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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

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