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In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze wrap up this run of episodes with a topic that underpins everything: knowing your stuff. Because no amount of great systems, referral relationships, or brand clarity will save you if you walk into a client meeting underprepared and underdone.

Ruan opens with something counterintuitive — in your early days, don't look like you're always available. A professional voicemail, a structured booking process, and a confident command of the five Cs of lending (character, capacity, capital, conditions, collateral) signals to clients immediately that they're dealing with someone who knows what they're doing. That perception of competence buys you trust before you've even started the meeting.

Marissa is candid about her own early days — she entered the industry with a steep learning curve and leaned hard on preparation to bridge the gap. Before every client meeting she would map out likely scenarios, anticipate questions, and research outcomes so thoroughly that when she walked in the room, she was ready for wherever the conversation went. The result was a noticeably higher conversion rate from the meetings she prepared for versus the ones she didn't. It's a habit she still backs today, regardless of experience level.

Ruan closes with a reframe that every broker should carry with them: clients don't come to you to find out how much they can borrow. They come to find out what they can repay. That distinction — and the ability to articulate it clearly in a tailored conversation — is what separates a great broker from an order taker.

Ready to sharpen your knowledge and show up with confidence? Explore the Broker Journal at successandbroker.com.au/the-broker-journal

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

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