Today’s guest is Sandro Mariotti, a mortgage broker based in North Vancouver. Before becoming a broker, Sandro was an area sales manager for a large manufacturer. His main motivator for leaving that position was to spend more time in the same city, and his sales experience made for a painless transition into mortgage brokering. Sandro shares what he did to find immediate success in brokering, along with where he generates deals from today and advice for new mortgage brokers.
Timestamped Show Notes
(click the timestamp to jump directly to that point in the episode.)
[spp-timestamp time="1:07"] How long have you been in the mortgage business?
• In February, it will be seven years.
• Before, I was a territory sales manager for a large manufacturer for BC, Alberta, and Saskatchewan.
[spp-timestamp time="2:02"] How did it go in your first years when you decided to jump into mortgages?
• Everyone thought I was crazy, but I hit the ground running. I had some connections.
• I got into the presale game through Origin.
• All of my business was presales when I first started.
[spp-timestamp time="2:47"] At what point did you transition away from presales?
• In years two and three, I started to get calls from previous clients.
• In year three, I almost completely moved away from presale into resale.
[spp-timestamp time="3:43"] What’s something that’s working really well for you right now?
• Every year I’ve been pivoting my business. This year, probably like a lot of brokers, I’m doing a lot of switches and transfers. I hit that hard.
• I have an opportunity to be in a RE/MAX office, so that’s working really well for me.
• Most of my business is coming from my own book. The realtors are just the cream on top right now.
[spp-timestamp time="4:48"] Is there an app or tool that you have found to be useful in your business?
• Being with Origin, I have Velocity. That, for me, is critical.
• ScheduleOnce was a game-changing app for me. Instead of going back and forth with clients, I can just say “here, book a time.”
[spp-timestamp time="7:47"] What structures have you put in place to make you more focused?
• Time blocking.
• I have certain things that I do each morning and throughout the week, like calling my clients who are in pre-approval.
[spp-timestamp time="9:29"] Who helps you? Who is part of your team?
• I’ve got the back end at Origin available to me. They know how I conduct business and my personality and acts accordingly.
• I’ve got another person at Western Broker Services. I’ve had her since year two or three and I was one of her first clients.
• I still build relationships with realtors and past clients.
[spp-timestamp time="10:53"] What kind of things do you do in your follow up system?
• I do an annual review packet that I send out.
• Very few send it back, but it is an invitation to treat. It gives me a reason to send two movie tickets to the client.
• I send out a scratch-and-win on birthdays.
• I do a monthly newsletter.
• I send a closing gift.
• On intake, I send out a coffee card.
• If I get a referral from a realtor, I’ll send them a coffee card too and give them a “thank you” phone call.
[spp-timestamp time="13:26"] If someone was starting out in the business today, what advice would you give them?
• System, system, system. Build that system early.
• Consistency is key.
[spp-timestamp time="14:56"] You do a fun thing with your realtors, so tell me about that.
• I had been running some lunch and learns at RE/MAX, and what I learned was I’d get more people out if I supplied booze and food.
• The first time I had an event with alcohol, I had six or seven people. That number grew quickly; word got out.
[spp-timestamp time="17:15"] If you could go back to when you started, what three things would you tell yourself?
• Pick up the phone more. I didn’t do enough of that early on.
• Be more consistent.
• Recognize that you need help right away. Don’t want until you get busy.