I’ve been in BNI for 6 years and owned my own mortgage and insurance business – Mortgage Link Hawkes Bay – for twice that. Mortgage Link was one of the first mortgage adviser groups to be established in New Zealand and played a vital part in the development of the industry. Founded in 1994 Mortgage Link was also instrumental in setting up the industry association, the New Zealand Mortgage Brokers Association.
As a licensed operator it’s up to me to build my business and ensure I keep customers both coming through the door and leaving satisfied. BNI is a huge help in this regard because of the access to information it provides me. This information improves and enlarges the advice I’m able to give my clients.
Meetings are not just about providing referrals, or general networking; they are also about exchanging information and learning about what is happening in the district in terms of industry and business. This exchange of information is a major benefit of belonging to BNI Hawkes Bay. I learn so much by attending weekly meetings, being a part of BNI and LISTENING.
I cannot emphasise how important it is to really listen to other businesspeople at BNI. Listen carefully during their 60 seconds, in casual networking opportunities or other presentations. If you have questions – ask. You can discuss law with a solicitor, or ask the real estate agent about property, or find out about changes to insurance rules from the insurer. But all of this is wasted if you don’t listen carefully and take note of their advice.
I always take the time to chat with other businesspeople at my chapter and listen carefully for any important information that I can then share with my clients. This strategy has led to fantastic results for my business this year. I was recently recognised with multiple awards at Mortgage Link’s 21st Annual Conference in Queenstown. I received three awards:
• In the individual Adviser category recognising volume of Mortgage business produced at individual adviser level I was awarded the 2nd prize nationally.
• In the Mortgage Link Office category recognising volume of Mortgage business produced at office level Mortgage Link Hawkes Bay was awarded 3rd prize nationally. (This is an incredible achievement especially in light of the fact that in this category we were competing against offices with multiple advisers working within those businesses.)
• I was also awarded the Mortgage Link Individual Adviser of the year award. This award is a Managing Directors’ discretionary award recognising outstanding individual performance across a number of aspects of a Financial Adviser’s business.
There’s no doubt that much of my success is due to the relationships I’ve developed at BNI. I have a high CATS score, which indicates both my commitment to BNI and what I’ve given (and received) from my chapter – givers really do gain. I encourage others to be ambitious and to celebrate their successes no matter how big or small they may seem to others.
Remember at BNI you have a hub of exceptional businesspeople all around you. LISTEN and use the information that is at your fingertips to build your business and add value. Your clients will appreciate the expertise you provide them and your business will be the stronger for it.
Judy Steiner
Judy Steiner, Mortgage Link Hawkes Bay
