Tips for better broking – money, commission and performance

commission broker money

As an investor, you depend on your broker to be an advisor who will share critical information that is in your best interest. However, it is no secret that many of these individuals are more interested in lining their own pockets. So, how can you tell if your broker is getting you the best deal? In this article, we’ll give you some tips to help you decide if your broker is working for you or themselves.

Broker commission and investments

A broker’s commission is an important piece to understand. These are the fees you agree to pay the broker for expediting a deal. Depending on what you’re investing in (see diversifying investments), there are multiple ways you may be paying this fee, and it could be affecting your returns without your knowledge. When it comes to marketable commodities, such as stocks, the commission is most often a fixed-rate, generally under $10 per exchange. By investing with a full-service brokerage firm, chances are you’re paying higher fees based on the number of valued shares being traded.

It’s important to minimise the cost of fees, but don’t begin to trade more just because the charge is low. If you broker has you trading regularly, but not gaining performance, you’re better off buying low-cost index-based funds and holding them for a time.

Commission pays for regular contact

Brokers who are keeping your best interest a top priority will maintain frequent contact. They will connect with their clients in both good and bad times. They will inform you of any necessary changes to the portfolio strategy, or if the firm has a new research report you may be interested in. Most importantly, a good broker will discuss your income and ability to save, along with any long-term goals; at least twice a year. Your broker should also review any plans that are already in motion, such as college savings.

Performance benchmark- Money are you getting enough

As an investor, it’s imperative that you check your portfolio against the performance of fund managers. This helps to ensure your investment performance isn’t falling behind the larger market. This reference point is also to make sure your broker’s performance reflects the average in the industry. If your broker is falling short, ask him or her why. Be an investigator. You are paying good money for their assistance, so make sure you’re getting your money’s worth. Your broker’s job is to make you money- it is your job to make sure you have the best advisor for you.

Our tips for better broking are designed to help you make decisions. However, this is from one person’s perspective, and you should always seek professional financial advice before proceeding with a conclusion.

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Sales Strategy – A defined approach

sales customer client

One of the terrifying worries faced by a salesperson is being viewed as too pushy by a customer. We have all heard stories about how people love to shop for their convenience but hate to buy from a forceful salesperson. Customers hate to be a target. So when you are offering to sell in something, do you have a defined approach to avoid this perception? If not its probably the reason why some salespeople think selling is a hard task and struggle with relating to that customer. When it comes down to it, people like to buy from people. When you can get to a point as a salesperson when your relationship with the customer feels more like a general conversation, as opposed to waiting to rattle off features, you know you are starting to make ground. This approach will certainly have a greater chance of resulting in a sale.

Release the pressure

Let’s face it, selling is a very hard job. Positioning a product or service to a customer creates a lot of pressure, particularly when most businesses tend to focus on immediate sales results. To further add to the stress, you may largely depend on your sales bonus for your livelihood. This stress not only affects your mood but also the way you talk to everyone around you, including customers. The burden in your head influences your ability to communicate, and you tend to make mistakes easily. This can result in delivering an over enthusiastic or even aggressive approach.

Unfortunately, this will cause you to lose more sales opportunities than you win. So what do I do? To sell something, you need to talk to your customer with politeness, slowness, and with sincerity. Your body language should portray the same as what you are saying. Be confident and give logical reasons. Tell them why the offering is beneficial, use plain but vivid language, but don’t preach, particularly about features. Add a little humour; it always helps to lighten the mood.

Wellbeing

Easier said than done when you’re stressed right? True, to help with this there’s loads of information out there for reducing stress, including information on your overall wellbeing. Finding the balance between work and play is key. Some of the things to research and speak to professionals about are meditation, sleep, breathing, fitness, diet, exercise and even recognising the signs that you could be stressed.  See this video and Australian Psychology Society for more information on means to reducing stress and your wellbeing.

Do not rush

One of the most effective ways of selling and not being obnoxious is giving the whole thing a lot of time. The biggest mistake a salesperson can make is to rush through the entire affair without giving it the time it needs. Being hasty can cost you a sale. It’s like asking for dinner two minutes after lunchtime; you have to wait so that the endgame can be more satisfying. It could cause you to appear as if you are desperate for the sale. Keep in mind that your prospect has to be as comfortable as possible. You should create a strategy which would help you to organise your sales interaction. At the bottom of this article, we have given you seven steps to help you formulate a plan.

Let the opportunity guide you

Don’t let the opportunity appear as too good because that will get the customer suspicious. After all, if it’s good, that will shine through in the offer. Making the opportunity seem casual or underrated will allow the client to think that it’s a good deal. Ask the right questions, let them do most of the talking. When the customer starts to feel comfortable around you, they initiate the talking themselves. Once you gain their trust, they tend to fall for what you are selling, and it may not be just about the product or service, it could be just about you. Honesty goes a long way; you can get a lot from advising the client if what you are selling is not suitable for them. You may miss the sale this time, but gain the trust for the customer to come back to you.

Don’t let the product dominate conversations

The best way to get in the heads of the customers is to focus on their problems and concerns instead of letting your product be the boss. Get to know their interests, get to know the person. Find out their pain points and figure out ways to solve them. Relate your experience, examples of similar clients and how you have alleviated those problems. You will have a chance to talk about the product or service and be able to transfer to them all the relevant product details, but the key is not to let the product dominate all of the conversation.

Seven Key Points for Sales Strategy:

1) SALES MAPPING: Even before you walk in the door, you should know what the customers business is about and who’s who in the zoo. Align your resources with the client’s people. What previous deals have transacted, where and how? Understand the complete picture. Some things can often be ruled out straight away without creating a lot of work unnecessarily.
2) INTRODUCTION: It’s key that everyone knows who everyone is, whether it be in a meeting or any interaction.
3) PEOPLE: Introduce, the right people at the right time to the opportunity. It’s crucial you only bring others to back you up at the right time. Someone sitting in a meeting not adding value only makes it awkward for everyone. Too many salespeople bring people along just for the sake of it.
4) KNOW YOUR OFFER: No one expects you to know everything. However, you should be knowledgeable on at least 80% of what you are trying to sell. As soon as you bring in a specialist, it’s saying, ” I don’t know anymore”.
5) AGENDA: Set the agenda including the main point of the communication. Check with the customer to confirm that the agenda will cover what the customer wants to get out of the interaction.
6) DISCOVERY: Remember the 80/20 rule. 80% listening, 20% guided discovery. You may be the expert and can guide them along, but you should never walk out of a meeting, thinking, gee’s I talked a lot then!
7) SOLUTION PITCH: You must address all the key pain points the customer has revealed in your pitch. Play these points back to the client and then relate how the solution benefits them and address each point. Try and steer clear of features and stick to highlighting the actual benefits that relate to them. For example, “this car has a 240kw Efficient Turbo Diesel Engine”, only talking about a feature. Compared to the advantages/benefits of your offer; “this car is powerful enough to tow a large caravan, without showing any strain on the engine. The high-efficiency engine means you can drive between Melbourne and Sydney and back again on one tank of petrol, costing you around $110 in fuel”.

If you follow all these steps, tips and advice you’ll be able to sell to your customers with a greater degree of success than before.

Author: Sales Professional

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Should I move or renovate – money and disruption

Renovate bathroom home money disruption
  • Is staying in your location really necessary?
  • Do you have the budget?
  • Does the floor plan need changing if I relocate?
  • How much temporary disruption to my lifestyle can I handle?
  • Will renovations increase your home’s value?
  • What’s your long-term plan for the home?
  • How does moving affect property taxes?
  • What effect will this have on my mortgage?

Once you’ve answered these questions, you may be leaning more toward one option over the other. If you’re still unsure, here are some pros and cons to both choices.

Relocation Benefits

  • Fresh start: You have the opportunity to begin new! The chance to meet new people, and move away from something you don’t like. It may be the opportunity to change your everyday scenery.
  • Extra money: Perhaps you want to move, but don’t want to sell. You can use the house as a source of income by renting it out.
  • Renting: Maybe now is the time to consider renting? See our other article relating to the benefits of buying or renting a home.
  • Personal gain: Maybe the house you’re leaving is too large or too small now. Relocating gives you the option to find the house that suits your needs now.
  • Moving: When you move, clutter and useless items can be discarded.

Relocation Disadvantages

  • Taxes: Generally, you don’t pay capital gains tax if you sell the home you have previously lived for more than a year. However, if within this period, or if its not your primary residence, you will be up for some taxes if you sell the property. Additionally, you can’t claim income tax deductions for costs associated with buying or selling your home. Most states charge stamp duty when you buy a property, including a home.
  • Moving: When you relocate houses, it is known to be a very stressful activity. Something that may not be needed at this time in your life. There are costs to loading everything into a truck; whether it’s for moving across the street or town. Moving causes disruption in our lives until we develop a new routine.
  • Selling: If you decide to sell your home, the process could take months, leaving you with more expenses. Money can be “tight” if you’re stuck in this position.

Renovation Benefits

  • New look: Remodelling allows you to recreate an old space into something new, by giving it new life.
  • Cost efficiency: If you could consider taking on one room at a time, there is no large upfront cost. You can update what you need so that it fits within your budget. You don’t have to renovate everything, just what you want. There’s also the chance to take on some of your renovations in a DIY fashion.
  • Personal touch: Your individual needs are met when you renovate. Whereas buying a new home may have a few features you want, but not all the features.
  • Familiarity: You already have a comfort level for the house and how everything operates within.

Renovation Disadvantages

  • Key issues: If your home needs a complete overhaul, wouldn’t it just be easy to buy something already built with most of your needs?
  • Do the numbers stack up:  Is the investment worth it after you crunch the numbers, particularly when you are looking at renovating the whole house?
  • Money difficulties: If you don’t have the cash, remodeling can require a homeowner loan, which generally is loaned at a higher rate than a regular home loan. You would need some equity or security. It may be difficult to get approved.
  • Permits: Depending on what you’re changing in the house, you may have to get building permits particularly if some structural changes are needed.
  • Construction: Remodelling means

Closing Summary

When deciding whether to stay or go, there are a number of factors to consider. These include your budget, your needs, and your long-term plans for the home. If you decide to stay, you may want to consider renovating your home. This can be a cost-effective way to update your home and make it more comfortable and stylish. However, it is important to be aware of the potential costs and disruptions involved in renovations.  If you decide to move, you will need to consider the costs of moving and selling your home. You will also need to find a new home that meets your needs and budget. Ultimately, the decision of whether to stay or go is a personal one. There is no right or wrong answer, and the best decision for you will depend on your individual circumstances.

Here are some additional tips for making your decision:

  • Talk to your family and friends about your decision. They may be able to offer you valuable insights and advice.
  • Do your research. Read articles and talk to experts to learn more about the pros and cons of staying or going.
  • Make a list of your priorities. What is most important to you in a home?
  • Get a financial advisor. They can help you understand the financial implications of your decision.

         

        Relocating for work

        relocating for work home

        The decision of relocating for work can be very hard one to make. Some people are even known to turn down great jobs just to avoid the entire relocation process. However, moving for a job is not as hard as it seems, it all depends on the resources you have. Lucky for you, we have some great applications, tips, and necessities to make your relocation process as easy as possible. We will give helpful facts for finding a home, schools, ways for transport, and setup. So, don’t turn that job offer down yet, check out these resources!

        Finding a Home

        Finding a home can be incredibly daunting. Even when searching close to home, finding a home may be highly complicated. If you are presented with a great job in faraway lands, this aspect of finding a home may be very scary, but do not fear! There are all kinds of resources that will help you do this. We will touch base on those in just a moment. First, you will need to put “finding a home” on the top of your list of priorities; as it may take a while to do so.

        If you are looking for an actual house, there are useful applications for your phone that simply present prices and locations. These apps prove to be significant resources:

        Australia:

        realestate.com.au

        domain.com.au

        homesales.com.au

        US:

        RedFin.com

        Zillow.com

        HomeSnap.com

        Although looking for a house is great, most people being offered a job somewhere in a different city should consider finding a quick fix and go with an apartment. Getting your foot in the door will cause less stress and will allow you to get acclimated to your new city. I will share some great apps for making this happen, as these resources will show you where houses are located, their prices, and so on. Usually, the people posting available apartments are account holders themselves, so going through these great apps will guarantee a faster response opposed to an online platform such as Craigslist; although you should search through that website as well. Here are my favourite applications for finding an apartment in the US. I have relocated a lot in my life, although not for work, nonetheless, these resources have proven very helpful.

        Zumper.com

        Apartmentfinder

        HotPads.com (this one is especially useful and convenient)

        RadPad.com

        Rent.com

        In Australia realestate.com.au and domain.com.au can be used for both apartments and houses.

        If you are moving to Australia alone, it may be worth checking in at some of the universities for their shared accommodation links for the area you are moving to. Alternatively, check out flatmates.com.au for more options. For other locations there are plenty of Apps and online, so do your research!

        Schooling

        Now that you have figured out where you are going to live, the next important priority on the list is to find your school. If you have children, and finding a home close to the school weighs highly on your priority, this maybe the first thing you research, before you start to look for a home to live. If you or your children are not yet enrolled in school and wish to be, then start the process researching for schools.

        If you are already in school and want to continue your study, ask your faculty if they offer online classes, as most education centres do these days. If online is not your thing, start early by asking your teachers what schools they recommend in that area. Make sure that your credits will transfer, for some private Universities do not allow this. If this is your case, then your only option is if that school also exists in the city you will be moving too, or online classes. You don’t want to have to start over from the beginning, do you?

         Transport

        Your means of transportation are vital when living anywhere. These days, the flexibility of online transport platforms, such as Uber and sharing ride platforms give you plenty more options. When researching, think if it is worth having a car? Just because you have always had one, does not mean you may need one now. In cities like San Francisco or Singapore, a car is more trouble than it is worth. I should mention that owning a small car in Singapore can cost you as much as $100000 in capital expenditure and a huge cost to maintain. So not purchasing a new car or selling your car and using the excellent public transportation that the city offers could be ideal.

        Either way, research transport routes and options before you move. The first day or so after you have arrived in your new city, explore these routes for an entire day and get familiar with the area, preferably before your first day of work. Remember first impressions are lasting ones. If it is the opposite, as in the city calls for a car regarding convenience, start familiarising yourself with highways and rush hour times. It would be a shame to lose the job that you are relocating for.

        Setup

        The final thing you will need to do is setup your new pad. However, this can’t be physically done until you arrive in the new city, but you can start brainstorming for a fast setup early on. Great, cheap stores that make any home a home, and affordable, are Target, Big W, Fantastic Furniture and the famed IKEA. For those on a super strict budget, something I am very experienced in when it has come to me moving, I recommend Vinnies and the Salvation Army.  You can find authentic, quality decorations at those thrift stores for a unique setup. Furniture, paintings, bed settings. The sky’s the limit!

        One other thing to look out for particularly in Australia for those on the tightest of budgets is the famous council clean-up day. Furniture is commonly thrown away which residents don’t wish to keep. They will place these items out on the street for the local council to remove. It is amazing what people throw away.  It is unwritten but is OK to take from these piles. I have some things in my home from the clean-up day and feel a sense of pride that it’s been recycled and put to good use!

        I hope these tips and resources have proven to be helpful for your exciting move! Best of luck to you, and if you have already landed the new job, congratulations!

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        Should I purchase or rent a property?

        Should I purchase or rent a property?

        Purchasing a quarter-acre block home has been a long-held Australian dream. However, in today’s property market, is that dream finally over and more to the point is it something worth pursuing? Yes, homeownership sounds exciting and provides a sense of freedom and belonging, however, the reality of owning your home may be out of reach for many Australians.  It begs the question, is long term renting a better option?  The answer, surprisingly, isn’t so clear.

        Now the issue of “affordability” is a significant one, but that is not the topic of the post. Now I am not a property expert, and I don’t have a finance background.  I have however dabbled in the real estate market over the last ten or so years as well as being a long term renter, so this gives me an opinion, which I’d like to share. Here are my top 3 priorities to consider when deciding, on whether to RENT or BUY in today’s market:

        1.      Expenses from property

        As I mentioned, I’ve lived on both sides of the fence as a renter and a homeowner. One of the important things to consider when deciding to go down the path of renting or buying is the upfront and then ongoing expenses between the two.

         Renting    

        Upfront Costs – You have to consider moving costs, your bond and most tenants would be expected to pay some form of rent in advance (2wks to 1mth).

        Service Connections – Internet/phone, Electrical and Gas.

        Ongoing Costs – Includes Rent, General Services and home/content insurances.

        General maintenance – Is typically covered by the owner, including partial water, any broken fixtures or fittings and pool maintenance. However, some items can fall under the tenant’s responsibilities such as garden upkeep and replacement of fly wire, etc.

        Buying

        Upfront Costs – Similar to renting you have your moving costs, however, a deposit for a home is a significantly greater expense (Typically +10% property value). You also need to consider expenses such as Stamp Duty, Lender Mortgage Insurance (LMI) as well as Banking Fees, Legal Fees, Pest and Building Inspections. All of which can be as much as 11% of the overall property value. Service Connections are much the same between buying and renting.

         

        Ongoing Cost – include your general services but also include, Local Council rates, additional Insurances. If you purchase within a complex of other dwellings such as a unit, or duplex or gated community, you need to consider strata type costs as well.

        General Maintenance – Can be as much as 5% of the value of the property over the long term and if you own a unit and it has a lift, pool or gym, this can be significantly more.

        While service connection charges rarely differ, ongoing and general maintenance costs for a buyer tend to be more, especially if in a unit. Renters can get out of paying some of these expenses as the property owner covers them. In some states, landlords are forced to pay for average water usage by their tenants.

        So in summary from an expenses review, hands down renting win’s this comparison. It is going to cost significantly more in upfront costs to buy a home.

        2.      Commitments and limitations

        In this section, we take a look at the commitments and limitations required for renting or buying.

        As a renter or buyer, we all have bills to pay. However, the responsibility placed on a tenant can offer more flexibility. A person renting can choose from short term month to month leasing options or lock into a 6 or 12-month lease. They also have the added flexibility of moving on if that property doesn’t work out financially for you anymore.

        On the flipside, renters also have greater limitations in many cases. The ability to have pets, smoke, or make simple improvements such as add pictures to your wall are at the mercy of the property owner.

        As a renter, you also have to open your doors to rental inspections, safety checks and if the owner decides to sell, then you’re left with no choice but to move out.

        The commitments required when purchasing a house also vary. You have the benefit of being able to fix some of your costs for the long term such as your mortgage repayments, which can if planned carefully offset the volatility of fluctuating banking fees. However, the majority of homeowners are locked into that mortgage for 25- year term.

        Renters too face challenges with rental increases occurring more frequently, often moving up and rarely going down.

        On average purchasing, a house requires greater commitment and a well thought out strategy.  On the homeownership side, there are fewer limitations on what you can do with your property. While renting can be disruptive as you’re at the mercy of the landlord and limitations can be many. In my view home ownership wins this battle.

        3.      Wealth Creation

        So who’s better off when we think wealth creation? Not so long ago the saying “rent money is dead money” was often used. Isn’t that the same for interest repayments?

        What if we work on the assumption that our renter is using those savings made on their upfront costs and ongoing costs wisely and investing that money in other interests, such as term deposits or the share market?  Often known as Opportunity Cost, a Renter has more flexibility in their wealth creation strategy because they can move their money based on market fluctuations. Whereas a homeowner is locking their ability to create wealth from a fixed asset, their home.

        History shows that property (land) should increase in value over time. Industry trends suggest that over a ten-year period, property value could almost double.  Even a well thought out strategy is not 100% fool proof as who knows what is going to spring up in your neighbourhood to boost or reduce the value of your asset. Things to look out for are, infrastructure projects, shopping facilities, new schools, or council zoning changes. These could all have a different effect on the value of your property. If the value of your property goes up, there may be options to use some of that equity for other investments.

        My recommendation is not to purchase a home purely as an investment. You should be considering emotions and feelings. Unless you buy at the absolute bottom of a lull in the market and your home ownership strategy is for the short term, then avoid this way of thinking altogether.

        That’s not to say that wealth cannot be created from your home, it could form part of your long-term strategy for your retirement. However, it shouldn’t be your #1 focus for purchasing a home.

        So who wins the wealth creation race I hear you ask? It’s hard to go past renting again unless you’re buying a property purely for investment purposes. As a tenant paying rent, you have the opportunity to spread your risk, it’s flexible, you can invest in property if desirable, or you can put it elsewhere. Purchasing a home shouldn’t just be seen as a wealth strategy as it defeats the purpose of buying a home. Just like Darryl Kerrigan said in The Castle “It’s not a house, it’s a home, and a man’s home is his castle”.

        Summary from renting or purchasing comparison

        So you’re probably thinking, 2 out of 3, renting compared to homeownership win’s the battle. As I said at the start, the answer, surprisingly, isn’t so clear.  As shown here, it is not just a financial decision which is generally what people compare. At the end of the day, it’s your decision. Whatever category holds the most weight for you may swing you in a particular direction. While there are solid pros and cons on both sides, ultimately it’s a personal decision best made after carefully crunching the numbers, looking at your lifestyle and what compromises you are prepared to make. You can always rent, while you go through your pros and cons. As a current renter and property investor myself, I’ve chosen to continue renting because renting makes sense to me at this point.

        While there are so many things I’d love to do with the house I rent to improve it, that doesn’t bother me that I cannot. Because I love the location and it works in with my budget, I love that it’s a flexible arrangement, and if I wanted to move tomorrow, I could. I also love that I can make choices about where I invest my spare cash or spend it.

        On a final note, when the time comes, and I’m in a position to buy my castle, I won’t hesitate to do so.

        Author: Clinton Smith

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