I Love Mortgage Brokering

716: How to Hire Before You Burn Out - Nate Atkin ($100 Million Dollar Journey Ep. 4)

This is episode 4 of Nate Atkin’s $100 Million Dollar Journey, where we follow the real-time decisions, bottlenecks, and breakthroughs involved in building a mortgage business at scale.
We talk about what happens when your business starts working and you become the bottleneck.
Nate shares where his pipeline is at, how he used an HR company to hire his first underwriter, and what he’s learning about letting go, onboarding well, and building the business for the next stage of growth.
If you’re busy, buried in files, and know you need help but are nervous about hiring, this episode will be useful.
In this episode, we cover:
Why Hiring Helped - Nate shares how using an HR company saved time and helped him find the right underwriter faster.
How to Let Go - We talk about what it takes to hand off work and trust someone else with the file flow.
How to Onboard the Right Way - A strong hire still needs clear systems, a mapped client journey, and a plan.
What Comes Next - Once the hire is in place, the next focus is lead gen, capacity, and removing the next bottleneck.
Hiring the right person is not the finish line. It’s what gives you the capacity to grow.
Follow Nate’s journey through the links below:InstagramFacebookLinkedInTikTokhttps://www.hummingbirdmortgages.ca/
$100 Million Dollar Journey SeriesEp 1 - $100 Million Dollar JourneyEp 2 - How to Find and Hire an UnderwriterEp 3 - What Breaks When You Scale?
Follow me on Instagram: www.instagram.com/scottpeckford/I Love Mortgage Brokering: www.ilovemortgagebrokering.comFind out more about BRX Mortgage: www.whybrx.com
Subscribe to my email list, Peckford's PlaybookJoin the Mortgage Mindset DailyGamify your prospecting with the 10@10 AppI Love Mortgage Brokering is in partnership with Ownwell.To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.

715: The Most Expensive Sentence in Sales: "Get Back to Me When You're Ready" - Coaching Q&A Ep. 12

There’s a sentence I hear mortgage brokers say all the time, and it sounds polite, professional, and totally harmless.
It’s not.
In this episode, I break down why saying “get back to me when you’re ready” is one of the most expensive things you can say to a lead, what it reveals about your mindset, and the better question to ask instead.
If your follow-up feels awkward or you’re losing leads you should be converting, this will help.
In this episode, I cover:
Why This Sentence Costs You Sales - Handing the lead the serve makes your follow-up weaker and gives away control of the conversation.
How Story Drives Results - The story you tell yourself about a lead shapes your emotions, your actions, and ultimately your results.
The Timeline Question - One simple question can eliminate bad assumptions and make your follow-up much easier.
Why Optimism Pays - The brokers who win usually have a better story in their head before they ever pick up the phone.
Never say, “Get back to me when you’re ready.” Ask about timeline, keep the serve, and don’t let a bad story ruin a good lead
Follow me on Instagram: www.instagram.com/scottpeckford/I Love Mortgage Brokering: www.ilovemortgagebrokering.comFind out more about BRX Mortgage: www.whybrx.com
Subscribe to my email list, Peckford's PlaybookJoin the Mortgage Mindset DailyGamify your prospecting with the 10@10 AppI Love Mortgage Brokering is in partnership with Ownwell.To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.

714: How a Teenager Ended Up Running a Mortgage Company at 16 - Megan McDonald of MCAP

Megan McDonald has one of the most interesting stories I’ve heard in this business.
She went from being a troubled teenager to running part of her dad’s mortgage company at 16, and eventually became Senior Vice President of Single Family Sales at MCAP.
In this episode, we talk about the moments that shaped her, the risks she took, and the mindset that helped her keep moving up. There’s a lot in here for anyone who wants to grow their career, lead people well, and stop waiting for permission.
In this episode, we cover:
Why Responsibility Matters Early - Megan shares how being given real responsibility at a young age helped shape her confidence and work ethic.
Why You Need to Put Yourself Out There - A big part of Megan’s story is that she didn’t wait to be noticed. She made sure the right people knew who she was.
How Curiosity Helped Her Move Up - She kept asking questions, learning from top performers, and figuring out what made people successful.
Why Preparation Changes Everything - Whether it was interviews, sales, or leadership, Megan didn’t wing it. She prepared.
What Leadership Actually Looks Like - We talk about leading people, having high standards, and why great leaders make their team better.
If you want to grow, stop waiting to feel ready. Take responsibility, stay curious, and put yourself in the room.
Follow me on Instagram: www.instagram.com/scottpeckford/I Love Mortgage Brokering: www.ilovemortgagebrokering.comFind out more about BRX Mortgage: www.whybrx.com
Subscribe to my email list, Peckford's PlaybookJoin the Mortgage Mindset DailyGamify your prospecting with the 10@10 AppI Love Mortgage Brokering is in partnership with Ownwell.To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott

713: You Don't Need a Bigger Team. You Need a Better Model - Coaching Q&A Ep. 11

A lot of brokers think the answer to growth is hiring more people. Usually, it’s not.
In this episode, I break down a business model one of our top broker teams shared on a mastermind call. They funded 330+ files, did $1.6 million in top-line revenue, and did it with just three people total.
The big lesson here is that more staff does not automatically mean more profit. Sometimes the real win is building a simpler, better model that creates a better client experience and runs with less stress.
In this episode, I cover:
Why a Better Model Beats a Bigger Team - More people does not always mean more profit, especially if the structure is clunky.
The BRM Model - Why assigning one person to the file and referral partner can create a better experience for everyone.
Who to Hire - The wrong hire creates friction. The right hire makes the whole business run smoother.
How the Right Partnership Works - When two brokers share the same process but bring different strengths, the business gets stronger.
Why Simplicity Scales - A cleaner process, clearer roles, and shared infrastructure can increase both profit and referrals.
You do not always need a bigger team to grow. Sometimes you just need a better model.
Follow me on Instagram: www.instagram.com/scottpeckford/I Love Mortgage Brokering: www.ilovemortgagebrokering.comFind out more about BRX Mortgage: www.whybrx.com
Subscribe to my email list, Peckford's PlaybookJoin the Mortgage Mindset DailyGamify your prospecting with the 10@10 AppI Love Mortgage Brokering is in partnership with Ownwell.To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.

712: The Hidden Goldmine in ‘Problem’ Mortgage Files - Taylor Atkinson (How to Double Your Income Per Hour Ep. 4)

In this episode, I sit down with Taylor Atkinson as we continue the series on doubling your income per hour.
 
We talk about what’s working right now, what’s not, and one of the biggest insights from this stage of growth: the tough mortgage files are often where the best referral opportunities come from.
 
If you want to grow your business without chasing every shiny object, this episode will help you focus on the few things that actually move the needle.
In this episode, we cover:
Why Problem Files Can Be a Goldmine - The tough deals take more work, but they often lead to stronger referral relationships and more trust.
How to Turn One Referral Into Many - Taylor shares how small, intentional conversations are helping him open up new referral channels in multiple markets.
What to Do When a Marketing Idea Falls Flat - Not every campaign works, and sometimes the best move is to simplify and go back to what already works.
Why Consistency Beats Complexity - A simple, boring business with the right systems will usually outperform a complicated one.
How to Build a Team That Increases Your Income Per Hour - We talk about the kind of support role that actually frees you up to focus on lead generation and high-value work.
The hard files often create the best opportunities… if you handle them well.
To follow Taylor’s journey, check out the links below:InstagramLinkedInKelowna Real Estate Podcasthttps://www.venturemortgages.com/
How to Double Your Income Per Hour SeriesEp 1 - How to Double Your Income Per HourEp 2 - Invest in Your Energy, Not Just Your BusinessEp 3 - Your Income Won’t Grow Until You Fix This
Follow me on Instagram: www.instagram.com/scottpeckford/
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
Subscribe to my email list, Peckford's PlaybookJoin the Mortgage Mindset DailyGamify your prospecting with the 10@10 App
I Love Mortgage Brokering is in partnership with Ownwell. 
To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.

711: You Don’t Have a Lead Problem, You Have a Business Model Problem (Repost)

This is a repost of an episode because the message is more relevant than ever.
A lot of brokers think they have a lead problem, but in reality, the bigger issue is that they’re using a business model that doesn’t fit today’s market. In this episode, I break down why the old “build a client database and wait for renewals” strategy is not enough anymore and what to do instead.
If you want to grow your database, create more referrals, and build a business that compounds, this episode is for you.
In this episode, I cover:
Why The Old Model Is Broken - Relying on renewals and past clients alone is not enough in today’s market.
How To Multiply Referrals - One mortgage client can lead to multiple referral opportunities for your key partners.
How To Grow Your Database Faster - The best databases grow beyond just the clients you personally fund.
Why Business Model Matters - The right model creates more referrals, better partnerships, and long-term growth.
If your database is not creating referrals in multiple directions, you do not have a leads problem, you have a business model problem.
 
Follow me on Instagram: www.instagram.com/scottpeckford/I Love Mortgage Brokering: www.ilovemortgagebrokering.comFind out more about BRX Mortgage: www.whybrx.com
Subscribe to my email list, Peckford's PlaybookJoin the Mortgage Mindset DailyGamify your prospecting with the 10@10 AppI Love Mortgage Brokering is in partnership with Ownwell.To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.
This is a repost episode with improved audio quality.

710: The Realtor Marketing Strategy So Effective It Feels Almost Unfair - Joel Olson

What if the best way to get more referrals… isn’t pitching realtors at all?
In this episode, I talk with Joel Olson about a marketing approach that flips the typical broker–realtor relationship on its head.
Instead of chasing agents or trying to “prove your value,” Joel focuses on creating something that naturally attracts the right partners and makes working together an easy yes.
This isn’t about doing more outreach. It’s about positioning yourself in a way that makes realtors want to bring you into the deal.
What We Cover:
• Why Most Realtor Outreach Fails – The mistake brokers make when trying to win agent relationships.
• Attraction Over Pursuit – How to position yourself so realtors come to you.
• The Strategy Behind It – What Joel is actually doing that makes this work.
• Turning Attention Into Deals – How this approach converts into real business.
You don’t need a better pitch. You need a better position.
 
Follow me on Instagram: www.instagram.com/scottpeckford/I Love Mortgage Brokering: www.ilovemortgagebrokering.comFind out more about BRX Mortgage: www.whybrx.com
Subscribe to my email list, Peckford's PlaybookJoin the Mortgage Mindset DailyGamify your prospecting with the 10@10 AppI Love Mortgage Brokering is in partnership with Ownwell.To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.

709: The Million Dollar Strategy I Wish I Learned Sooner

This is a repost of one of my favourite episodes because the lesson is that important.
In this episode, I share the one strategy that has made me more than a million dollars multiple times: getting the right perspective from people who can see what you can’t.
If you’ve been stuck at the same level or wondering why other brokers are growing faster, this episode will help you see what may be holding you back.
In this episode, I cover:
Why Perspective Is Worth Millions - The right outside perspective can help you solve problems faster and avoid costly blind spots.
The Communication Mistake That Creates Chaos - Clear client communication rules can reduce friction, missed details, and unnecessary stress.
Why Experience Doesn’t Equal Growth - Repeating the same habits for years is not the same as getting better.
The Mindset Shift That Changes Everything - The belief that “this won’t work for me” is often what keeps brokers stuck.
Why Coaching Compresses Time - Learning from someone who has already solved the problem saves time, money, and frustration.
The fastest way to grow is to borrow perspective and apply what already works.
Follow me on Instagram: www.instagram.com/scottpeckford/I Love Mortgage Brokering: www.ilovemortgagebrokering.comFind out more about BRX Mortgage: www.whybrx.com
Subscribe to my email list, Peckford's PlaybookJoin the Mortgage Mindset DailyGamify your prospecting with the 10@10 AppI Love Mortgage Brokering is in partnership with Ownwell.To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.

708: What Mortgage Brokers Need to Know About Rates, AI, and the New Economy – Christine Tan

Why is consistency so hard… even when you know exactly what to do?
In this episode, I sit down with Christine Tan from Sun Life to talk about one of the biggest gaps in most mortgage and financial businesses: doing the simple things, consistently.
Most people don’t have a strategy problem. They know they should be making calls, following up, and having conversations. The issue is doing it when they don’t feel like it… when motivation drops and distractions take over.
Christine shares how she approaches consistency in her own business, what’s helped her stay disciplined over time, and how she’s built habits that don’t rely on willpower. This isn’t about grinding harder, it’s about making consistency easier.
What We Cover:
• Why Motivation Isn’t Reliable – Why waiting to “feel ready” doesn’t work.• Lowering the Barrier to Start – How to make taking action easier.• Building Consistency Into Your Day – Turning actions into habits instead of decisions.• Small Actions, Big Results – Why doing less but doing it daily wins.
Consistency isn’t about doing more.
 
It’s about doing what matters every day.
Follow me on Instagram: www.instagram.com/scottpeckford/I Love Mortgage Brokering: www.ilovemortgagebrokering.comFind out more about BRX Mortgage: www.whybrx.com
Subscribe to my email list, Peckford's PlaybookJoin the Mortgage Mindset DailyGamify your prospecting with the 10@10 AppI Love Mortgage Brokering is in partnership with Ownwell.To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.

707: The Paperclip Strategy That Built a Million-Dollar Career - Trent Dyrsmid

What separates the top producers from everyone else… when they all have access to the same leads?
In this episode, I talk with Trent Dyrsmid about the “paperclip strategy”, a simple but powerful system that helped him build a million-dollar career in sales.
This isn’t about working harder or chasing more leads. It’s about consistent follow-up, tracking your activity, and staying focused on the few things that actually move deals forward.
If you’ve ever felt busy but not productive, this conversation will reset how you think about sales.
What We Cover:
The Paperclip Strategy – The simple system Trent used to stay consistent and measure real activity.
Why Follow-Up Wins – How most deals are lost simply because people stop too early.
Activity Over Emotion – Why tracking actions beats relying on motivation.
Building a Repeatable System – How small daily actions compound into big results.
What Top Performers Do Differently – The mindset shift that separates high producers from everyone else.
You don’t need a new strategy. You need to execute the one you already know consistently.
Connect with Trent on:InstagramLinkedInYouTubehttps://flywithtrent.com/
Follow me on Instagram: www.instagram.com/scottpeckford/I Love Mortgage Brokering: www.ilovemortgagebrokering.comFind out more about BRX Mortgage: www.whybrx.comSubscribe to my email list, Peckford's PlaybookJoin the Mortgage Mindset DailyGamify your prospecting with the 10@10 AppI Love Mortgage Brokering is in partnership with Ownwell.To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.