How Nathan Morgan-French Settled Nearly $100M in Year One
Sam Panetta sits down with Nathan Morgan-French from The Good Broker to unpack his rapid success in the mortgage industry, built on paid ads, learned sales skills and a strong support team.
Nathan settled nearly $100 million in home loans in his first year. Paid ads were the backbone, and volume came before perfection.
1) Nearly $100M in year one
In his first year in the industry, Nathan settled nearly $100 million in home loans.
- Close to $100M settled.
- In his first year.
2) Paid ads are the backbone
Nathan credits paid advertising as the backbone of his business growth.
- Paid ads drive the pipeline.
3) Volume before perfection
Nathan focuses on volume, even with imperfect ads. The experience comes first, and the optimisation comes later.
- Run the ads, even if they’re imperfect.
- Learn from volume.
- Optimise later.
4) Sales skills are learned
Nathan believes sales skills are learned rather than natural.
- Nobody is born a salesperson.
- Sales can be learned.
5) Hire hungry, humble, smart
When building his team, Nathan looks for people who are hungry, humble and smart.
- Hungry.
- Humble.
- Smart.
6) Let support handle the tedious work
A support team, such as loan processors, takes on the tedious tasks so brokers can focus on clients.
- Processors handle the detail.
- Brokers stay on the high-value work.
7) The optimiser trap
Nathan describes the optimiser personality, the urge to keep perfecting systems. He manages it by hiring others to make sure things get executed.
- Perfecting can stall progress.
- Hire people who execute.
8) Mindset and the long game
Nathan reflects on the role of mindset and playing the long game in business success.
- Mindset matters.
- Play the long game.
9) Overcoming a gambling addiction
In a candid segment, Nathan speaks about overcoming a previous gambling addiction. He credits his support system, and the decision to put that drive into growing his business, as pivotal to his recovery.
- A strong support system.
- Channel the drive into something that builds.
10) What’s next for The Good Broker
Nathan plans to scale by building a team of dedicated brokers, adding investment advice services, and continuing to work with people he knows and trusts.
- A team of dedicated brokers.
- Investment advice services.
- Work with people you trust.
The biggest lesson from Nathan Morgan-French
Start before it’s perfect, treat sales as a skill you can learn, surround yourself with people who execute, and play the long game.
