Broker news TV

Broker news TV brings you closer to the industry's most influential leaders and thinkers. Click on the videos below to watch the interviews:

Showing 28 - 36 of 100

The Big Story: The art of cross-selling

More and more brokers are looking to cross-selling to even out the income bumps in the road, but there are key considerations, reports Jemima Codrington.
Video transcript below:
Jemima Codrington, Mortgage Broker News
Jemima Codrington:  The times, they a-changing and the same can be said for needs of brokers’ clients.  Hi, I’m Jemima Codrington and welcome to the Big Story on Mortgage Broker News. An increasing number of brokers are turning to selling additional products such as insurance.  It’s a tactic that has many advantages including client retention.
Jon Sowerby, Verica TVH Financial
Jon Sowerby:  I think cross selling increases client retention by just being able to provide more options to your clients.  The number that I have seen quoted in the industry is, if you can place a client in three products or more, your potential to retain that client is 85% or greater.  Clearly the more you can offer, the better off you are.  But it is something you have to be careful about.
Jemima Codrington:  While cross selling does have its benefits, brokers must be prepared to do their homework before choosing to sell additional products.
Bill Mitchell, The Mortgage Centre
Bill Mithcell:  I think really what it comes down to is, just listening to what the clients needs are and what their goals are for the future and just invariably throughout that conversation, things come up and sometimes it leads to an opportunity for us as brokers to help them with additional products beyond immediate, initially what we thought they came in for.  But sometimes it also leads to something where we can’t help them directly.  
We are not a bank, so we don’t have all the different products that a bank can offer for example, you know credit card, car loan, that sort of thing.  However, because as brokers it’s important for us to have contacts in the banking industry, it’s an opportunity for us to maybe refer to that client to a banker who can help them out and in the end it all comes back and the client is served and in the end the banker will in turn look out for the broker as well, when there is an opportunity to refer business to them.  So it all works out in the end.
  • The Big Story: The most effective social media tool The Big Story: The most effective social media tool (views 9812)

    Brokers are as gung ho about social media and its power to win leads as other salespeople. But which one -- Twitter, Facebook, et al -- provides the biggest bang for a broker's buck? MBN finds out.

  • The Big Story: Lenders and grow-ops The Big Story: Lenders and grow-ops (views 10831)

    Brokers are generally supportive of registering former grow-op properties, but will monolines and banks ever lend on those rehabilitated homes?

  • The Big Story: The Mortgage Summit 2013 The Big Story: The Mortgage Summit 2013 (views 8550)

    Here's the highlights of the 2nd-annual Mortgage Summit, powered by CMP and bringing together more than 500 industry players for two days of professional development and networking.

  • The Big Story: The CMAs take the stage The Big Story: The CMAs take the stage (views 8073)

    Toronto was host to the 7th annual CMAs, theatre-styled gala honouring 21 industry players from brokers to underwriters. Take in the sights and sounds of this extravaganza.

  • The Big Story: Fighting doom and gloom The Big Story: Fighting doom and gloom (views 8683)

    The real estate forecasts of some big players have receive even bigger media attention. That's bad news for brokers sitting on preapprovals. But there is a way to encourage ready buyers into the market.

  • The Big Story: Rate Madness The Big Story: Rate Madness (views 12844)

    When one of the Big Five announced it would match any rate a competitor offered, brokers sat up and took notice, and then they got busy...

  • How to be a disruptive force How to be a disruptive force (views 8570)

    Industry trainer and broker Greg Williamson (Mortgage Professionals Academy) wants brokers to be a distruptive force for change, turning the tables on the banks and the rate wars. He`ll lay out his strategy at the upcoming Mortgage Summit (May 9 - 10) in Toronto during a luncheon workshop open to all registered attendees. For more information on the workshop, visit

  • Mapping out your marketing plan Mapping out your marketing plan (views 9683)

    Mortgage professional Michael Mullis -- the Mortgage Teacher -- is helping brokers master the art of multimedia marketing, with a session at the upcoming Mortgage Summit revealing all the tricks of that increasingly important trade.

  • Benefit from BMO's 2.99 Benefit from BMO's 2.99 (views 9896)

    Brokers weren't impressed by BMO's 2.99 per cent on its 5-year no-friller, says Centum's Paul Therien, but the offer has highlighted the need to provide clients both rate and expertise.