New to industry can be a real tough time — especially for those new to business as well.

Here’s how I like to break down the two skill sets:

1️⃣ The craft and the trade of being a mortgage broker
2️⃣ The art and the science of being a business owner

Part One: Being a Good Mortgage Broker
There are probably three big contributors:

1️⃣ The time, energy, effort — and passion — we invest into learning the craft.
There’s no shortcut on that one.

2️⃣ Surrounding yourself with people who’ve already walked the walk.
I did this when I first got into the mortgage industry, and it was a total game changer for my pace of progress.

3️⃣ Becoming a specialist broker who’s great at one thing — rather than a generalist who’s average at everything.

Part Two: Being Good at Business
Again, three key areas here:

1️⃣ Learn how to market.
I reckon most mortgage brokers who come into the industry and end up leaving do so because they can’t get enough deals on the desk.
So investing 85% of your time, energy, and money into marketing early on is a pretty solid bet.

2️⃣ Learn sales skills — and I don’t mean the pushy kind.
I mean the kind that helps us convert the right prospects into right-fit clients.
It’s about being genuinely enthusiastic, making it super easy for clients to do business with us, and getting great at one niche.

3️⃣ Deliver on the promise.
If we’re good at marketing and selling, we’ll get busy real quick.
Revenue starts coming in — that’s when we use the money to acquire the best talent and start buying back our time.