LVR Podcast
The LVR Podcast is a podcast designed for Australian Mortgage Brokers, presented by brokers.
Learning. - The more we learn, the better we deliver. We know what we know, we don’t know what we don’t know. Forever learning.
Validation. - This is an industry of numbers and percentages. As a Third Party we have not only proved our worth, but also our capacity to provide and our innate purpose.
Respect. Respect your clients, your peers, and your distribution channels. And, yourself. We have an industry that we should be proud of, however, it is up to us as individuals to influence better behaviours, better outcomes, and better solutions.
Join Ruan Burger and Marissa Schulze for the LVR Podcast as they present their views on a variety of issues that affect us all as Mortgage Brokers in Australia. Their different and shared perspectives will no doubt inspire, entertain and prove to be of huge value to how you approach your day, and your life.
LVR Podcast
The Hidden Opportunities in Every Conversation
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In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze unpack one of the most underutilised skills in broking: the ability to extract multiple opportunities from a single conversation. Ruan calls it the 16 pieces, 64 squares concept — and once you see it, you can't unsee it.
The idea is simple but powerful. Every client interaction contains layers of opportunity that most brokers walk straight past. Ruan walks through a real example — a client mentions their workplace has an HR manager, which leads to a lunch and learn session, which turns into eight new appointments. That entire chain started with one question asked during a fact find. The difference between a broker who sees that opportunity and one who doesn't isn't luck — it's presence, curiosity, and the habit of thinking beyond the transaction at hand.
Marissa builds on this by highlighting the difference between transactional brokers and relationship brokers. Transactional brokers aren't necessarily doing anything wrong — some build strong businesses that way. But for brokers who are earlier in their journey and still building their client base, leaving those conversations at surface level means leaving real pipeline on the table. Every client has an accountant, a financial planner, family, colleagues — and a good conversation opens doors to all of it.
The challenge: where are you leaving opportunities on the table, and what would it look like to go one layer deeper in your next client conversation?
Ready to start seeing the bigger picture in every interaction? Explore the Broker Journal at successandbroker.com.au/the-broker-journal
Thank You To Our Hosts: Ruan Burger and Marissa Schulze
More From Marissa and her company, Rise High Financial Solutions:
More From Ruan and his company, Success and Broker: