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Always Be Connecting Podcast
03rd June 2024

Engaging institutions with Julio Sanchez

Podcast Audio

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The Synopsis

Making informed financial decisions is essential for achieving long-term stability and success. In this episode, we explore the role of psychology in sales and trust, particularly within the loan industry. Our insights come from Julio Sanchez, Director at Loan Market Apex, a seasoned mortgage broker with over a decade of experience in both corporate banking and mortgage broking.

The Role of Psychology in Sales and Finance

Sales Techniques and Trust

Effective sales techniques rely heavily on understanding psychology. Trust is a critical component in the sales process. Building trust involves transparent communication, understanding client needs and providing honest advice.

Common Sales Misconceptions

Many people believe that securing the best interest rate is the most important factor in financial decisions. However, understanding the terms and conditions of a loan is equally crucial. Misconceptions can lead to poor choices that impact financial stability.

Dynamics Between Lenders and Borrowers

Bank Policies and Client Expectations

Banks and lenders have specific policies that govern their lending practices. These policies are designed to mitigate risk and protect both the institution and the borrower. Understanding these policies can help borrowers make better financial decisions.

  • Credit History: A good credit score is important but not the only factor.
  • Income Stability: Consistent income can influence loan approval.
  • Expenses and Liabilities: Banks review overall financial health.

Role of Mortgage Brokers

Mortgage brokers act as intermediaries between borrowers and lenders. They provide a broader view of available options and help clients navigate complex decisions. Brokers must act in the best interest of their clients, offering tailored advice based on individual circumstances.

Importance of Financial Education

Understanding Financial Products

Education is crucial for making informed financial decisions. Knowing the difference between various products, such as personal loans, credit cards and mortgages, can help individuals choose the best options for their needs.

  • Personal Loans: Generally have lower interest rates than credit cards.
  • Credit Cards: Useful for short-term borrowing but can accumulate high interest.
  • Mortgages: Long-term loans specifically for purchasing property.

Setting and Maintaining Budgets

Budgeting is a fundamental aspect of financial planning. Creating and adhering to a budget helps manage expenses and prepare for future financial needs.

Key Steps to Effective Budgeting:

  1. Track Income and Expenses: Understand where your money comes from and where it goes.
  2. Set Financial Goals: Define short-term and long-term objectives.
  3. Adjust Spending: Identify areas to cut costs and save more.

Practical Advice from a Mortgage Broker

Julio’s Insights

Julio emphasises the importance of understanding one’s financial position before making decisions. He advises clients to:

  • Analyse Spending Habits: Review past expenses to identify areas for improvement.
  • Plan for the Future: Consider long-term impacts of financial decisions.
  • Seek Professional Advice: Consult with a mortgage broker or adviser.


Making informed financial decisions is a process that involves understanding the psychology of sales, trust dynamics and the importance of education. By leveraging the expertise of professionals like mortgage brokers and focusing on education, individuals can make better choices that contribute to their long-term success.

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