Episode 14

How To Charge Fees

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There's a big myth in the mortgage industry that if you charge fees you will lose business to your competitors. "Why should a client pay your fee if they can get help elsewhere for free" - is the default argument. But it's not as simple as that. In fact, charging fees can actually increase demand for your business - if you position it correctly.

In this episode of Mortgage Broker Acceleration, James Veigli and Ash Playsted discuss the right (and wrong) ways to go about adding fees for your advice and services. Listen in to learn how to position yourself, add fees, and get paid as a true professional.

The Key Questions

  • Why is the commission NOT your fee? (2:29)
  • Why do most brokers hesitate to charge fees? (3:41)
  • How do you justify your fees? (7:17)
  • How do you explain to your prospects why you’re charging fees? (15:56)
  • What do you say when prospects tell you that anyone can get them a loan? (22:15)

What You’ll Discover

  • The types of fees most brokers charge. (1:50)
  • The #1 fear that’s stopping brokers from charging fees. (6:54)
  • The mindset you need to start charging fees. (14:54)
  • The true outcome that you want to offer your clients. (21:29)
  • The exact process of finding your value. (25:17)

Let's Accelerate

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