I Love Mortgage Brokering

What if you could build a thriving mortgage business without being tied to your desk—or even your address?
 
This is a repost from episode 544, where I sat down with Sara Keller from Guild Mortgage, who funds over 200 mortgages a year while living and working on the road in her van.
 
We break down how she told her referral partners, the tech stack that keeps her business humming from anywhere, and how she continues to grow a referral-based business while chasing adventure.
 
If you’ve ever wondered whether you can build a business that fits your life—not the other way around—this episode will show you how.
What We Cover:
Breaking the News – How Sara told her referral partners she was hitting the road—and why they supported her.
Growing Referrals While Traveling – The strategies that keep her pipeline full while living on the road.
Essential Tech Stack – Tools she uses daily, including how Starlink changed her business.
Communication Systems – Her Monday call routine and Thursday update emails that keep clients and partners connected.
Balancing Work and Adventure – The realities of van life while running a high-volume mortgage business.
You don’t have to choose between freedom and success. With the right systems and mindset, you can have both.
👉 Grab the “200+ Mortgages From a Van Cheat Sheet” from this episode to see the exact tools and tactics Sara uses.
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/scott.

What if there’s a better way to grow your mortgage career—one that fits your strengths, not just what others are doing?
 
In this episode, I break down the five distinct paths I’ve seen brokers use to build successful mortgage businesses. Each path comes with its own pros, cons, and hidden traps, and choosing the right one can save you years of wasted effort.
We’ll cover:
Banker to Broker – Why learning at the bank can be a great start, and what challenges arise when you finally have a full “golf bag” of lenders.
Sales-Only Lead Gen Shops – How high-volume sales roles sharpen your closing skills, but why you’ll need to learn marketing to succeed solo.
Assistant to Broker – The pros of deep underwriting knowledge, and the big hurdle: building sales skills to generate your own business.
Ad-Based Entry – The rarest (and toughest) path, requiring mastery of paid ads and conversion systems to create a scalable lead flow.
Referral-Based Business – The most sustainable and scalable path, leveraging your network and partnerships to build a high-quality, high-conversion pipeline.
Every path can work—but each requires different skills and mindsets to thrive. Choose the one that aligns with your strengths, and commit to mastering the gaps.
 
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/scott.
 

What if the smartest way to grow your mortgage business isn’t hiring more people—but building better tools and better habits?
In this episode, I talk with Richard De Chevigny—a mortgage broker who built his own AI-powered systems to automate follow-ups, generate content, and show clients smarter mortgage comparisons. But this isn’t just a tech story.
Richard also shares his personal transformation—from burnout, divorce, and job-hopping to building a life and business with clarity, resilience, and impact. Whether you’re struggling with time, tech, or mental bandwidth, this conversation shows what’s possible when you take ownership and build intentionally.
We’ll cover:
Custom Mortgage Tools That Sell – How Richard built his own calculator to help clients compare total cost, not just rate.
Automated Follow-Up Systems – How AI agents help him trigger timely check-ins and uncover new savings opportunities.
AI-Driven Content That Converts – His workflow using ChatGPT and Trello to batch, repurpose, and schedule content.
Mindset + Systems = Freedom – Why becoming “bulletproof” means working on both your backend and your belief system.
How to Start Small with AI – Richard’s advice for brokers who feel behind but want to take their first step into automation.
You don’t need to hire a huge team to scale. You need systems that work for you—and the discipline to keep showing up and building. Richard’s story proves both are possible.
To connect with Richard, check out the links below:InstagramFacebookLinkedInhttps://www.richardd.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.

What if being new to the business is actually your biggest advantage?
In this episode, I share four key insights from coaching some of the most motivated rookies in our brokerage. These brokers are finding ways to win—even in a tough market—not because they know everything, but because they take action and stay coachable.
From beating out seasoned brokers, to booking realtor meetings that actually convert, to using AI to level up faster—this episode is packed with tactical plays you can use right now.
What We Cover:
Don’t Let Experience Intimidate You – Why being newer sometimes means you see solutions seasoned brokers miss.
Business Over Friendship – How a 15-minute value-driven conversation turned “I’ve got 6 brokers” into a deal.
Open House Prospecting That Works – A tweak to the goody-bag strategy that gets you two realtor contacts, not one.
AI as a Force Multiplier – Tools like Fyxer.ai and Plaud.ai that help you close more deals and prep smarter.
ChatGPT as Your Scripting Coach – How one broker uses it to sharpen his objection handling—and why it works.
You don’t need to be the most experienced broker—you need to be the most resourceful. And that’s exactly what these rookies are doing.
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.

What if the real power move in your mortgage business isn’t scaling up—but stepping back?
In this episode, I sit down with Dominique Gonthier—a former military officer turned mortgage broker who built a business funding 250 deals a year, then deliberately cut that number in half to focus on family, fitness, and freedom. We dive into how he transitioned from realtor to broker, built an efficient team, and now takes entire weeks off to work on his business instead of always in it.
If you’re grinding nonstop and feel like growth comes at the cost of your personal life, Dominique’s story will give you a new model.
In this episode, we’ll cover:
Starting Strong – How Dominique hit 85 files in his first year after transitioning from real estate and military service.
Scaling Back to Move Forward – Why he chose to drop from 250 to 100 files annually—and is happier and more profitable.
Running Lean with Tech – How he uses Zoho CRM and a focused team to stay efficient without burnout.
Owning His Time – The “no-meeting” weeks and time-blocking tactics that give him control over his calendar.
Getting Loyal Clients Without Ads – How contests, reviews, and value-driven advice fuel a 90% referral business.
To connect with Dominique, check out the links below:
FacebookYouTubehttps://www.bonsaisf.com/https://linktr.ee/domgonthier
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.

What if offering more options is actually hurting your conversions?
In this episode, I dive into the psychology of choice overload—and how it’s quietly costing mortgage brokers deals every week.
We love to say we offer clients choice. But when people are overwhelmed, they freeze. I’ll walk through the science behind it, plus three ways this shows up in your business (and how to fix it). If you’ve ever lost a client who seemed “interested but unsure,” this is probably why.
We’ll cover:
Too Many Options, No Decisions – Why clients don’t want a menu—they want a clear recommendation.
Creating Choices Where None Exist – How to reframe hard conversations so clients feel empowered, not confused.
Clarity in Communication – Why having too many contact channels leads to dropped balls and frustrated clients.
The Power of a Smart Discovery Call – How asking the right questions early prevents lost deals later.
Set Expectations, Own the Process – How to guide your client through a decision—without overwhelming them.
Your job isn’t to offer every option—it’s to narrow choices, guide decisions, and create clarity. Less confusion = more conversions.
 
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.

What happens when you hit burnout in a business you used to love?
In this raw and honest episode, Scott talks with Jasmine Findlay, a mortgage broker who rebuilt her business—and herself—after hitting a wall in 2023. Jasmine opens up about her journey through burnout, sobriety, and rediscovering what success truly means.
You’ll learn:
Sobriety & Self-Awareness – Why Jasmine quit drinking and how it opened the door to deeper personal growth.
The Crash After the Climb – How burnout followed her biggest growth year and what it actually looked like behind the scenes.
Rebuilding from Zero – The tiny steps she took (literally five minutes a day) to get back to work and momentum.
A New Definition of Success – Why she let go of top producer pressure and now defines success by nervous system peace.
Accountability That Works – How simple structures and peer support helped her stay consistent and rebuild confidence.
If you’ve ever felt like you’re spinning your wheels or questioning your path, this episode is for you. Jasmine’s story is a reminder that it's possible to reset, rebuild, and come back stronger—with better priorities and peace of mind.
To connect with Jasmine, you can check out the links below:
Instagram
Facebook
https://www.jfmortgages.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.

Drowning in email?
 
In this episode, Scott shares 5 powerful tactics to reduce your email load by up to 15 hours a week—without losing control or dropping the ball with clients.
 
If email is eating your productivity, these tactics will help you win back time and improve client experience—all without working longer hours.
 
You’ll learn:
Centralize with One Inbox - Combine your team’s communication into a single email inbox to cut back on missed messages, unnecessary forwarding, and confusion.
Flag What Matters - Have your assistant—or yourself, if you’re solo—screen and flag only the emails that truly need your attention.
Use AI to Draft Replies -  Tools like Fixer.ai can read full threads and generate smart drafts that match your tone and style. It’s easier to edit than create from scratch.
Record and Summarize Meetings Automatically - Let tools like Fixer join your Zoom or Teams calls, take notes, and create summary emails—saving time on handoffs and follow-ups.
Kill Feedback Loops with Video - Stop the endless back-and-forth. Use pre-recorded or custom videos to answer common questions with clarity and context.
 
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.

What if your packed schedule is actually robbing you of the life you’re working so hard to build? In this energizing and soul-stirring episode, speaker, author, and leadership coach Kishshana Palmer returns to share hard-earned wisdom from her new book Busy is a Four-Letter Word. With humor, vulnerability, and firecracker insight, she peels back the layers of what it really means to be “busy”—and why we keep wearing burnout like a badge of honor.
From the moment her back literally gave out mid-suitcase-pack to the “green light” mindset that can reboot your ambition and your joy, Kishshana breaks down how to exit panic-mode productivity and embrace a more intentional, powerful way of living and working. This conversation is a masterclass in values-based decision-making, self-leadership, and how to build success that doesn’t cost you your soul.
🔑 Key Takeaways
“Busy” often masks avoidance, fear of failure—or success.
Panic busy and productive busy feel totally different in your body.
Your real values show up in your actions, not your aspirations.To shift your mindset, start by asking: “If every light was green, what would I do?”Use Kishshana’s RETHINK method to get grounded, strategic, and joyful again.
📌 Topics Covered
Redefining productivity and success
Midlife reflection and empty nest transitions
The psychology of fear-driven busyness
Practical mindset frameworks for clarity and action
How to align daily actions with lived values
🛠️ Tools, Frameworks & References
Kishshana’s RETHINK method: Rest, Reassess, Include others, Know your values, Take action, Pause.
“Green light thinking” reframing exercise
“Think-Pair-Share” collaboration model
Busy is a Four-Letter Word — Kishshana’s book (available on Amazon, Audible, indie sellers)
👥 Guest Info
Kishshana Palmer Find her at:
Website: www.busyisafourletterword.com
Instagram, LinkedIn, Twitter: @kishshanapalmer
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.

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 
 
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.