I Love Mortgage Brokering

Taylor Atkinson found 12 files sitting in his database that he did not even know were there.In this episode, we talk about how he used RateGuard Pro to uncover those opportunities, how his hourly rate has increased from $242 to $272, and why hiring an underwriter may be the next move that helps him grow without adding more hours.We also get into what Taylor should keep doing himself, what he should hand off, and how to spend more time in the parts of the business he is actually best at.In this episode, we cover:
Finding Hidden Opportunities in Your Database - Taylor shares what happened when he finally dug into his existing clients instead of only chasing new business.
Why Measuring Your Hourly Rate Matters - Tracking the number gives Taylor a clearer picture of whether the business is actually getting better.
What Should Stay on Your Plate - We break down the work Taylor is uniquely good at and where he creates the most value.
When It Makes Sense to Hire an Underwriter - Taylor is getting closer to the point where support could unlock the next stage of growth.
Who, Not How - Sometimes the fastest way to improve the business is not learning to do something better, but finding the right person to do it for you.
Before chasing more leads, look at the business you already have. Then identify the work only you should be doing and start removing everything else from your plate.Note: RateGuard Pro is exclusive to BRX Agents only.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 ThisEp 4 - The Hidden Goldmine in ‘Problem’ Mortgage Files
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 of an episode I think is worth revisiting because there is more than one way to build a successful mortgage business.In this episode, I break down the five paths I see brokers take, the advantages and weaknesses of each, and which one I think is the most sustainable long term.The goal is to help you understand the path you are on, what skills you already have, and what you still need to develop.In this episode, I cover:
The 5 Paths Into Mortgage Brokering - The different ways successful brokers tend to enter and grow in the business.
What Your Background Gives You - Why each path comes with its own built-in advantages.
The Skill Gaps That Hold Brokers Back - Where people tend to struggle depending on how they entered the industry.
The Most Difficult Path to Make Work - Why one route requires a very different skill set and more resources.
The Path I Think Is Best for Most Brokers - The model I believe gives you the strongest long-term foundation.
Know which path you are on and be honest about the skill gaps that come with it. Then focus on developing the missing skill instead of trying to copy someone else’s business model.—
We’re bringing BrokerTalks back to Vancouver, Toronto, and Calgary this fall.
If you want to learn from brokers and operators who are actually doing the work, check out https://brokertalks.com/.
EARLY BIRD PROMOUse BT-early26 for $50 OFFUntil Sept. 1 only
—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.

Derrick Johnston hit $100,000 in income and expected it to feel amazing.It didn’t.In this episode, Derrick shares a talk from BrokerTalks about why small goals can actually keep you stuck, how 10X thinking changed the way he approached his business, and the three filters he now uses to grow with more intention.In this episode, he covers:
Why Bigger Goals Change Your Behavior - If the current version of you can hit the goal, Derrick says the goal probably is not big enough.
The Goal Filter - Start with a bigger vision, then work backward into annual, quarterly, monthly, and weekly targets.
The Elimination Filter - Stop trying to optimize everything and start removing the work that should not be on your plate.
The Focus Filter - Once the noise is gone, it becomes much easier to see which clients, deals, and activities actually matter.
Why Your Why Still Matters - When motivation drops or things go sideways, reconnecting with the reason behind the goal helps you keep moving.
Set a goal that forces you to become a different version of yourself. Then eliminate what does not matter and focus on the few actions that will actually move you toward it.—This episode comes from one of our BrokerTalks events. We’re bringing BrokerTalks back to Vancouver, Toronto, and Calgary this fall.If you want to learn from brokers and operators who are actually doing the work, check out https://brokertalks.com/.
EARLY BIRD PROMOUse BT-early26 for $50 OFFUntil Sept. 1 only—Connect with Derrick on:Instagram
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 (Resumes on August 10, 2026)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.

This is a repost of one of my favorite coaching episodes because the lessons are still just as useful.In this episode, I break down three takeaways from a coaching call with a $100 million producer: protect your superpower, stop hiring mini versions of yourself, and reverse engineer the workday you actually want.These ideas apply whether you are doing $10 million or $100 million.In this episode, I cover:
Protect Your Superpower - Spend more of your time on the work you are best at and that actually drives the business forward.
Stop Hiring Mini-Yous - The right hire should love doing the work you do not want to do, not be wired exactly like you.
Hire for the Role You Actually Need - Look for people with the mindset and background to support the business long term.
Reverse Engineer Your Ideal Workday - Decide what you want your income, weekly hours, and time off to look like three years from now.
Build the Business Around That Future - Use that vision to decide what to keep, what to delegate, and who you need to hire next.
Do not just set a volume goal. Get clear on the business and workday you actually want, then make decisions that move you toward 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 PlaybookJoin the Mortgage Mindset Daily (Resumes on August 17, 2026)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.

Most mortgage brokers are waiting for someone else to send them the client.Paul Washington wants brokers to get there first.In this episode, Paul shares how he uses podcast interviews, content, and simple outreach to build relationships and generate leads before they ever reach a realtor.In this episode, we cover:
Why the Broker Should Get the Lead First - When you generate the lead, you control more of the relationship and can refer business out.
The Podcast Coffee Meeting - Paul replaces traditional coffee meetings with interviews that create value for both sides.
How One Interview Becomes Content - A single conversation can turn into multiple social clips that both people can share.
Why Warm Audiences Convert Better - Paul tests content organically before putting ad dollars behind what is already working.
How AI Helps With Better Questions - He uses AI to create questions designed to produce stronger, more engaging content.
Stop relying only on other people to send you business. Create content that brings leads to you first, then use those opportunities to build stronger referral relationships.To connect with Paul, check out the links below:The Realtor Outreach ScriptsExplainer video on the podcast interviewPartnerCast Method Step-by-Step Infographichttps://paulwashingtonmortgageadvisor.com/https://www.partnercastmethod.com/
 
For more inquiries, you can reach out to him on: paulwashington2001@gmail.com 347-724-1617
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.

A slow lender is not always a problem.Sometimes, it is proof that the product is worth waiting for.In this solo episode, I break down how to set expectations with clients when the best lender is not the fastest option. The key is to explain the tradeoff early, give the client a choice, and let them decide what matters more: speed or the better deal.When clients understand why the process may take longer, the stress drops for everyone.In this episode, I cover:
Why Slow Is Not Always Bad - A lender may be slower because the product is strong and demand is high.
How to Frame the Tradeoff - Show the client the fast option and the better-priced option so they can compare both.
Why Expectations Matter - If you explain the timeline early, the delay feels expected instead of frustrating.
How Client Choice Reduces Stress - Once the client chooses the slower option, they understand what they agreed to.
The Restaurant Lineup Metaphor - A lineup can be proof that people believe the experience is worth the wait.
Do not sell speed when speed is not the main problem you are solving.Explain the options, set the expectation, and let the client choose.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 (Resumes on August 10, 2026)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.

Nathan Morgan-French started his mortgage brokerage in January 2025.In less than two years, the company funded more than $120 million.In this episode, Nathan shares how he used Facebook ads, strong sales skills, and a simple operational model to grow quickly in the New Zealand mortgage market.What I like about Nathan’s approach is his focus. He has intentionally said no to other income streams so he can build one great mortgage business first.He also breaks down why most brokers struggle with online leads, how he improved conversion by completing the application on the first call, and what it takes to scale beyond being the person writing every loan.In this episode, we cover:
Why Nathan Chose One Thing - Instead of adding insurance and other services, he stayed focused on building a great mortgage brokerage.
How Facebook Ads Drove the Growth - Nathan shares how paid leads helped the business reach more than $100 million in volume.
Why Sales Skills Matter - Online leads are colder than referrals, so brokers need to build trust and show competence quickly.
The Change That Improved His Conversion - Nathan stopped sending clients away to complete a form and started finishing the application with them on the first call.
How He Plans to Scale the Brokerage - The next stage is building the team, training brokers, and creating the operational support to handle more volume.
Lead generation is only one part of the business.You also need the sales skills to convert the opportunity and the systems to deliver once the client says yes.To connect with Nathan, check out the links below:InstagramLinkedInhttps://thegoodbroker.co.nz/
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 (Resumes on August 10, 2026)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.

You do not need to figure everything out from scratch.You can cheat on the test.This episode comes from a talk I gave during our spring BrokerTalks events last April-May. I break down how mortgage brokers can copy a simple podcast strategy that already works and use it to build relationships, create trust, and generate business.I also share the two-show strategy I would use today: interview episodes to grow your network and solo episodes to show your expertise.The best part is that you can batch the whole thing in one afternoon a month.You do not need a studio, a big team, or thousands of downloads. You need a clear title, a simple format, and the willingness to copy what works and put it into action.In this episode, I cover:
How to Cheat on the Test - Stop trying to invent everything yourself and start copying strategies that have already proven to work.
The Two-Show Strategy - Use interviews to grow your network and short solo episodes to build trust and demonstrate your expertise.
Why Local Podcasts Work - A small, focused audience can be far more valuable than thousands of listeners who will never do business with you.
How to Find Content Ideas - Use client questions, closed files, market changes, and stories from your sent folder.
How to Launch Without Overcomplicating It - Pick a clear title, record several episodes in advance, and publish consistently.
You do not need a brand-new strategy.Cheat on the test, copy what already works, make it relevant to your market, and start.
Check out My Tech Stack 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: https://ilovemortgagebrokering.mykajabi.com/offers/VLZAr6vK/checkout Gamify your prospecting with the 10@10 App: https://brx10at10.com/joinI 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.

Kristen Young tripled her mortgage business without spending more on marketing.
She did it by changing how she treated relationships.
In this episode, Kristen shares how adding more warmth, patience, and intention to an already competent business helped her increase referrals, repeat clients, and overall volume.
What I like about this episode is how practical it is. Kristen breaks down the small changes she made to her calls, client experience, team structure, and referral relationships that led to real growth.
Why Competence Wasn’t Enough - Kristen realized that doing great work did not automatically create loyalty or referrals.
How She Improved Her Discovery Calls - She went from five-minute calls to deeper conversations that helped clients feel heard and understood.
Why Warmth Creates More Influence - Combining expertise with empathy helped Kristen build stronger and more valuable relationships.
How She Made Growth Feel More Personal - Kristen built systems and a team without making clients feel passed around or forgotten.
Why Gratitude Is a Growth Strategy - She became more intentional about recognizing, rewarding, and appreciating the people who supported her business.
You may not need more leads.
You may need to take better care of the relationships you already have.
To connect with Kristen, check out the links below:InstagramFacebookLinkedInhttps://kristenyoungmortgages.ca/
 
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 (Resumes on August 10, 2026)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.

Everybody wants more leads.
The problem is most brokers overcomplicate where they come from.
In this episode, I break down three simple things you can do right now to create more conversations, get more introductions, and find more opportunities inside the network you already have.
None of these strategies require ads, complicated funnels, or new software. They just require you to put yourself out there and actually ask.
In this episode, I cover:
Send Video DMs - Reach out to everyone in your phone and social network so they actually know what you do.
Clone Your Best Referral Partners - Ask the people you already trust to introduce you to other professionals they trust.
Survey Your Past Clients - Find out which professionals they work with, who needs a better referral, and who you should meet.
Why Warm Introductions Work - Borrowing trust is much easier than trying to create it from scratch.
Why You Need to Stop Being a Secret Agent - Posting on social does not mean the people you know understand what you do.
You probably do not need a brand-new lead source.
You need to do a better job of working the relationships already in front of you.
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 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.