I Love Mortgage Brokering

599: How To Build A Business With Zero Social Media

In this short 10-minute podcast series, Scott shares a tactic you can apply to your mortgage business today. 
 
In this episode we will cover:
Where to find your first referral sources
What to say to get a meeting
How to add value in the conversation
How to multiply this with the 3 Thank You Methods
Check out How to Become the Most Famous Mortgage Broker In Your Community
 
Check out the Rookie To Rockstar Program
 
Follow me on Instagram 
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
I Love Mortgage Brokering is brought to you by Finmo. 
To learn more, visit: www.finmo.ca/ilmb
 
In this episode, I discuss how to build a business from scratch without using social media or content marketing, based on a question from a recent roadshow in Halifax. Initially, I referred to a previous podcast on becoming the most well-known mortgage broker in your community. The challenge was increased when I was asked how to do it without online tools. Fortunately, I’ve helped others succeed in similar situations, so I share a proven plan that works offline. I explain the steps I’d take, how this approach has been refined, and why it remains effective. This episode offers a roadmap for growing your business without relying on social media.  
Here are the talking points we covered:
Starting a business from scratch in a new community with no connections. 
Building a business without relying on social media or content marketing. 
Referring to a previous episode: How To Become The Most Famous Mortgage Broker in Your comm 
Proven strategies for growing a business offline.  
Steps to establish connections and build trust in a new market.  
How the plan has been refined and improved over time. 

598: The Black Belt of Mortgages - Jack Cameron

I have heard people call themselves the black belt of mortgages, but today’s guest really is a black belt. 
 
Today, we're joined by Jack Cameron, he is a mortgage broker based out of Halifax, NS who is also a black belt in Judo and Jujitsu.
In this episode we will cover:
How martial arts has influenced his mortgage business
How he finds doctors, dentists and veterinary clients
How he has increased the number of documents he asks for and what he says to get them
How he saves 4 to 6 hours per file 
 
To connect with Jack Cameron, you can check out the links below:
 
Instagram
Facebook
LinkedIn
Website
 
Follow me on Instagram 
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
I Love Mortgage Brokering is brought to you by Finmo. 
To learn more, visit: www.finmo.ca/ilmb

597: What We Learned from $310,604,448 in Rookie Mortgages

In this short 10-minute podcast series, Scott shares insights from his rookies funding $310,604,448 in volume over the last 3 years. Graduates from our rookie program funded an additional 1,296 files for $489,958,673, bringing the total to 2,053 files and $800,563,157 in volume.
 
In this episode we will cover:
Why Live Zoom room coaching is better than mentoring;
Training without a path is almost pointless; and
Environment matters more than training 
 
Check out www.rookietorockstar.ca to find out more about how we can help you build a referral based business. 
 
Follow me on Instagram 
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
I Love Mortgage Brokering is brought to you by Finmo. 
To learn more, visit: www.finmo.ca/ilmb
In this episode, I break down three key lessons we’ve learned from helping rookie agents fund over $310 million in mortgages since launching our brokerage in August 2021. I share some stats and insights from our journey—rookie agents  have funded 757 files, while our more experienced grads have funded an impressive 1,296 files, bringing the total to over 2,000 files and nearly $800 million. Many of these brokers had no prior experience, but with the right plan and support, they’ve built successful businesses. I discuss why traditional mentorship doesn’t work, the importance of having a clear training path and how creating a strong environment has been crucial to our success. Tune in to hear what’s been working for us!
Here are the talking points we covered:
Overview of our brokerage’s growth since launching in August 2021. 
Rookies have funded 757 files for over $310 million. 
Grads (now pro agents) have funded 1,296 files, totaling nearly $490 million. 
Why traditional mentorship models often fail for new agents. 
The importance of a structured training path for success. 
How creating the right environment supports agent development. 
Strategies to help new agents go from zero experience to successful brokers. 
Tips on building a sustainable, referral-based mortgage business.
 

596: Mortgage Penalty Ninja - Matt Imhoff

Want to learn how to help save your clients money?
 
Today, we're joined by Matt Imhoff, the foremost expert on mortgage penalties in Canada. In this episode, he breaks down how understanding penalties can help you better serve your clients.
 
To connect with Matt Imhoff, you can check out the links below:
 
Facebook
LinkedIn
Website
 
Follow me on Instagram 
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
I Love Mortgage Brokering is brought to you by Finmo. 
To learn more, visit: www.finmo.ca/ilmb
In this episode of the I Love Mortgage Brokering podcast, I sit down with my friend, Matt Imhoff, an expert in understanding and calculating mortgage penalties. With interest rates constantly changing, Matt explains how Canadian mortgage brokers can find hidden deals in their databases, save clients money, and secure lower rates. We also dive into the complexities of mortgage penalties— especially why they matter in Canada but not so much in the US— and how these penalties can be both an opportunity and a risk. If you’re a Canadian broker, you’ll definitely want to tune in as Matt shares some invaluable tips and tricks.
 
Here are the talking points we covered:
How to find hidden deals in your database.
Understanding and calculating mortgage penalties.
Impact of fluctuating interest rates on penalties.
Canadian vs. US mortgage penalty differences.
Opportunities to save clients money and secure better rates.
Risks of losing money in certain penalty situations.
Practical tips and strategies for Canadian mortgage brokers.  

595: Why You Don’t Get Referrals From Friends And Family

If you struggle with getting business from friends and family, I got you covered. 
 
In this short 10-minute podcast series Scott shares a tactic you can apply to your mortgage business today. 
 
This episode is mainly targeted at rookies, but can help even an experienced agent generate more referrals. 
 
In this episode I will cover:
The 2 reasons your friends and family aren’t working with you yet (and they probably won’t tell you this either);
If you’re uncomfortable asking for referrals, here’s what you can do instead; and 
2 ways to ask for business 
 
This is just the tip of the iceberg with our unique Rookie to Rockstar program.
 
-> Rookie To Rockstar 
 
Follow me on Instagram 
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
I Love Mortgage Brokering is brought to you by Finmo. 
To learn more, visit: www.finmo.ca/ilmb
In this episode, I dive into the unspoken challenges of working with friends and family as a new mortgage broker. If you've ever had someone close to you choose another broker, it’s a gut punch. I get it. Today, I’m breaking down the two hidden objections your loved ones have—and more importantly, how you can overcome them. Whether you're just starting or you’ve been in the game for a while, this episode is packed with practical strategies to help you gain trust, build confidence, and start asking for the business you deserve.
Here are the talking points we covered:
Focusing on your long-term goals, as confidence builds with action.
Thanking people after referrals. It strengthens trust and reinforces your role as a professional.
The role of social media and how personal outreach is key to building connections and awareness.
Respecting  privacy by giving options for working with others if needed.

594: How to Level Up Your Discovery Calls - Nick Atwal

Want to level up your discovery calls? 
 
Today, we're joined by Nick Atwal. He is a broker based out of Vancouver, BC.
 
In this episode we will cover:
How Nick sets the expectation for the entire mortgage on the very first call; 
How he is able to point back to his discovery call when a client gets off track; and 
How to leverage transparency and honest to improve your closing rate
 
To connect with Nick Atwal, you can check out the links below
 
Facebook
Instagram
LinkedIn
 
Follow me on Instagram 
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
I Love Mortgage Brokering is brought to you by Finmo. 
To learn more, visit: www.finmo.ca/ilmb
Hey, it’s Scott Peckford here with another episode of the I Love Mortgage Brokering podcast. This week, I’m chatting with Nick Atwal about how he approaches his discovery calls. I really enjoyed this conversation because Nick shares how setting clear expectations right from the first call and explaining the entire process helps him close more loans. When a client goes off track, he’s able to refer back to that initial conversation to reset them. It’s all about honesty and transparency, which I love. If you’re a mortgage broker struggling with conversions, you’ll definitely want to tune in to this one!
 
Here are the talking points we covered:
 
Setting expectations in the first discovery call  
Explaining the mortgage process upfront 
How clear communication leads to more loan closings 
Using the initial conversation to realign off-track clients 
Importance of honesty and transparency in client relationships 
Strategies for improving conversion rates in mortgage brokering 

593: 3 Steps To Kill Your Mortgage Biz (Hint: Do the Opposite)

Want to guarantee you kill your mortgage business? Simply follow this 3-step plan.
 
In this short 10-minute podcast, Scott shares a tactic you can apply to your mortgage business today.
 
This idea comes from Charlie Munger. To solve a problem, Charlie suggests inverting it:
 
Don’t have a daily prospecting plan.
Don’t have any processes or checklists. 
Assume no one can do the job as well as you.
 
Follow me on Instagram 
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
I Love Mortgage Brokering is brought to you by Finmo. 
To learn more, visit: www.finmo.ca/ilmb
Hey, it's Scott Peckford, and in this episode of the "I Love Mortgage Brokering" podcast, I'm flipping the script to help you avoid business failure. Inspired by Charlie Munger’s concept of inversion, I’m diving into the three surefire ways to kill your mortgage business—so you know exactly what not to do. Whether you're just starting out or a seasoned pro, these fatal habits can ruin any business. But don't worry, once you know what to avoid, you'll have the keys to not just survive but thrive in today's challenging market.
Here are the talking points we covered:
 
Examples of effective daily prospecting activities.
The importance of having written processes and checklists.
How inconsistency in handling deals can erode client trust and referrals.
The "hamburger stand" analogy—consistency is key for repeat business.
The toxic mindset of thinking you’re the only one who can handle tasks perfectly.
The consequences of not delegating and scaling your business.
Dan Martell’s 80% rule: Why letting others do tasks (even if not perfectly) is essential for growth.

592: Replay: Jim Tourloukis Shares a Ninja Strategy for Winning More Renewals

Today, we're re-joined by Jim Tourloukis. Jim is a mortgage broker and the President of Verico Advent Mortgage Services in Markham, Ontario. He is also a former coach in the 10 Loans a Month Academy.
 
Jim is here to discuss why you need to make clients "consciously incompetent", a strategy he uses for renewals, and term selection.
 
Follow me on Instagram 
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
I Love Mortgage Brokering is brought to you by Finmo. 
To learn more, visit: www.finmo.ca/ilmb
Hey everyone, this is Scott Peckford, and in today’s replay episode from November 2022, I’m joined by Jim Tourloukis. We dive into some key strategies around mortgage renewals and refinancing, especially in a rising rate environment. Listen closely as Jim shares how he transitions clients from being “unconsciously incompetent” to “consciously incompetent”—helping them realize they need expert guidance in navigating their mortgage options.
 
Here are the talking points we covered:
 
Jim's approach to dealing with rising rates, including early renewal strategies.
How rate environments affect mortgage decisions and client communication.
The strategy of holding rates early, reducing penalties, and transitioning renewals into refinances.
Saving clients significant amounts through strategic mortgage management.
How Jim uses CRM tools and campaigns to stay in touch with clients and provide ongoing value.
The importance of personalized communication through automated systems.
 
 

591: How to Ask for and Get Referrals

Do you struggle with asking for referrals? If so, you are going to want to listen to this episode. 
 
In this short 10-minute podcast series, Scott shares a tactic you can apply to your mortgage business today. 
 
In this episode, we will cover:
How to set an Ask Frame on the first call 
5 Places you can easily ask for referrals
A mistake most people make when they ask and how to correct it
 
Follow me on Instagram 
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
I Love Mortgage Brokering is brought to you by Finmo. 
To learn more, visit: www.finmo.ca/ilmb
Struggling with asking for referrals? You’re not alone! In this episode, I share a simple and effective method to help you confidently request referrals. Many mortgage brokers and loan officers miss out on valuable opportunities because they’re not leveraging this crucial skill— and it’s costing them big time. Tune in as I break down the steps to make asking for referrals easy and impactful. Every week on the I Love Mortgage Brokering podcast, I deliver tactical, bite-sized episodes with actionable tips to help you grow your business. This week's focus: Mastering the Art of Asking for Referrals. Don’t miss it!
 
Here are the talking points we covered:
The importance of asking for referrals in business growth. 
A story highlighting effective referral generation. 
How not asking for referrals costs you clients and revenue. 
Frameworks and scripts for confidently asking for referrals. 
When and where to ask for referrals during client interactions: 
Discovery call
Strategy session
Pre-approval stage
After closing
Seven-day check-in
Anytime you solve a client’s problem
Tips for making the ask natural and non-pushy.
Moral obligation to ask for referrals. 
Why Canadian brokers tend to avoid asking, and why it’s essential. 
 

590: 12-City Live ILMB Roadshow!

In this short 10-minute podcast series, Scott shares a tactic you can apply to your mortgage business today. 
 
In this episode we will cover
A brief history of the show
The Roadshow Plan
How to get a FREE ticket 
 
To Register -> 2024 ILMB Roadshow
 
Follow me on Instagram 
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
I Love Mortgage Brokering is brought to you by Finmo. 
To learn more, visit: www.finmo.ca/ilmb
Welcome to I Love Mortgage Brokering podcast! In this short episode, we’re excited to announce our 12-city, Canada-wide tour celebrating our 10-year anniversary. We’ll dive into the history of the podcast, which launched on July 14th, 2014, and share how you can score a free ticket to one of the events. I’ll also talk about the challenges we’ve faced along the way and why I almost shut down the show— more than once! Don’t miss out on the details of our roadshow. 
 
Here are the talking points we covered:
 
Announcing Canada-wide, 12-city tour for 10th anniversary
History of the podcast (started July 14, 2014)
Challenges faced and almost shutting down the podcast 
Inspiration behind the podcast: valuable broker conversations 
Roadshow format: live podcast interviews with top brokers, meetups
Free event with limited spots; registration required
Sponsors for the roadshow: Rocket Mortgage and Brokeredge
Plans for a US roadshow in 2025
Encouragement to attend and learn from others