - MarissaThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailWE DISCUSS IN THIS EPISODEAs a mortgage broker, staying ahead of the curve and providing valuable insights to your clients is crucial in today's dynamic finance industry. In this thought-provoking episode, we shed light on the role of comparison websites and their impact on brokers.Get ready for a captivating discussion that might just change the way you view comparison websites and their potential as a tool in your broker toolkit. Take a listen now. Find the answers to the following:- Are comparison sites competitors or complementary resources for brokers in helping clients find the right mortgage?- How can everyday finance websites like savings.com.au benefit mortgage brokers and keep them updated on market-relevant information?- How can comparison sites bridge the gap in financial literacy while collaborating with brokers to educate Australians about personal finance?- Will comparison sites adjust and become broker-focused, as they move toward using content from brokers?- Curious about the ever-changing market and finance trends? Discover how savings.com.au keeps pace with new developments and provides insights for everyone. Key quotes:"When 7/10 people use mortgage brokers it's good to know what sites are out there to tell our story, to tell the market what happens in our areas as well as what's market-relevant for us mortgage brokers." - Ruan"I appreciate the value of a site like this because it provides access to another layer of knowledge that we can readily share with our clients." - Ruan"Looks like you're doing some great stuff in terms of the education space, thank you so much for sharing that information with us." - Marissa"That brokering service is always going to be there in Australia. Even some of the people in the team here, who you could consider high-level of expertise in the home-loan space, still prefer to go through a broker, just for convenience." - DominicThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailWE DISCUSS IN THIS EPISODEJoin Ruan, Marissa and Damian from Australia Lending and Investment Centre in this engaging conversation as they dive into the world of investment lending and education. Discover the strategies that the ALIC employs to minimise cash flow impact for their investment clients, get the inside scoop on the pros and cons of niche specialisation vs diversifying, and learn more about their unique career pathway program. Plus, uncover how ALIC has fostered a diverse team, celebrating achievements in gender and cultural diversity. Don't miss this enlightening discussion on specialisation, education, and building a skilled and inclusive workforce.Find answers to the following:- How does ALIC see the current market challenges as exciting opportunities for investors?- How does ALIC minimise cash flow impact for their investment clients? - What are some examples of ALIC's successful collaborations with experts from related fields? - What are the advantages and disadvantages of niche specialisation in mortgage brokering? - How does ALIC's career pathway program support the development of expertise and ensure high-quality brokers? - How has ALIC fostered gender and cultural diversity within their team and the benefits they have experienced?KEY QUOTES"What we’ve done is we’ve invested in people at the very beginning, and we’re showing them that you can become a broker, that it’s not this hard cliff you have to jump off and sort of make it on your own." - Damian"I think our industry needs to see more of those career pathways being set up so that we can try and get some good young people into the industry, and make sure the quality and equality is there." - Marissa"There’s a big investment that comes into play because you almost have to build your employees in a certain form to be sure that they deliver on what you’ve been selling to the market in respect to your capacity." - Ruan"For us it makes a lot more sense to invest in people at a very early stage and grow them through all of our business roles to ensure that they are appropriately trained and have the right skills and the right experience and technique to mirror what we expect of our investment lending managers." - Damian"The trust equation is very simple, it’s all about what’s in the best interest of the client." - Damian"A lot of our listeners will be torn between specialising in a niche and diversifying, and you’re obviously a very successful example where specialisation has worked really well for you." - Marissa"The tests are already done. From what ALIC has done in terms of the career pathway program, they've got enough information to show us all that it is working. At a grassroots level we can make our industry even better." - RuanThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailWE DISCUSS IN THIS EPISODEDiscover the keys to thriving in a rising interest rate environment. This podcast episode with Ruan Burger and Marissa Schulze dives deep into the strategies and insights necessary to navigate the changing market landscape. Join us as Ruan and Marissa share expert advice on adapting your approach and prioritising education, and unlock the tools and knowledge you need to optimise your value proposition and stay ahead of the curve.Find answers and insights to the following:Are you equipped to adapt your approach to rising interest rates and ensure client satisfaction?How can you maximise your value proposition in a changing mortgage landscape?What are effective techniques for nurturing long-term client relationships and generating referrals during market fluctuations?How can you support clients facing challenges in the current interest rate environment?What role does education play in providing exceptional client experiences?How can you address the needs of clients impacted by rising interest rates?What are the strategies employed by top-performing brokers to build trust with clients in uncertain times?Key quotes:“I think there’s a lot of mortgage brokers out there in Australia that have never experienced an interest rate rising environment.” - Marissa“It’s really important to have that shift in mindset as to what is really important to our clients moving forward.” - Marissa“You have to slow down before you speed up.” - Ruan“We’re setting an experience trend with our clients to know if this was to happen again, this is what would happen, this is how it’ll work and this is how we will deal with it.” - Ruan“We need to center our value around education, and that needs to be the experience that we provide.” - Marissa“You can’t ask for referrals, you have to educate for referrals.” - Ruan“What has made us who we have become? It’s our clients. It’s not the banks. It was 100% our clients. We have to do the very thing that made them come to us in the first place.” - Ruan“If you stick to the education focus you’ll survive and thrive this period of upswing in interest rates.” - MarissaThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker

Send us Fan MailWe discuss in this episode:Chatting with Eric Dill, Co-founder of Quickli, we cover what’s happening in the tech world and how mortgage brokers can leverage it to support clients further and enhance the overall client experience. We also touch on the gap in the market Quickli (and brokers) have identified and why finding the right balance of tech and human touch is key moving forward.Quickli brings 20+ lender calcs into one, easy-to-use interface that allows brokers to place a deal faster than ever before! Tech like Quickli doesn’t replace but enhances brokers’ capabilities and reach — freeing them up for more time to spend on other key tasks; any good tech only strengthens the brokers’ proposition. Even if products like Quickli were directly available to consumers, they’re still going to welcome the opportunity to get a broker involved — they’re going to want that handholding. Looking ahead, we can expect to see more third-party services popping up, bringing in more technology and opportunities for aggregators. Scaling business will become difficult for brokers unwilling to adopt newer tech — don’t be afraid; embrace it. But don’t become lazy; brokers still have due diligence to tick all the boxes. Key Quotes:“The future of the industry is going to require brokers to adopt the right tech, and there needs to be the right blend of tech and the human element.” — Eric“There’s always an exception to the rule, and good brokers know that good policy is great, but the exception to the rule is better.” — Ruan “Aggregators can help us remain compliant and keep us doing what we do best, and that’s selling compliantly.” — Ruan“The time we’re saving with tools like Quickli, we should be reinvesting into our clients.” — MarissaThank You To Our Hosts: Ruan Burger and Marissa SchulzeMore From Marissa and her company, Rise High Financial Solutions:Marissa Schulze Linkedin Marissa Schulze Instagram Marissa Schulze Facebook Rise High Financial SolutionsMore From Ruan and his company, Success and Broker:Ruan Burger Linkedin Ruan Burger Instagram Ruan Burger Facebook Success and Broker