In this episode of The LVR Podcast, Ruan Burger and Marissa Schulze dig into one of their favourite topics from the Broker Journal: clear purpose. And the message lands hard — if you don't know why you're in the room, you're wasting everyone's time, including your own.
Ruan opens with a scenario that will feel familiar to a lot of brokers: walking out of a referral partner meeting feeling like nothing happened. His challenge is simple — what was your purpose going in? If the answer is "to get leads," that's not a purpose, that's a wish. A purposeful meeting starts with understanding the other person's frustrations, figuring out whether you can genuinely solve them, and leading with value before you ever ask for anything in return. That shift — from taking to giving — is what turns a one-off coffee into a long-term referral relationship.
Marissa builds on this with a broader view of purpose as a daily discipline. Going into every interaction — client meetings, networking events, BDM catch-ups — with a clear intention means you're far more likely to walk away with something meaningful. Without it, you're just showing up and hoping for the best.
Ruan closes with a personal story that underlines the depth of his commitment to purposeful action: early in his career he completed his real estate licence, his auctioneers licence, and a diploma in financial planning — not to change careers, but to understand his two key referral sources deeply enough to have genuinely valuable conversations with them. That's what clear purpose looks like in practice.
The challenge: are you and your team going into each day, each meeting, and each client interaction with a clear intention? If not, that's where to start.
Ready to bring more purpose to your broking business? 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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More From Ruan and his company, Success and Broker:
