I Love Mortgage Brokering

729: The Ideal Work Week for Mortgage Brokers - Coaching Q&A Ep. 19

A lot of mortgage brokers say they are overwhelmed.
Sometimes that is true. But a lot of the time, they are not overwhelmed because they have too much to do. They are overwhelmed because they are working reactively instead of intentionally.
In this episode, I break down a simple framework I use to look at someone’s calendar and figure out what is actually going on. We talk about the ideal work week, the four types of blocks every broker should have in their schedule, and why being busy is not the same as being productive.
If you feel like your week keeps running away from you, this episode will help you fix that.
In this episode, I cover:
The Ideal Work Week - Why designing your full week in advance is one of the best ways to reduce overwhelm and take back control.
The Four P’s - The four types of time blocks every broker needs in their calendar: prospecting, production, people, and paperwork.
Why Busy Is Not the Same as Productive - A lot of brokers are full all day, but they are still operating reactively instead of doing the right things on purpose.
Why Prospecting and Production Should Happen Early - The most important work usually needs to happen before the day starts pulling you in ten different directions.
Move It, Don’t Delete It - If a block does not happen today, it gets moved. It does not disappear.
If it is not in your calendar, there is a good chance it is not actually a priority.
The brokers who grow are not just the busiest. They are the ones who decide in advance what matters and then protect time for it.
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 Playbook: https://ilmb.activehosted.com/f/20 Join the Mortgage Mindset Daily (On a break this July): https://ilovemortgagebrokering.mykajabi.com/offers/VLZAr6vK/checkout Gamify your prospecting with the 10@10 App: https://brx10at10.com/join 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.

728: How to Get More Deals From Realtors You Already Know - Nate Atkin ($100 Million Dollar Journey Ep. 5)

This is episode 5 of Nate Atkin’s $100 Million Dollar Journey, where we follow the real decisions, bottlenecks, and breakthroughs involved in building a mortgage business at scaleIn this conversation, Nate shares a pipeline update, a hiring update, and the next challenge he’s working through: lead generation. We talk about where his business is really coming from, why doubling down on what is already working is often smarter than chasing new referral sources, and how one-to-many strategies can help him scale without getting spread too thin.If you want to grow your business without adding complexity for the sake of it, this one will help.In this episode, we cover:
Why More Better New Matters - Before chasing new lead sources, look at what is already working and ask how to do more of it better.
How to Go Deeper With Realtor Partners - We talk about how Nate can get more from his best realtor relationships instead of trying to be everywhere at once.
Why One-to-Many Is the Next Move - Lunch and learns, webinars, and presentations can help you scale trust faster than one coffee at a time.
Why Focus Beats Diversification - Sometimes the fastest path to growth is not adding more channels. It is getting better at the one that already works.
How to Think About a Podcast - We also talk about when content can become part of your lead gen strategy and why audience and title matter more than most people think.
The next level of growth usually does not come from doing more random things. It comes from getting more intentional about what already works and scaling it the right way.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?Ep 4 - How to Hire Before You Burn Out
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 Daily (On a break this July)Gamify 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.

726: The $20,000 Mistake That Taught Me to Trust My Gut - Coaching Q&A Ep. 18

A couple years into the mortgage business, I made a mistake that cost me $20,000.I told a client they were good to waive conditions. The commitment looked fine, the deal looked straightforward, and I wanted to keep things moving. But there was one condition in the lender commitment that felt off, and instead of slowing down and digging into it, I ignored it.In this episode, I walk through exactly what happened, how I ended up buying the property myself to make things right, and the lesson that has stayed with me ever since.If you have ever had that weird feeling that something is off in a deal, this episode is about why you need to pay attention to it.In this episode, I cover:
The $20,000 Mistake - I share the deal that went sideways after I told a client to waive conditions too early.
Why Your Gut Matters - Sometimes your body catches a problem before your brain fully understands it.
How Pressure Leads to Bad Calls - Trying to impress the client and the realtor made it easier to ignore what felt off.
What I Would Do Differently Now - Today, if something feels weird, I slow down, ask more questions, and unpack it before moving forward.
How to Avoid Paying for the Same Lesson - When there is big money and big risk involved, hesitation is often a sign to pause, not push ahead.
If something feels off, slow down.Ask more questions, trust your instincts, and do not talk yourself out of the warning signs just because you want the deal to keep moving.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 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.

726: Win or Learn: What French Special Forces Taught Jeff Malek About Fear

Most people spend a lot of time trying to avoid discomfort.Jeff Malek’s whole life has been built around walking straight into it.Jeff went through French Special Forces selection, and in this conversation, we talk about what that taught him about fear, pressure, and what people are actually capable of when they stop trying to stay comfortable.What I like about Jeff is that this is not theory for him. He has lived it. And now he takes what he learned in that world and applies it to entrepreneurs, athletes, and everyday people who want to get stronger mentally and physically.This is a conversation about resilience, confidence, and why doing hard things on purpose changes the way you show up everywhere else in life.In this episode, we cover:
Why Discomfort Builds Confidence - Jeff explains why the goal is not to avoid hard things, but to use them to prove to yourself what you can handle.
How to Stay Calm Under Pressure - We talk about what happens when people start to lose composure and why breathing is one of the fastest ways to reset.
Why You Need to Think Step by Step - When the challenge feels too big, the answer is to stop looking at the whole thing and focus on the next obstacle in front of you.
Why Asking for Help Makes You Stronger - Jeff shares why accepting help is not weakness. It is often what allows you to go further.
Win or Learn - One of the biggest lessons from Jeff’s world is that if you are willing to face the challenge, you either win or you learn
You do not build confidence by waiting to feel ready. You build it by doing hard things, staying in it, and realizing you can handle more than you thought.
To connect with Jeff, check out the links below:InstagramFacebookYouTube https://www.mlkabilities.com/https://okanaganwarriors.ca/MLK Abilities Podcast on other podcast platforms
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 Daily (On break this July)Gamify 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.

725: How to Hit Impossible Goals - Coaching Q&A Ep. 17

In this episode, I share part of a coaching conversation about something a lot of brokers run into once they hit a certain level.
You hit your goal… and then realize it was too small.
We talk about how to think bigger without getting overwhelmed, how to reverse engineer a goal that feels way out of reach, and why bigger goals can actually make your business simpler by forcing you to focus on what really matters.
We also get into a practical conversation around client gifts, referral partner gifts, and a few simple ways brokers are using gifting to deepen relationships and collect more reviews.
In this episode, we cover:
How to Think Bigger - If your goal feels too easy to reverse engineer, it might be too small.
The “Unless” Framework - A simple way to force your brain to solve for what would actually need to change to hit a much bigger target.
Why Big Goals Create Focus - Bigger goals eliminate a lot of distractions because they make it obvious what will not get you there.
How to Break Big Goals Into Steps - You still need small wins, but they should ladder up to something much bigger.
Simple Gifting Ideas That Work - We talk about practical gifts for clients and referral partners that feel thoughtful without being complicated.
Sometimes the problem is not that your goal is too ambitious. It is that your goal is too small to force better thinking.
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.

724: Four Hours a Day: How John Tsai Built a Business That Pays Him Whether He Works or Not

John Tsai has seen this business from a lot of different angles.
He started in real estate, struggled early, got coached, built a top-producing business, grew a team, helped grow eXp at the corporate level, and then stepped back to build a business that gives him more freedom.
In this episode, we talk about how he went from being buried in debt and working nonstop to building multiple income streams and a business that can run without him being in the middle of every deal.
If you want to build something that gives you more leverage, more freedom, and less dependence on your direct time, this is a great conversation.
In this episode, we cover:
How John Got Out of the Grind - He shares how coaching, systems, and leverage helped him go from broke and overwhelmed to building real momentum.
Why Residual Income Changed Everything - John talks about the shift from earned income to income that continues whether he is actively working or not.
How He Built More Freedom - We get into the structure of his business today and how he designed it so he is not stuck in the day-to-day.
Why Consistency Beats Talent - John’s big advantage was not creativity. It was being consistent and working a proven plan until it paid off.
What Success Looks Like Now - After years of grinding, John is focused on health, family, and building a business that supports the life he actually wants.
The goal is not just to make more money. The goal is to build a business that gives you freedom, leverage, and time back.
To connect with John, check out the links below:InstagramYouTubeLinkedInFacebook
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 Playbook Join the Mortgage Mindset Daily Gamify 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.

723: How One Rookie Broker Turned Open Houses Into Realtor Referrals - Coaching Q&A Ep. 16

In this episode, I share a conversation from one of our coaching calls with Brett, a newer mortgage agent who landed an opportunity to present inside one of the biggest real estate offices in his town.
What stood out to me was how simple his strategy was. He dropped by open houses with a small survival kit, stayed in touch after, and kept the whole thing casual. He did not come across as pushy, he did not ask for leads, and he did not disappear after the first conversation.
There are a lot of tactical lessons in this one, especially around how to follow up without sounding like a salesperson, how to stay relevant with both prospects and past clients, and why consistency matters more than being the smoothest person in the room.
In this episode, we cover:
Why “Not Disappearing” Wins - Brett was not the best natural salesperson, but he stayed in touch when other people moved on too quickly.
How He Used Open Houses to Start Relationships - He visited five open houses, dropped off simple feature sheets and survival kits, then followed up in a way that felt helpful instead of needy.
How to Follow Up Without Sounding Salesy - Brett explains why he avoids saying “follow up,” keeps communication personal, and uses whatever channel the client prefers.
Why Systems Matter - Good follow-up is not random. It needs reminders, structure, and enough consistency that things do not slip through the cracks.
The Colombo Technique - When meeting with realtors, Brett does not pitch a “presentation.” He keeps it casual, builds rapport, and then slides into “before I forget, I wanted to show you something.”
You do not need to be the smoothest salesperson in the room. You just need to be the one who stays relevant, follows through, and does not disappear.
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 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.

722: Identity Before Income: The Hidden Reason Most People Never Build Real Wealth - Jonathan Berryhill

A lot of people chase more income without ever getting clear on who they want to become.That usually leads to more money, more pressure, and not much peace.In this episode, I sit down with Jonathan Berryhill to talk about why identity has to come before income if you want to build real wealth. We get into his story, what changed when he got serious about becoming the right man first, and how that shift impacted his marriage, business, finances, and legacy.This is a conversation about discipline, purpose, and why real success starts on the inside.In this episode, we cover:
Why Identity Comes First - If you do not know who you want to become, more income will not fix what feels off.
How to Find Your Why - Jonathan shares why your reason has to be emotional enough to keep pulling you on hard days.
Why Discipline Beats Motivation - Motivation comes and goes. Discipline is what keeps you moving when you do not feel like it.
How Gratitude Changes You - Starting the day with gratitude can shift your mindset before the world starts pulling at you.
What Real Wealth Actually Means - For Jonathan, wealth is not just money. It is time, family, peace, and legacy.
Real wealth starts when you stop asking, “How do I make more?” and start asking, “Who do I need to become?”To connect with Jonathan, check out the links below:InstagramFacebookLinkedInhttps://www.jonberryhill.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 Daily Gamify 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.

721: The 3 Filters Top Producers Use to Decide What Actually Matters - Coaching Q&A Ep. 15

There are always more opportunities, more ideas, and more things you could do in your business.
That is the problem.
In this episode, I break down three simple filters top producers use to make better decisions, stay focused, and avoid wasting time on things that look exciting but do not actually move the business forward.
If you have ever found yourself chasing shiny objects, overthinking your next move, or getting pulled in too many directions, this will help.
In this episode, I cover:
The Values Filter - If something is out of alignment with your values, it is probably the wrong move no matter how good it looks.
The Money Now Filter - Before adding something new, ask what is already working that you can simply do more of.
The One-Year Filter - Work backward from where you want to be in a year and let that shape what matters now.
Delete Before You Delegate - Not everything needs to be handed off. Some things just need to disappear.
How to Ignore Shiny Objects - Just because something sounds exciting does not mean it belongs in your business.
The best producers do not chase everything. They use better filters to decide what is actually worth their time.
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 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.

720: How Meditation Increased Sales by 160% - Aaron Hendon

Most sales training focuses on tactics.
 
Aaron Hendon found a different lever.
 
In this episode, we talk about how meditation helped reduce anxiety, improve presence, and increase sales performance in a measurable way. Aaron shares how a simple mindfulness practice changed the way his team showed up with clients, and why being more present can make you more effective in sales.
 
If you’ve ever felt stressed, distracted, or like your brain is working against you, this conversation will give you a different way to think about performance.
 
In this episode, we cover:
Why Presence Improves Sales - Aaron explains how being more present helps you make better decisions, connect better with clients, and perform at a higher level.
How Meditation Changed His Team - We talk about the mindfulness program Aaron built and how it led to a 160% increase in year-over-year sales.
What Meditation Actually Is - This is not about emptying your mind. It is about training your attention and learning how to come back to the present.
Why Most High Performers Struggle With This - A lot of driven people are great at intention, but weak at controlling where their attention goes.
How to Start - Aaron shares a simple way to begin building a mindfulness practice without overcomplicating it.
You do not need more stress to perform better. You need more presence.
 
To connect with Aaron, check out https://www.aaronhendon.com/
 
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 Playbook
Join the Mortgage Mindset Daily
 Gamify 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.