I Love Mortgage Brokering

695: Why Working Harder Is Quietly Destroying Your Mortgage Business - Alex McFadyen

What if the hustle that got you here is the exact thing holding you back?
In this episode, I sit down with Alex McFadyen, founder of Flow Mortgage, to talk about what happens when working harder stops working.
Alex shares the pivotal moment that forced him to rethink everything, from how he leads, to how he protects his energy, to how he measures success. If you’ve ever felt like you’re running at full speed but not getting ahead, this conversation will hit home.
What We Cover:
The Productivity Trap – Why working more hours eventually works against you.
From Broker to Leader – How Alex had to shift his identity to scale his business.
The Energy Audit – What he changed to protect his time and mental clarity.
Letting Go of Guilt – Why stepping back doesn't mean you’re giving up.
Building a Real Business – How to grow something that works without burning you out.
More hustle isn’t the answer. Clarity, structure, and leadership are. And sometimes the hardest part of growth is doing less on purpose.
Follow Alex and his team’s journey through the links below:InstagramFacebookhttps://app.getflowmortgage.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 email list, Peckford's PlaybookJoin Mortgage Mindset Daily 
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.

694: How to Create Urgency On Refinances - Coaching Q&A Ep. 3

Are your discovery calls helping you close deals… or quietly costing you them?
In this episode, I answer four tactical questions from brokers around discovery calls, refinances, and building better referral relationships.
We break down simple adjustments that can immediately improve your conversion rate, tighten up your calls, and help you create urgency without being pushy. If you’re doing discovery calls every week but not seeing the results you want, this one’s for you.
What We Cover:
Two Discovery Call Tricks – Simple framing shifts that build authority and keep clients engaged from minute one.
How Long Should Your Discovery Call Be? – Why shorter is usually better and what actually matters more than duration.
How to Create Urgency for Refinances – The right way to present opportunity without pressure.
Where to Find the Best Financial Advisors – What to look for, where to meet them, and how to build relationships that convert.
Discovery calls aren’t about information; They’re about leadership. Set the tone, control the process, and make the next step obvious.
 
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 Mortgage Mindset Daily 
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.

693: How to Find and Hire an Underwriter - Nate Atkin ($100 Million Dollar Journey Ep. 2)

What’s the first hire you should make if you want to double your volume without doubling your hours?
 
This is Episode 2 of our $100 Million Dollar Journey with Nate Atkin, a series following Nate in real time as he builds a scalable mortgage business.
 
After funding $18M in his first year, Nate knew he needed leverage to keep growing. In this episode, we unpack the mindset, strategy, and exact process Nate used to find, train, and hire an underwriter before burnout set in.
 
If you’re juggling too many files or waiting too long to delegate, this is your roadmap.
What We Cover:
When to Hire – Why Nate made the move earlier than most and how to know when it’s time.
The “Audit File” Strategy – How he tested candidates with real files to find the right fit.
Training with Confidence – What Nate did in the first 30 days to get his new hire producing fast.
Letting Go Without Losing Control – How to build trust and clarity into your file handoff.The Real ROI – Why this one hire gave Nate more time, more energy, and room to grow.
You can’t scale on your own. The earlier you invest in the right support, the faster and smoother your growth will be.Follow Nate’s journey through the links below:InstagramFacebookLinkedInTikTokhttps://www.hummingbirdmortgages.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 email list, Peckford's PlaybookJoin the Mortgage Mindset Daily
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.

692: If You Think You Know Where Rates Are Headed, You’re Lying to Yourself - Dave Larock

In a time of economic chaos, how can mortgage brokers give clients advice they can actually trust?
 
Dave Larock returns to break down the uncertainty dominating global markets and what it means for Canadian mortgage clients. If you’ve ever hesitated when a client asks, “Should I go fixed or variable?”, this episode will help you sharpen your answer. 
 
Dave doesn’t claim to know the future, but he does offer a clear-eyed view of what matters most right now.
 
What We Cover in This Episode:
Fixed vs. Variable Today – Why Dave’s seeing most clients choose fixed, and how he frames the decision.
Uncertainty Is the Point – What the Bank of Canada’s latest messaging really signals.
The U.S. Wildcard – How political instability down south could ripple into Canadian rates.
Manulife One Marketing Myths – Why Dave cautions clients about what sounds too good to be true.
Better Reading, Faster Thinking – The information sources Dave relies on and how to shortcut your own learning.
 
We don’t need perfect predictions. We need clear thinking, calm communication, and the discipline to focus on what we can control. That’s how you build trust and a great business in uncertain times.
 
To connect with Dave, check out the links below:
InstagramFacebookLinkedInhttps://www.integratedmortgageplanners.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 email list, Peckford's PlaybookJoin Mortgage Mindset Daily 
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.

691: How to Prevent Clients from Ghosting You - Coaching Q&A Ep. 2

What if clients aren’t ghosting you… what if you’re just not giving them a reason to stay engaged?
This is Episode 2 of our Coaching Q&A series where I answer real questions from brokers in our community.
In this episode, I unpack why clients go cold after discovery calls and what you can do to prevent it. From fixing how you frame your value to setting better expectations, this is a tactical deep dive into earning trust early and staying in control of the process.
If leads are going quiet after the first call, this episode will show you what to change.
We’ll cover:
Fixing the First Call – How to frame your value so clients actually follow through.
Giving Them a Path – Why clients disappear when you don’t clearly outline the next step.
Removing Uncertainty – How ambiguity creates hesitation and how to eliminate it.
Using Deadlines Strategically – When and how to give clients a decision window.
Building Micro-Commitments – Small yeses that keep momentum going.
Clients don’t ghost when they feel clear, supported, and led. Take control early and watch your follow-through skyrocket.
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 Mortgage Mindset Daily 
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.

690: How to Double Your Income Per Hour - Taylor Atkinson (Ep. 1)

What if the fastest way to grow your mortgage business is to double your hourly rate?
This is Episode 1 in our new series: How to Double Your Income—where we follow $40M producer Taylor Atkinson as he works to double his income without doubling his workload.
Taylor shares the real numbers behind his business, how he’s tracking his hourly rate, and the systems he’s building to protect his time while still growing. If you want to earn more without burning out, this is the blueprint.
If you're done trading hours for every extra deal, Taylor’s journey will show you how one broker is building smarter—not just working harder.
What we’ll cover:
Hourly Rate Over Volume – Why Taylor tracks dollars per hour, not file count.
Cutting Discovery Calls – How Loom videos save time and boost conversion.
Tracking with Toggl – The tool he uses to see what’s worth doing (and what’s not).
Turning Away the Wrong Clients – Why less can actually mean more.
Top Lead Sources – The channels driving consistent, high-quality business.
You don’t need to fund more files. You need to get more out of the ones you already have.To follow Taylor’s journey, check out the links below:InstagramLinkedInKelowna Real Estate Podcasthttps://www.venturemortgages.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 email list, Peckford's PlaybookJoin Mortgage Mindset Daily 
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.

689: “Scott, I gave your name out to a client” - The Weekly Broker Breakdown 1

What do you say when a realtor gives out your name, but the client never calls?
This is Episode 1 of a new series we’re calling The Weekly Broker Breakdown where I tackle real questions, real situations, and real wins from our coaching community.
In this kickoff episode, I’m diving into one of the most common broker pain points: how to handle the vague “I gave your name out” referral and turn it into an actual conversation. I also cover simple CRM fixes and smart follow-up strategies that keep deals from falling through the cracks.
These are bite-sized, tactical episodes you can use right away to grow your business.
What We Cover:
Turn Your CRM On Already – Why waiting for perfection is costing you conversations and deals.
How Often to Update Referral Partners – Why more communication is always better than less (and how to make it automatic).
The “Name First” Rule – The one question you must ask when a realtor says they sent someone your way.
Live File vs. Lead – How to tailor your follow-up based on where the client is in the process.
Use the Mess – How “broken” automation can actually create trust and start conversations.
You don’t need more leads. You need to stop losing the ones you’ve already got. Clarity, consistency, and a few key questions can turn “maybe” into momentum.
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 Playbook
Join Mortgage Mindset Daily 
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.

688: How to Build a Sellable Mortgage Business - Doug Adlam

What if you’re not building a business—you’re just building a job you can’t walk away from? 
Most brokers never think about selling their business—until they’re forced to. Doug Adlam did the opposite: before closing a single deal, he sat down and planned his exit.
In this episode, Doug shares what it really takes to build a mortgage business that’s scalable, valuable, and eventually sellable. With experience in brokering, coaching, tech, and corporate leadership, Doug breaks down the real reasons most brokers can’t exit—and how to fix it.
Whether you want to sell someday or just want a business that runs without you, this episode will help you think—and build—like a true business owner.
What We’ll Cover:
Systems, Process, People – The 3 pillars of a scalable and sellable mortgage business.
Exit Starts Now – Why planning your exit before you “need to” gives you more options and freedom.
Stop Hiring Clones – Why hiring people just like you limits growth, innovation, and transferability.
The Google Review Trap – Why 5-star reviews don’t mean your business is delivering a 5-star experience—and how to find your blind spots.
Exit Options That Work – How brokers have successfully sold to kids, employees, partners, or outside buyers—and what to avoid.
You don’t need to sell your business tomorrow—but you do need to build like you could. That mindset shift will change everything.
To connect with Doug, check out the links below:
InstagramLinkedInhttps://www.dougadlam.com/https://www.adlaminnovations.com/Doug’s book on Amazon: The Business of Brokering
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 Playbook
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.

687: New Year's Resolutions Don't Work. Do This Instead

What if the reason change doesn’t last is because you’re using the wrong strategy, not the wrong goal?
New year, same problem: most people set big goals and quit before February. But what if change wasn’t about willpower, but about identity, peer groups, and accountability that actually works?
In this solo episode, I break down three tools that actually make change stick. These are the exact strategies I’m using in my own business and life right now and they’re already creating massive momentum.
If you’re tired of setting goals and not following through, this episode will give you a practical roadmap for doing it differently this year.
What We Cover:
Why Peer Groups Matter – How the people around you shape your habits, identity, and baseline for success.
The Identity Shift Framework – How the story you tell yourself turns into action—and the hidden beliefs that hold you back.
Accountability That Works – Why being accountable to your buddy fails, and how a simple pact with someone you don’t want to disappoint (like your kid) can change everything.
The Adam Rule – A real-world strategy one broker used with his daughter to create daily discipline with serious emotional leverage.
Why Change = Story + Standard – How shifting your internal narrative creates lasting identity change.
Resolutions fade. Identity lasts. Change your story, upgrade your environment, and get accountable to someone who truly matters. You won’t need another “fresh start.”
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 Playbook
Join Mortgage Mindset Daily 
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

686: $100 Million Dollar Journey - Nate Atkin (Ep. 1)

What does it actually take to go from $0 to $100 million as a mortgage broker?
This is the first episode in a series where we follow broker Nate Atkin on his journey to $100M in funded volume.
In year one, Nate funded $18M—without a big team or years of experience. His secret? A repeatable client process, a focus on referrals, and the discipline to show up consistently. In this kickoff conversation, Nate breaks down his 5-step client journey and how it’s helping him build a scalable, sustainable business.
Whether you’re just starting out or looking to tighten your systems, this series will give you a front-row seat to what real growth looks like in motion.
What We’ll Cover:
The 5-Step Client Path – How Nate guides every client from intro to funded with clarity.
First Call Framework – The 3 things he hits on every intro call to build instant trust.
Upfront Docs, Less Chasing – How he sets expectations so clients send what’s needed early.
Referral-Ready Experience – Why delivering consistency builds long-term trust and repeat business.
Scaling with Intention – How Nate plans to grow beyond $18M without sacrificing service.
Big volume starts with tight systems. Follow along as Nate builds his business the smart way—one repeatable process at a time.
Follow Nate’s journey through the links below:InstagramFacebookLinkedInTikTokhttps://www.hummingbirdmortgages.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 email list, Peckford's Playbook
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.