I Love Mortgage Brokering

652: What If You’re Not Failing—You’re Just in the Wrong Role? - Jason Williams

What if the part of your job you hate is the very thing holding you back?Jason Williams joined the mortgage industry like many do—with big dreams of flexible hours and hefty commissions. But after two years of grinding through cold calls and chasing leads, he was ready to walk away… until he discovered a different lane.
In this episode, Jason shares how he flipped the script, dropped sales altogether, and built a thriving business doing what most brokers dread: backend fulfillment. From rock bottom to $100K on his own terms, this is a story about reinvention, finding your niche, and why the smartest move might be stepping off the front lines.
 
🔑 Key Takeaways
Pivoting isn’t failing—it's often the smartest strategy.
There’s massive demand for back-end support in the mortgage industry.
You can build a six-figure business without being client-facing.
Working in your "zone of genius" can 10x both results and fulfillment.
Being full-time support can be just as entrepreneurial as being front-line.
🧭 Topics Covered
Jason’s transition from truck driving to mortgages
The “sales fantasy” vs. the hard reality
How burnout led him to uncover his sweet spot
Building a business around fulfillment and compliance
The Matchmaker Program and how it helped him launch fast
The freedom of building a career that fits your life (and family)
🧰 Tools, Names, and Resources
BRX Mortgage & Matchmaker Program
Jason's assistant business: Jason@themortgageassistant.ca
Why BRX 
 
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I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
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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.

651: How 3 Brokers Built a Scalable Business, Together - Jason Small

When the restaurant industry shut down in 2020, Jason Small pivoted—hard. With zero experience and a license freshly printed, he entered the mortgage world during one of the most chaotic economic periods in recent memory. Today, he's on track for 75+ deals this year, has doubled his business two years in a row, and—most impressively—helped co-create a lean, scalable operations model with two other brokers from across the country.
In this episode, Jason breaks down how they built a shared infrastructure, hired a full-time underwriter, and standardized their systems to deliver high-touch service while freeing up time for life (and vacations!). This is a behind-the-scenes blueprint for sustainable growth—and a must-listen for any service-based entrepreneur looking to scale smart, not just fast.
Important Links
Grow your repeat and referral business with Ownwell 
Join Scott’s 3:2:1 Newsletter 
Follow Scott on Instagram 
 
🎯 Key Takeaways
Jason’s transition from restaurant manager to full-time mortgage broker
How he doubled his business year-over-year through disciplined outreach
The strategy behind sharing a full-time underwriter across three brokers
Why mapping a unified client journey was critical to success
How tools like MyBroker Pro and TextExpander drive efficiency and consistency
📚 Topics Covered
Transitioning industries and building a new career from scratch
Realtor lead generation and the power of cold calling
Building systems and scaling a brokerage team
Hiring, onboarding, and collaborating across time zones
Automation tools and CRM customization for client experience
🛠️ Names, Tools & Frameworks Mentioned
MyBroker Pro (CRM system)
TextExpander
The "4 -Slide" Realtor Pitch
BRX 100-Day Challenge
ILMB FB Group
BRX Mortgage
Instagram: @jdemortgageguy
To connect with Jason, check out the links below: 
Instagram
Facebook
https://jaythemortgageguy.ca/
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 3-2-1 Thursday Email
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.

650: The Mindset Shift That Ended Burnout

What if the stress you’re feeling in your mortgage business has more to do with how you're thinking than what your clients are doing?
In this episode, I share a mindset shift I picked up during my years as a paramedic that helped me stop carrying my clients’ stress—and start thinking like a true professional. 
When I became a mortgage broker, I found it even more mentally draining than paramedicine. But once I applied this simple idea, everything changed.
If you’re losing sleep over client problems that you didn’t create, this is for you.
What We Cover:
You Didn’t Cause the Mess – Why you need to stop owning problems your clients create.
Put the Responsibility Back – How to respond with clarity and calm when clients make bad decisions.
Stay Professional Under Pressure – What emergency responders know about showing up without burning out.
Don’t Attach to Outcomes – How letting go of what you can’t control frees up your energy and sharpens your focus.
Top Brokers Lose Deals Too – Why your ability to move on is what sets you apart—not your win rate.
Your job is to show up and help—not carry the weight of someone else’s mess. Stay calm. Stay clear. Stay focused on what you can actually control.
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 3-2-1 Thursday Email
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.

649: Mortgages, Marriage & Marketing - Erik and Elisha Norcott

What does it take to scale a mortgage business from scratch—with your spouse—and still stay aligned on your mission and your marriage?
In this episode, I chat with Elisha and Erik Norcott from Assurance Mortgages— a husband-and-wife team who’ve not only built a high-performing mortgage business but found a way to stay married while doing it. We talk about how they divide work, built a brand from scratch, and use social media strategically to reach different audiences—without stepping on each other’s toes.
If you’ve ever wondered what it’s like to work with your partner—or how to build a brand that connects with clients at every life stage—this episode is for you.
We’ll cover:
From Hygiene and Hustle to Mortgage Growth – How Erik’s sales grind and Elisha’s systems mindset built the foundation of their business.
Branding Without a Logo – Why they avoided social media for years and what finally pushed them to build a presence.
Two Voices, One Message – How they use one TikTok account to speak to different client avatars at different life stages.
Dividing the Work – Who does strategy, who does compliance, and how they avoid stepping on each other’s workflows.
Staying Married While Scaling – Real talk about what makes it work (and what doesn’t) when your spouse is also your business partner.
The Bigger Mission – Why helping clients retire comfortably is their driving force—and how it shapes everything they do.
Building a mortgage business is one thing. Building one with your spouse— and still enjoying the ride— is next level. Elisha and Erik are proof that it’s possible when you lead with purpose, play to your strengths, and stay in your lane.
To connect with Elisha & Erik, you can check out the links below:
Instagram
TikTok
https://assurancemortgages.com/
 
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 3-2-1 Thursday Email
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.

648: This Mistake is Costing You Big Time

What if one simple habit could more than double your referrals—but most mortgage brokers completely overlook it? In this short, powerful episode, Scott Peckford breaks down the single biggest (and most common) mistake even seasoned brokers make that’s quietly draining their pipeline. The fix? Surprisingly easy—but only if you know how to spot it.
Scott shares personal stories, proven scripts, and high-leverage techniques to build your “ask muscle” without sounding pushy. Whether you're new to the industry or a veteran broker, this is the reminder and tactical guide you didn’t know you needed to transform casual clients into consistent referrers.
Key Takeaways
Most clients don’t refer you because you don’t ask—plain and simple.
Broad asks open the door; narrow asks close the deal.
The difference between soft and hard asks can drastically impact your referral flow.
Timing matters: know the high-leverage moments to make the ask.
A referral mention is not a done deal—follow up and turn it into a live lead.
Topics Covered
Why experienced brokers fail to ask for referralsBroad vs. narrow ask framework
Hard ask vs. soft ask styles
High-leverage referral moments (approval, signing, thank-you points)
Planting seeds: repetition and mindset
Cultural contrast in asking between Canadian and American brokers
Mentioned
Ownwell (equity monitoring tool) – ownwell.ca/scott
Scott’s Instagram
Join Scott’s Newsletter 
Find out more about BRX Mortgage: www.whybrx.com
I Love Mortgage Brokering: www.ilovemortgagebrokering.com

647: When Success Steals Your Freedom - Geri Janes

What if the real key to freedom in your mortgage business isn’t working harder—but working smarter with the right people and systems?
In this episode, I sit down with Geri Janes to talk about how she built a $100M+ business by focusing on systems, hiring the right people, and strengthening lender partnerships. We dig into how she leveraged technology like Blue Mortgage, Finmo, Loom, and Calendly to streamline her workflow—and how she scaled her business without losing her sanity.
If you’re trying to grow but feel stuck in the weeds, Geri’s approach will show you what practical, sustainable scaling looks like.
We’ll cover:
Hiring Before You're "Ready" - Why waiting too long to hire will cost you—and how Geri built a winning team with a Director of Operations and two fulfillment specialists.
Building a Database That Pays You Back - How she uses Blue Mortgage and Google reviews to turn past clients into a consistent pipeline of new deals.
Using Video to Save Time and Improve Client Experience - How Loom videos replaced 90-minute meetings—and why clients actually prefer it.
Optimizing Your Calendar with Control - How Geri uses Calendly to set boundaries and protect her time without hurting client relationships.
Using AI for Summarizing Calls and Strategy Meetings - Simple, practical uses of AI that save time and make team handoffs smoother.
Biggest Lessons Learned - Hire sooner. Trust your team. And build strong lender partnerships early.
To connect Geri, check out the link below:
https://www.mortgageswithgeri.ca/
 
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 3-2-1 Thursday Email
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.

646: Celebrity, Point Guard, or Dentist: What’s Your Mortgage Team Style?

What do a pop star, a point guard, and a dentist have to do with building a mortgage business that scales?
In this episode, I break down the three most common team structures mortgage brokers use—celebrity, point guard, and dentist. I explain how each model works, where they break down, and which one is the best fit depending on your skills and goals.
If you want to grow beyond solo production and start thinking like a business owner, this episode will give you a clear roadmap.
What We Cover:
The Celebrity Model – Why most brokers start here, why it works early on, and why it eventually becomes a trap.
The Point Guard Model – The most scalable and balanced model for sales-driven brokers who want to keep growing without burning out.
The Dentist Model – The most profitable (and rarest) structure that works best for brokers who love marketing and managing teams.
How to Choose the Right Model – Why your personality and strengths should dictate your structure—not someone else’s success.
Avoiding the Growth Ceiling – How to move beyond the “everything depends on me” stage without losing control of your client experience.
Most brokers get stuck in the celebrity model. If you want to build something sustainable, you need to graduate to point guard—or dentist—so you can grow, take time off, and actually enjoy your business.
Renee & Mark’s Episodes:
637: $0 To $100 Million in 5 years - Renée Huse
11: How Mark Goode Writes 10 Deals a Day and Still Has A Life
 
Check out ILMB being featured on FeedSpot’s Top 35 Canadian Mortgage Podcasts!
 
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I Love Mortgage Brokering  is brought to you by Finmo. 
To learn more, visit: www.finmo.ca/ilmb
 
Follow me on Instagram: www.instagram.com/scottpeckford/
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com

645: How To Fund Multi-Family Units Like a Pro - David Mayrand

What if the best opportunity in today’s mortgage market isn’t residential... but building rentals?
In this episode, I sit down with David Mayrand, a broker who specializes in multifamily construction and CMHC’s MLI Select program. We unpack how this powerful financing tool lets developers build purpose-built rentals with as little as 5% down—and how you, as a broker, can plug into it.
Whether you want to refer these deals, run your own, or just understand how to serve investor clients better, this conversation breaks down what’s working, what’s changing, and where the opportunity is.
If you’ve been looking for a way to stand out and diversify, this is a massive opportunity.
We’ll cover:
Understanding MLI Select - How CMHC’s incentive program allows builders to finance up to 95% of new rental construction—and what “affordable” really means in their model.
Refinancing with 95% LTV - Why builders who use their own capital are using this program to pull equity out and build again.
Construction vs. Condo Market - Why purpose-built rentals are on the rise and how they compare to the struggling condo market in major cities.
Tools for Brokers - David shares a new tech portal brokers can use to run pro forma financing scenarios—even if they’re brand new to multifamily.
How to Work with David’s Team - Whether you want to refer and earn or learn and grow, David’s team has options that let you plug into their systems, stay in the loop, and get paid.
 
To connect with David, you can check out the links below
Facebook
LinkedIn
https://maoki.ca/
https://portal.maoki.ca/#/login
 
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 3-2-1 Thursday Email
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.

644: Help! My Realtor Wants me to Pay a Referral Fee

What do you say when a realtor asks for a cut of your commission?
 
In this episode, I respond to a common question from brokers: “My realtor wants me to pay a referral fee—what should I do?”
 
This is a situation a lot of brokers run into. It can feel awkward, especially if you’re trying to build the relationship. But saying “yes” to the wrong deal can actually cost you way more than you think.
 
I’ll break down how I think about this, how to respond professionally (or directly), and why you should focus on trading clients—not cash.
We’ll cover:
Cash vs. Clients – Why cash is a dead-end—and clients are long-term profit.
Paid Referrals Rarely Work Long Term – You get a deal, but you rarely get loyalty or repeat business in return.
How to Respond to the Ask – Two scripts—one polite, one direct—that help you keep control of the relationship.
Become a Deal Multiplier – How to build partnerships that last by generating business, not just taking it.
Structure Smarter Collaborations – If you're going to invest in a realtor relationship, make sure it’s performance-based.
If your value is just a referral fee, someone can always outbid you. But if you're a deal creator, you're unfirable.
 
Check out the post here
 
Follow Scott on Instagram: www.instagram.com/scottpeckford/
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
Join my newsletter!
 
I Love Mortgage Brokering is in partnership with Ownwell.
To learn more, visit: ownwell.ca

643: Unlocking Home Equity: The Rise of Reverse Mortgages - Ben McCabe

What if the most powerful tool for helping seniors stay in their homes—and grow your business—is one you’re barely using?
In this episode, I talk with Ben McCabe, founder of Bloom, about how reverse mortgages can help seniors stay in their homes—and how brokers can use this tool to serve more clients and grow revenue. We break down the top use cases, where to find deals, and how to explain the product with confidence.
If you’ve ignored reverse mortgages as too niche or complex, this conversation will change your perspective.
In this episode, we’ll cover:
Identifying the Right Clients: How to spot the three most common reverse mortgage use cases—cash flow help, retirement income, and living inheritance.
Unlocking Opportunities in Your Existing Database: How to filter for high-potential clients using LTV, age, and renewal dates.
Building New Referral Sources: How to tap into overlooked networks like financial planners, family lawyers, and home care providers.
Addressing Misconceptions: Tools and talking points to counter outdated beliefs about equity loss and cost.
Using Bloom’s Tools to Close More Deals: Financial illustrations, cash flow comparisons, and client-ready info packs that simplify the conversation.
To connect with Ben, you can check out the links below:
Instagram
Facebook
LinkedIn
https://www.bloomfin.ca/
 
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 3-2-1 Thursday Email
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.