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In 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:

1. Starting with overheads like an office and admin staff helped Matthew focus on growth from day one.
2. A smaller, efficient team with a focus on admin support allows for high-quality customer service without diluting the client experience.
3. Simple but impactful touches and involving the team in client interactions, create lasting impressions.
4. Highlighting client successes through photos fosters loyalty, engagement, and social proof.
5. Clarity around business goals and personal values is key to achieving sustainable growth without compromising quality or culture.

Quotes:

Matt Posselt:

1. 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.”
2. “We don’t burn and churn. We aim to give every client an amazing experience.”
3. “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:

1. “Thinking a little bit different with how how can we use our clients to propel our brand and our identity.”
2. “Little things, like remembering client names, create a personal connection that sets you apart.”
3. “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:

1. “It’s not about growing bigger; it’s about growing smarter to align with your goals.”
2. “Starting a business with a family to support takes bravery and clarity, but it pays off when you stay focused.”
3. “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).”

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In 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:

1. "If you tell yourself you can do something, you probably will. Set a $100 million goal, and you might even write $120 million."
2. "There’s a lender for every client - it’s about finding the right fit at the right time."
3. "Building referral partnerships takes time, but consistency and trust make it worth it."

Ruan Burger:

1. "Lead flow is cash flow - it's the lifeblood of any brokerage."
2. "Success comes from understanding your clients today and guiding them toward their future goals."
3. "Set a strong foundation for your business, and the growth will follow."

Marissa Schultze:

1. "Knowing which referral relationships to say no to is just as important as knowing which ones to say yes to."
2. "Write your goals down, articulate them, and you’ll be amazed at what you can achieve."
3. "Strong lender relationships are the backbone of problem-solving for clients."

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In 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 Burger

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In 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.”

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In 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 Burger

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