Final Checks

New Advisers

12 Jul

Starting as a mortgage adviser can feel overwhelming at times. There’s a lot to juggle—systems, networking, COIs, compliance, software training, and client engagement. But the most successful advisers have one thing in common: they’re organised and consistent from the start.

This final checklist is designed to help you double-check that you've set yourself up for long-term success. If you're just getting started or feel like you’re missing a few pieces, walk through each section and make sure you're ticking every box.

Build a Business Plan That You Actually Use

Creating a business plan isn’t a one-off exercise; it’s a living document. Make sure you’ve not only completed your plan but also:

Filled out Part 2 with contacts and potential referral sources. This list becomes your prospecting roadmap.
Blocked out a Power Hour in your calendar each morning to focus purely on lead generation and follow-ups.
Scheduled a second dedicated hour daily for deeper tasks—client strategy, marketing, or partner development.

These calendar blocks are sacred. Protect them and treat them like client appointments.

Complete Your Training (and Revisit It Regularly)

You’re not expected to know everything straight away, but you are expected to be proactive in learning.

Have you attended or watched the last 10 team meetings? If not, they’re all available on replay. Watch them, take notes, and note any gaps in understanding.
Ask questions—don’t sit on things you don’t understand. There’s always someone who can help clarify.
Trail CRM is your central tool—watch every training video and be confident in every function.
Sales Alchemy isn’t just a theory session—it’s a practical guide to becoming more persuasive, confident, and structured in your sales approach.

If your conversion rate isn’t where you want it to be, go back to the Alchemy videos and work on a specific technique each week.

Cultivate and Convert Centres of Influence (COIs)

COIs are the lifeblood of a growing mortgage practice. Referrals that come from trusted professionals convert faster and tend to be more loyal over time.

Have you created a target list of COIs you’ll build rapport with over the next three months?
Aim for at least five regular referring COIs—people who send you leads consistently.
Engage with your COIs online: like their Facebook pages from your personal profile and your business page.
Use tools like Dux-Soup to automate and maintain your LinkedIn connections. Set regular reminders to keep those conversations warm.

Be the Name People Remember at Networking Events

Your goal is simple: when someone in your town thinks “mortgage”, they think of you. That starts with visibility.

Are you connected with everyone you know on LinkedIn? That includes friends, family, old colleagues, school mates—everyone.
Have you invited everyone in your circle to like your Business Facebook Page?
Have you joined or queued up to join a networking group like BNI, Venus, or your local Chamber of Commerce? Add a recurring reminder to follow up every two months.
Most importantly, can you tell two client success stories (yours or someone else’s) with confidence and detail at events?

Stories sell—stats inform. Make sure you’re ready with both.

Get Your Office and Headspace in Order

You’ll be spending a lot of time in your workspace, especially if you work remotely. Set it up for comfort and productivity.

Is your office ergonomic and clutter-free? A good chair, a second screen, and natural light make a real difference.
Have you tested your video setup—lighting, background, camera angle? Looking professional online builds trust.
Bookmark key mortgage news sites—being informed makes for great client conversations and social media content.
Print out a copy of “What to do when there’s nothing to do” and pin it to the wall. This list will help you stay productive even when leads are quiet.
Sign up for Toggl Time Tracker and use it for a week. You’ll be surprised where your time goes—and where it could go instead.

Your Adviser Reading List

You’ll learn a lot on the job, but some of the most powerful insights come from outside the industry. These books are excellent companions for your journey:

Don’t Keep Me a Secret – Bill Cates
A practical guide to building a referral-based business.
The Ultimate Sales Machine – Chet Holmes
Learn the importance of consistency, discipline, and building systems.
The 12 Week Year – Brian Moran
A time management book that breaks you out of annual goal-setting and into high-intensity 12-week sprints.
Think and Grow Rich – Napoleon Hill
A mindset classic for staying focused and determined through the ups and downs.
Effortless – Greg McKeown
A great reminder that productivity doesn’t always mean doing more—it means making what matters feel easier.

Rupert Gough