5 Steps To 30 Referrals
The Ultimate Mortgage Referral Strategy

Great marketing connects with your marketplace so powerfully, that it compels potential customers to want to do business with you.
It’s also counter intuitive, can be done on a shoestring budget and generate more opportunities than most think are possible.
Marketing is simply having a conversation with someone who has a problem they don’t want, or who wants something they don’t have.

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At its core, marketing is simple
and consists of only four elements.


If marketing is about having a conversation with someone who has a problem they don’t want or who wants something they don’t have, then the first thing you have to decide is who, specifically, do you want to have a conversation with.There is an entire market out there who needs, and more importantly, wants your product or service.You just need to decide who they are so you can have a compelling conversation with them.


Having decided who to have a conversation with, you now need to decide what conversation you are going to have. What, specifically, are you going to say that will compel your market to take action?And don’t think filling your message with worn out platitudes like “Been in business since 1812” or “Great service” or “Best prices” is going to work because all your competitors say stuff like that.Using statements like this says to your customer “Do business with me because I am just like everybody else, but I need your money”.


Now you have a message that connects with your market, identifying you as something special, you now need to decide what Medium you are going to use to deliver it.Is it direct mail, radio, TV, Facebook, LinkedIn, YouTube etc. Each of these mediums is a tactic, a way to get your message to your market.They all work, and there is no “best one” but there is a best one for you. Your job is to decide which one that is.


Now that you have connected with your market, what can you offer them that will cause them to take action?What’s your Motivator?A Motivator is a Low-Risk or better still a No-Risk offer that allows customers, who haven’t done business with you yet, to experience how awesome you are.A motivator is designed to remove the natural resistance a potential customer has to committing to a new product or service.

About Us

About Darrell Weekes

Darrell is a Marketing Strategist, Author, Speaker, Reputation Coach and founder of Purple Thread Marketing, a marketing agency that works with Mortgage and Real Estate professionals in Australia, New Zealand, Canada, the UK and the USA.In the early 90’s Darrell helped establish two of Australia most recognisable mortgage brands, Aussie Home Loans, in the ACT and Victoria, and the Professional Lenders Association Network.
Darrell subsequently held senior positions at both AMP Bank and Liberty Financial before founding his own award winning mortgage broking business, ProMortgage, in 1999.
Darrell personally closed, on average, 420 loans a year, and ProMortgage and was ranked as the number one Broker in the Professional Lenders Association Network, from the time he joined until Darrell sold the business, for a significant premium.Darrell develops, teaches, and implements Counter Intuitive NO-COST, and LOW-COST marketing strategies.“You can literally double your leads without spending a cent on advertising” Darrell Weekes

Darrell is a Stategic Marketing Partner to the National Association of Mortgage Brokers, an advisory board member to the faculty of Business, Marketing, and Services at Open Colleges, as well as sitting on a number of small business advisory boards.Before starting his Marketing business, Darrell built and sold his own award-winning Mortgage Broking business where he personally closed a 420 individual Home Loans a Year.Darrell has worked with and consulted to some of Australia’s and New Zealand’s most recognizable names including AMEX, Commonwealth Bank, CPA, National Australia bank, Macquarie Bank, GE, The Office Of Fair Trading ACT, The Real Estate Institutes in QLD, NSW, SA, and WA, The Mortgage and Finance Association Australia, Aussie Home Loans, The Australian Institute of Business Brokers, The Australian Bookkeepers Network, and the Accountants and Tax Agents Institute of New Zealand to name just a few.Darrell has been generating a lot of international attention lately for one simple reason, his strategies work.


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What is the actual purpose of marketing?

Marketing is about having a conversation with someone who has a problem they don’t want or wants something they don’t...


What is Marketing?

What is marketing, we seem to talk about it endlessly and we all seem to think we know what it...

Marketing is about having a conversation with someone who has a problem they don’t want or wants something they don’t have. Simple really. But what is the actual purpose of marketing?Well, first off let me start by saying that unchanging principles of human nature dictate that people always want to make the best buying decision possible, so marketing’s job is not to yell incessantly about how great you are or how low your prices are.Marketing’s job is to position your prospective buyers, so they have total control over the decision-making process… based on them having enough quantity and quality of information to determine that they’re receiving the most value for the price they pay. In other words, the actual purpose of marketing is to help facilitate your prospects’ decision-making process.Prospects need to buy what you sell, sometimes they need to be educated to the fact that they need to buy what you sell in the first place, other times they already know that they want it but they need help deciding who they should buy it from, often they think they might want what you sell, but they have questions and concerns that need to be overcomeThis is why the content of your marketing, the “what you say and how you say it” part, is so critical because the marketing message is almost always more important than the marketing medium where you say it. Both are important, but the real leverage is in the messaging.The key to effective marketing is to compel the greatest number of potential buyers to want to know more about you, to do that, you need to master the messaging… NOT the medium where you say the message.

What is marketing, we seem to talk about it endlessly and we all seem to think we know what it is, but when you get down to it, how do you define it?Well, being a simple kind of person, what I mean by that is I avoid the complex like the plague, I’ll give you my definition.Marketing is having a conversation with someone who has a problem they don’t want or who wants something they don’t have.Pretty simple really. The challenging bit come about when you try and decide who to have that conversation with and what to say to them. Making it even more challenging is knowing that some of the people you are trying to have a conversation with sometimes don’t know they have a problem or want something they don’t have.A perfect example of wanting something you don’t have and not knowing it, is the smart phone. I never knew I needed a smart phone until Steve Jobs told me, now I can’t run my business without one.One of the ways I see businesses try and overcome this challenge is to ask their clients what they want. Marketing companies call these focus groups. These can be a big mistake. To miss quote Henry Ford, “If I’d asked my customers what they wanted, they’d have said a faster horse”. He never actually said that, but you see my point.If we accept marketing is about having a conversation, then we need to stop telling and selling in our marketing collateral and start having valuable conversations that encourage our potential clients to engage with usIn my next post I’ll explore what marketing is about or in other words, what it is supposed to do.

The Story

The Story of The Purple Thread

In around 65 AD Nero was Emperor of Rome. Now Nero had a seriously twisted sense of humour and would derive an enormous amount of perverse pleasure from humiliating the prominent citizens of Rome. Now you must understand to be Roman was everything and the most valuable thing a Roman had was their standing in society. So to be publically humiliated was, for some, a fate worse than death.One of the ways Nero would entertain himself was to write ridiculous, humiliating pantomimes and then order, under pain of death or banishment, prominent Roman citizens to act in them. One day he commanded Florus, a well-known Roman historian and a noted Stoic and philosopher named Agrippinus, to act in one of his plays.When Florus was informed about this he was horrified and went to Agrippinus to ask his advice on what to do. Agrippinus replied, “Go down and act in this play” and when Florus asked Agrippinus, “Why do not you go down?” Agrippinus replied:“Because I do not even deliberate about the matter. For he who has once brought himself to deliberate about such matters, and to calculate the value of external things, comes very near to those who have forgotten their own character. For why do you ask me the question, whether death is preferable to life? I say life. Pain or pleasure? I say pleasure.”“But if I do not take a part in the tragic acting, I shall have my head struck off”. Florus replied.“Go then and take part, but I will not. Why? Because you consider yourself to be only one thread of those which are in the tunic. Well then it is fitting for you to take care how you should be like the rest of men, just as the thread has no design to be anything superior to the other threads. But I wish to be purple, that small part which is bright, and makes all the rest appear graceful and beautiful. Why then do you tell me to make myself like the many? And if I do, how shall I still be purple?”The above story is taken from the discourses of Epicetetus, himself a stoic and philosopher. There are a number of powerful messages in the passage; staying true to yourself even in the face of death and knowing and understanding why you are special are just two.I read this many years ago and adopted it as both my professional and personal life philosophy. I wear a purple thread on my wrist to remind myself that remaining true to yourself, maintaining your integrity and character at all times, even in the face of seemingly incomprehensible consequences, is the most important thing.I hope you get as much out of this simple piece of string as I have.

Darrell Weekes
Co-Founder & Marketing Strategist
Mobile: 0418 166 854
Email: darrell@purplethread.com.au

Frequently Asked Questions


  • How much does it cost to generate leads?

Once everything is set up in your lead generation campaign, you have the option to use additional free or low-cost organic marketing channels, or paid advertising channels such as or Facebook or Google Ads. It’s totally up to you! We charge a one-time investment to set everything up. Once it’s up and running it is pretty much on autopilot from there.

  • What if I want to run a Facebook Ad campaigns, how much will that cost?

Facebook tells us that currently the best results are generated when you aim for leads costing you between $5 to $30 and appointment costing you between $100 to $300. However, this can vary greatly depending on your industry, competition, location, etc. The only way to know for sure what your Facebook ads will cost is to allocate an initial minimum budget of $1,000 to spend on Facebook Ads, and then calculate your cost per lead and appointment once it has been spent.Once you’ve calculated your cost per lead, the second step is to AB split test your ads to see which converts better. In addition, we’ll provide feedback on your ads and can give you suggestions on how to improve it before they go live

  • How is this different from other lead generation campaigns?

Many of the people we work with have already invested a lot of money in other campaigns before they started working with us, but they’ve struggled to achieve any tangible results with those efforts. The Video Sales Letter strategy truly allows your marketing to do the heavy lifting and pre-qualify your prospects before they speak to you. This dramatically cuts down the number of unsuccessful sales calls you have

  • So, what makes our "Done For You" package better?

  1. Our strategy is focused purely on getting one specific result: generating regular, high quality, pre-qualified leads, and sales appointments each month.Very few other programs out there focus ONLY on tangible results. Most other programs are generic lead generation strategies.

  2. Personal 1-to-1 support. We give you fast, personal 1-to-1 support, with practical feedback & suggestions to help you improve your results whenever you need it.

  3. Real tried and tested, strategies that work. These is no BS with our campaign. The strategies we use are not flash in the pan, but rather solid, well tested strategies that are designed for both immediate and ongoing high quality lead generation. Our programs focus on the exact strategies needed to get real results.

  4. One-Year Money back guarantee. We put our money where our mouth is. If after 12 months, this campaign hasn’t delivered you a minimum of five times what it cost, simply ask me for your money back and I will deposit it directly into your bank account. This is a no risk deal, who else offers you that?

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”I Develop No-Cost Marketing Strategies That Work”Darrell Weekes
Marketing Strategist | Author | Speaker | Marketing Ambassador to the Council Of Small Business Organisations Australia

Contact Details

+61 418 166 854

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