I Love Mortgage Brokering

645: How To Fund Multi-Family Units Like a Pro - David Mayrand

What if the best opportunity in today’s mortgage market isn’t residential... but building rentals?
In this episode, I sit down with David Mayrand, a broker who specializes in multifamily construction and CMHC’s MLI Select program. We unpack how this powerful financing tool lets developers build purpose-built rentals with as little as 5% down—and how you, as a broker, can plug into it.
Whether you want to refer these deals, run your own, or just understand how to serve investor clients better, this conversation breaks down what’s working, what’s changing, and where the opportunity is.
If you’ve been looking for a way to stand out and diversify, this is a massive opportunity.
We’ll cover:
Understanding MLI Select - How CMHC’s incentive program allows builders to finance up to 95% of new rental construction—and what “affordable” really means in their model.
Refinancing with 95% LTV - Why builders who use their own capital are using this program to pull equity out and build again.
Construction vs. Condo Market - Why purpose-built rentals are on the rise and how they compare to the struggling condo market in major cities.
Tools for Brokers - David shares a new tech portal brokers can use to run pro forma financing scenarios—even if they’re brand new to multifamily.
How to Work with David’s Team - Whether you want to refer and earn or learn and grow, David’s team has options that let you plug into their systems, stay in the loop, and get paid.
 
To connect with David, you can check out the links below
Facebook
LinkedIn
https://maoki.ca/
https://portal.maoki.ca/#/login
 
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.

644: Help! My Realtor Wants me to Pay a Referral Fee

What do you say when a realtor asks for a cut of your commission?
 
In this episode, I respond to a common question from brokers: “My realtor wants me to pay a referral fee—what should I do?”
 
This is a situation a lot of brokers run into. It can feel awkward, especially if you’re trying to build the relationship. But saying “yes” to the wrong deal can actually cost you way more than you think.
 
I’ll break down how I think about this, how to respond professionally (or directly), and why you should focus on trading clients—not cash.
We’ll cover:
Cash vs. Clients – Why cash is a dead-end—and clients are long-term profit.
Paid Referrals Rarely Work Long Term – You get a deal, but you rarely get loyalty or repeat business in return.
How to Respond to the Ask – Two scripts—one polite, one direct—that help you keep control of the relationship.
Become a Deal Multiplier – How to build partnerships that last by generating business, not just taking it.
Structure Smarter Collaborations – If you're going to invest in a realtor relationship, make sure it’s performance-based.
If your value is just a referral fee, someone can always outbid you. But if you're a deal creator, you're unfirable.
 
Check out the post here
 
Follow Scott on Instagram: www.instagram.com/scottpeckford/
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
Join my newsletter!
 
I Love Mortgage Brokering is in partnership with Ownwell.
To learn more, visit: ownwell.ca

643: Unlocking Home Equity: The Rise of Reverse Mortgages - Ben McCabe

What if the most powerful tool for helping seniors stay in their homes—and grow your business—is one you’re barely using?
In this episode, I talk with Ben McCabe, founder of Bloom, about how reverse mortgages can help seniors stay in their homes—and how brokers can use this tool to serve more clients and grow revenue. We break down the top use cases, where to find deals, and how to explain the product with confidence.
If you’ve ignored reverse mortgages as too niche or complex, this conversation will change your perspective.
In this episode, we’ll cover:
Identifying the Right Clients: How to spot the three most common reverse mortgage use cases—cash flow help, retirement income, and living inheritance.
Unlocking Opportunities in Your Existing Database: How to filter for high-potential clients using LTV, age, and renewal dates.
Building New Referral Sources: How to tap into overlooked networks like financial planners, family lawyers, and home care providers.
Addressing Misconceptions: Tools and talking points to counter outdated beliefs about equity loss and cost.
Using Bloom’s Tools to Close More Deals: Financial illustrations, cash flow comparisons, and client-ready info packs that simplify the conversation.
To connect with Ben, you can check out the links below:
Instagram
Facebook
LinkedIn
https://www.bloomfin.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.

642: Scaling Smarter: 3 Lessons from Coaching a $100M Broker

What if the real key to scaling your mortgage business isn’t doing more—but doing the right things better?
 
In this episode, I break down three critical lessons from a coaching session I did with a $100M producer. Whether you’re funding $10M or just trying to fund your first 10 files, these lessons will help you work smarter—not just harder. If you're serious about growing your business without burning out, this episode is for you.
We’ll cover:
Protecting Your Superpower - Why doubling down on what you're best at—and removing everything else—is key to scaling.
Hiring the Right People - You don't have a people problem—you have a fishing-in-the-wrong-pond problem. Here’s how to fix it.
Designing Your Ideal Workday - How to plan not just your income goals, but your time, energy, and lifestyle three years from now.
Bonus - Why most brokers unintentionally trap themselves—and the mindset shift needed to build a real business, not just a busier job.
 
Follow Scott on Instagram: www.instagram.com/scottpeckford/
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
Join my newsletter!
I Love Mortgage Brokering is in partnership with Ownwell.
To learn more, visit: ownwell.ca

641: AI Agents, CustomGPT’s and the Future of AI - Michael Thorne

What if you could eliminate 80% of your repetitive tasks and free up hours every day?
In this episode, I chat with Michael Thorne—a top-producing realtor and one of the sharpest minds in the AI space—about how mortgage brokers can start using AI well beyond basic prompts.
We dive into custom GPTs, AI agents, and tools like Notebook LM that are transforming how real estate and mortgage pros work.
In This Episode:
Why most brokers are underestimating AI—and how it’s more than just social posts
AI Agents: What they are and how they’ll soon automate everything from file checks to blog writing
Custom GPTs: How to train AI to match your voice, your process, and your expertise
Top Tools: Why ChatGPT, Notebook LM, and Perplexity are in Michael’s daily stack
What’s coming: The future of AI agents and why this tech won’t level the playing field—it’ll widen the gap
To follow Michael, you can check out his social below:Facebook
 
Follow Scott on Instagram: www.instagram.com/scottpeckford/
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
Join my newsletter!
 
I Love Mortgage Brokering is in partnership with Ownwell.
To learn more, visit: ownwell.ca

640: 50 and Unfiltered: 5 Life Lessons I Wish I Knew Sooner - Scott Peckford

What if the biggest breakthroughs in your business and life come from how you think—not what you do?
 
In this episode, I’m stepping back from business tactics to share five of the biggest lessons I’ve learned as I hit 50. These aren’t feel-good ideas—they’re real mindset shifts that have helped me become a better father, better leader, and better operator in business.
 
I don’t usually talk about birthdays. But this one felt like a good moment to reflect—and maybe help you do the same.
 
We’ll cover:
Taking Full Ownership: Owning everything in your life—your business, your health, your relationships. No blaming. No excuses.
Letting Go of Worry: Releasing the fear of what probably won’t happen and focusing on what I can control.
Choosing to Take Risks: Pushing past fear and doing the hard things now, so I don’t live with regret later.
Prioritizing My Health: Treating my body like the asset it is—because nothing else works if it breaks down.
Protecting My Mindset: Believing the right things so I can take the right actions and get the right results.
 
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.

639: How Jarrod Shaw Turned 5 Realtors Into 55 With No Cold Calling

Today, we're re-joined by Jarrod Shaw. Jarrod is a Mortgage Broker at Merge Mortgage from Lethbridge, Alberta, who has managed to turn 5 Realtors partners into 55 with no cold calling.
 
Jarrod is here to discuss how he's grown his Realtor partners with no cold calling or sales pitches, and what extra things he's put in his process to organically grow these relationships.
 
Jarrod's 1st ILMB Appearance in Episode 366: https://mortgagebroker.podbean.com/e/366-jarrod-shaw-on-funding-110-mortgages-in-his-first-12-months/
 
Jarrod Shaw's Website: www.mergemortgage.ca
Jarrod Shaw's Instagram: @merge_mortgage
Jarrod Shaw's Facebook: @MergeMortgageGroup
Jarrod Shaw's LinkedIn: @JarrodShaw
 
Join my newsletter!
 
I Love Mortgage Brokering is in partnership with Ownwell.
To learn more, visit: ownwell.ca
 
 
Follow on Instagram: @scottpeckford
 
Find out more about BRX Mortgage: www.whybrx.com
 
I Love Mortgage Brokering: www.ilovemortgagebrokering.com

638: How to Break $25 Million Without Burnout

Most brokers hit a plateau at $20–30 million. What does it really take to break through that ceiling and build a $100M mortgage business?
In this episode, Scott shares five actionable strategies for scaling your mortgage business beyond $30 million. Based on conversations with high-performing brokers like Nate Atkin and Renee Huse, Scott breaks down what it takes to scale sustainably—without burning out or building the wrong team.
We’ll cover:
Building a Production Team Around Your Superpower - Focusing on what you do best—usually client-facing work—and hiring support to handle the rest, just like a dentist manages multiple chairs.
Avoiding Hiring Agents Who Want to Be You - Looking for team members who want stability, not people who plan to learn from you and leave.
Hiring in Stages, Not All at Once - Starting with fulfillment, then adding an underwriter, and finally a junior salesperson when needed.
Paying Bonuses Based on Units, Not Volume - Tracking workload by file count instead of dollar amount to reward effort fairly and sustainably.
Protecting Your Time by Avoiding Agent Management - Focusing on your production team instead of managing agents, so you can scale without constant interruptions.
 
Follow Scott 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.

637: $0 To $100 Million in 5 Years - Renée Huse

If you're building a mortgage business, this episode will flip your mindset on what real scale looks like. Here’s what you’ll learn:
Why hiring more agents might be the worst way to scale—and what to do instead.
How one 15-minute phone call can power 500 deals a year (without burnout).
The $10K decision that helped Renee buy back 100+ days a year with her family.
I’m Scott Peckford, founder of I Love Mortgage Brokering and BRX Mortgage. The #1 podcast for mortgage brokers and LO’s who want to scale their business. 
On this show, I talk to top-performing mortgage brokers about the strategies and systems that actually work—so you can scale your business with less stress and more freedom.
To follow Renée, you can check out the links below:InstagramFacebookLinkedInYouTubehttps://spiremortgage.ca/
 
Follow Scott on Instagram: www.instagram.com/scottpeckford/
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
 
Join my newsletter!
 
I Love Mortgage Brokering is in partnership with Ownwell.
To learn more, visit: ownwell.ca
 

636: Why Every Canadian Broker Needs to Know About Ownwell - Dan MacDonald

What if your past clients could generate consistent leads—for you and your referral partners—every single month?
 
Dan MacDonald, CEO and co-founder of Ownwell, joins us to talk about how his journey from comic book artist to tech entrepreneur led him to build one of the most powerful homeowner engagement tools in Canada. Ownwell helps brokers stay top of mind and turn client databases into a lead-generating machine.
 
In this episode, we’ll cover:
 
The Origin of Ownwell – Why Dan built a Canadian version of Homebot to help brokers maintain relationships and drive repeat business
What Brokers Are Doing Wrong – Most brokers send boring, irrelevant content to past clients. Ownwell changes that with highly personalized reports.
What Makes Ownwell Work – With open rates as high as 80%, brokers can stay top-of-mind by showing clients their home equity, buying power, and more.
Adopt My Mortgage – A new feature that lets brokers co-market with referral partners and access their databases to generate leads.
Mindset of Top Performers – Don’t overthink it—just enroll your clients and start the conversations. The brokers who win are the ones who take action.
 
Want to turn your past client database into a steady stream of mortgage leads? Go to ownwell.ca, use code ILMB100 at checkout to waive the $100 setup fee, and claim one of the remaining limited spots for the “Adopt My Mortgage” feature!
 
To follow Dan, you can check out the links below:
https://ownwell.ca/
LinkedIn
 
Follow Scott on Instagram: www.instagram.com/scottpeckford/
I Love Mortgage Brokering: www.ilovemortgagebrokering.com
Find out more about BRX Mortgage: www.whybrx.com
Join my newsletter!
I Love Mortgage Brokering is in partnership with Ownwell.
To learn more, visit: ownwell.ca.