In this episode of Mortgage Tech Talks, we're joined by 20-year mortgage industry veteran Russ Morrison, who shares game-changing insights on how brokers can shift from transactional selling to strategic advising.
🔍 Russ breaks down why brokers must move beyond rate-focused discussions, how to optimize lead conversion ratios, and the power of surrounding yourself with the right people in business. Plus, we dive into how his TMS (Tactical Mortgage Solutions) platform is transforming mortgage strategy conversations.
🔗 Timestamps: 00:00:00 - The five reasons consumers come to brokers 00:00:14 - Selling solutions vs. solving problems 00:00:30 - The importance of having the right people around you 00:01:09 - Introducing Russ Morrison & his mortgage journey 00:01:56 - How Russ has optimized his strategy sessions 00:03:17 - The power of a strong network in the mortgage industry 00:05:47 - Virtual vs. in-person collaboration: What works better? 00:07:57 - How to survive market cycles & inflation challenges 00:10:05 - Facing industry struggles head-on & improving conversion rates 00:12:25 - Why a CRM is crucial for broker success 00:14:00 - Understanding lead-to-funding ratios & where business actually comes from 00:17:11 - Surprising data on conversion rates from different lead sources 00:21:26 - The two biggest factors for improving conversions 00:22:23 - The importance of structured upfront conversations 00:25:09 - The power of process: How to win over the right clients 00:28:56 - Knowing when to say NO to bad-fit clients 00:30:45 - Why brokers must shift from transactional to trust-based advising 00:33:15 - TMS: The tool designed to streamline mortgage strategy conversations 00:38:55 - The future of mortgage advising: Show, don’t tell 00:42:41 - The tech side of mortgage brokering & growing a scalable business
📢 Enjoying the show? Don’t forget to like, subscribe, and drop a comment below with your thoughts! What’s your biggest challenge as a mortgage broker?
#MortgageTech #RealEstateFinance #MortgageBroker #FinancialStrategy #BusinessGrowth
Popular Podcasts
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.