The 70% Justification
In a challenging market, your existing book is your safety net. Data confirms that approximately 70% of a broker's business originates from repeat clients or their direct referrals.
Broker Insight
"A structured engagement system is the only way to stop leaving money on the table."
The "When": Engagement Framework
Stop relying on generic mass emails. Build consistent, value-added touchpoints.
Months
Post-Settlement Check-in: Confirm setup, answer questions, build trust.
Months
Strategy Review: Check rates & serviceability before they look elsewhere.
Months
Annual Value Review: The "Active" advisory session (See below).
The "What": Three Pillars of Value
Diversification
Assess needs for commercial, asset finance, or investment lending.
Future Serviceability
Map out their 5-year plan. Are they upgrading? Renovating? Investing?
Hardship Prep
Proactively check buffers, offset balances, and redraw facilities.
The "How": Active Referrals
Hope is not a strategy. A Passive Approach (waiting for the phone to ring) yields minimal results.
The Active Methodology involves systematically asking for referrals during the value review. This simple shift creates predictable pipeline growth.