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MFAA Prosper : Mortgage and Finance Brief 05
Sales and motivational coach Kirsty Spraggon was the headline speaker for Women in Mortgage Business Network in five cities during August and early September. For those who missed it, Kirsty has many insights and tips about networking and business building, and was in the top 1% of real estate group REMA X’s global sellers. Kirsty ’s key messages were about opening relationships to close more sales, and how to keep a customer for life. One of her learned skills has been about developing high levels of repeat business, and she says women are wonderful in this area. “ Women have high empathy and often feel they ’ve made a connection with someone, but don’t know how to transition that into business. How much is too soon? That’s a common question,” she says. “I find follow-up with salespeople is much harder when it relies on databases to maintain the relationship. You need to take a nine to 18-month view; if you build a relationship, then it will be for the long haul, and not just immediate.” You can build relationships in different ways, depending upon their wishes. Just ask first, she says. Opening relationships to close more deals Aussie suppor ts WIMBN “The support of female brokers through WIMBN is an important role for the MFAA,” says James Symond, Aussie Executive Director. “Here at Aussie, we take our leadership role within the mortgage broking industry very seriously and we look to lead by example by trying to attract, support and retain quality female brokers. “At Aussie, some of our best brokers are women including key franchisees. I think women make fantastic brokers as in my experience, women tend to have a higher level of empathy, a strong passion to meet the needs of the customer, as well as a quality approach to organising and developing their business.” Andrea Wiencke (Homeloans Plus), Kirsty Spraggon and Jo Hartnett (Homeloans Plus) in Adelaide Kirsty Spraggon in Perth Lee Dittmer (Who Finance), Kirsty Spraggon and Andrea Lewis (MFAA) in Melbourne Trina Mosley (Allegiance Home Loans) and Lisa Crawford (Focal Point Finance) in Sydney 48 | Mor tgage & Finance brief Events
Mortgage and Finance Brief 06