I Love Mortgage Brokering

671: How This Broker Killed Discovery Calls, Boosted Trust, and Closed $5M with a Podcast - Taylor Atkinson

What if you could eliminate discovery calls, attract ideal clients, and build trust—before you ever pick up the phone?
In this episode, I sit down with Taylor Atkinson, a former helicopter mechanic turned mortgage broker, who’s built a $5M pipeline by doing things differently.
Taylor shares how launching a local podcast helped him skip the discovery call phase, attract high-quality clients, and filter out rate shoppers. He also explains why saying no to renewals and yes to early hiring gave him more time, more margin, and more referrals.
What We Cover:
Ditching Discovery Calls – How a podcast helps Taylor pre-qualify and build trust before a single conversation.
Return on Energy – The simple framework Taylor uses to decide what gets his time and what doesn’t.
Saying No to Say Yes – Why he turns down renewals—and how it actually grows referrals.
Hire Before You’re Ready – How getting help early helped him scale with less stress.
Health + Business Alignment – Why Taylor tracks metrics like HRV and sleep to make smarter business decisions.
You don’t need to chase every deal or every client. Build a model that protects your energy, amplifies your strengths, and filters in the right people.To know more about Taylor Atkinson:
Website: https://www.venturemortgages.com/
Instagram: https://www.instagram.com/venturemortgages/Podcast: https://www.youtube.com/@KelownaRealEstatePodcast
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.

670: The Fastest Way to Go Broke as a Mortgage Broker (And What Top Producers Do Instead)

What if your biggest growth strategy is actually the thing that’s holding your business back?
In this episode, I break down the most common mistake new (and even seasoned) brokers make: saying yes to every deal, every partner, and every opportunity.
It’s a fast track to burnout—and a slow road to profitability.
I’ll show you what top producers do differently: how they get clear on who they serve, what they say no to, and how that focus leads to more volume, more referrals, and less stress.
What We Cover:
Why Being for Everyone is a Trap – How generalist brokers hit a ceiling fast.
The Power of Positioning – Why top producers pick a niche—and get paid more for it.
Profit Killers to Avoid – Files, partners, and platforms that drain your time and energy.
No-Go List Strategy – How writing down what you won’t do can unlock better deals.
Say No, Grow Fast – The mindset shift that turns “less” into “more.”
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.

669: From Homeless to 300 Deals a Year: The Quiet Rise of Farhan Mahmood

How does an introverted ex-underwriter become a top-producing broker doing 300 deals a year—without spending a dime on advertising?
Farhan Mahmood went from sleeping in coffee shops to building a thriving mortgage business purely by referral. In this episode, he opens up about the hard-won lessons behind his quiet rise, including how he built trust, set boundaries, and learned to say no—without sacrificing growth.
If you’ve ever felt overwhelmed by client demands or discouraged by slow early results, this conversation will reset your perspective.
We’ll cover:
Introvert Advantage – Why Farhan’s quiet nature helped him build deep trust and long-term referrals.
Saying No to Say Yes – How learning to decline unprofitable files gave him back his time—and sanity.
Boundary Breakthroughs – The 3 rules he put in place to finally take weekends, evenings, and even a vacation off.
Surviving the Banks – How he competes with major banks offering lower rates by leading with service and relationships.
From the Streets to Success – How Farhan used rock-bottom moments as fuel—and why mindset still drives everything he does.
Success in this business doesn’t come from saying yes to everything—it comes from building systems, staying sharp, and knowing when to walk away. Farhan’s story proves that quiet consistency beats noise every time.
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

668: How I’d Build a 6-Figure Mortgage Biz from Scratch

If you moved to a new city with no clients, no contacts, and no brand—how fast could you build a six-figure mortgage business?
In this episode, I walk you through exactly what I’d do to build a six-figure mortgage business from scratch—starting today. No leads, no partners, no past clients—just a clear plan, a laptop, and a willingness to work.
Whether you’re new, switching markets, or stuck and need a reset, this is a simple, tactical blueprint to grow fast without burning out.
We’ll cover:
Hire Before You Hustle – Why the first move is getting an assistant to protect your focus from day one.
Podcast as a Power Tool – How launching a local podcast builds instant credibility and opens doors.
No Cold Calling Needed – How content creates inbound interest and positions you as the go-to expert.
Partner Webinars That Work – A proven strategy to grow your list and attract qualified leads without ads.
The Authority Shortcut – How to become known fast—even in a city where nobody knows your name.
You don’t need 10 years of experience to win—you need the right strategy and the guts to execute. Start smart. Build lean. Stay focused.
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.

667: The 25,000-Person Bet: One Broker’s Plan to Print Deals - Greg Williamson

What if the most scalable way to grow your mortgage business isn’t more partners—but more ownership?
In this episode, I sit down with Greg Williamson—a broker, entrepreneur, and former tech exec—who’s building a mortgage business from scratch after selling multiple companies.
Greg is making a $150K bet on a new model that’s less reliant on realtors and more focused on long-term client relationships and inbound lead generation. 
If you want more control, more leverage, and fewer bottlenecks in your business, this one’s for you.
We’ll cover:
Leaving Tech to Start Fresh – Why Greg walked away from Finmo and Lendesk to return to full-time brokering.
The Ownwell Math – How he plans to turn a $150K ad spend into a scalable mortgage business.
The “No Bank Penalties” Hook – The message that’s winning client trust before they ever talk to their bank.
Database-Driven Deals – Why Greg is building a 25,000-person database—and how he’s nurturing it with content.
Realtor Value Without Begging – A strategy to get agents referring without ever asking for business.
To connect with Greg, check out the links below:
InstagramFacebookYoutubeNewsletterhttps://www.silvermanmortgage.com/ 
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.

666: 20 Leads in 30 Days from Facebook - Jim Pearson

What if the best way to grow your mortgage business was sitting in your Facebook friends list?
Jim Pearson didn’t need ads or fancy automation to generate leads—just a spreadsheet, some well-written DMs, and a little courage. In this episode, he breaks down exactly how he turned 500 direct messages into 20 legit mortgage leads, and how he’s using tools like TextExpander to scale his communication without burning out.
If you’re hesitant to reach out to your network, this episode is your playbook for doing it right—and doing it consistently.
We’ll cover:
No List? No Problem. – How copying his Facebook friends into a spreadsheet became a 20-lead strategy.
DM with Intention – Why personalized messaging beats mass outreach—and what to say to get replies.
The Birthday Bump – A simple follow-up trick that reactivates cold DMs without feeling pushy.
TextExpander Tactics – How Jim uses this tool to send polished, high-impact emails in seconds.
Micro-Branding Moves – From gym swag to Wi-Fi names, the small touches that keep you top of mind.
Don’t overthink it. The leads are there—you just have to ask. One message, one tool, one conversation at a time.
To connect with Jim, check out the links below:InstagramFacebook
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.

665: The $20 Gift That Closed a $2M Deal - Scott Peckford

What if the secret to unforgettable client and partner relationships is how (and when) you give—not what you spend?
In this episode, I break down how to give referral and client gifts that actually land. Not the generic gift basket or logo mug—but thoughtful, timely gestures that create real emotional impact.
Inspired by a story of one realtor’s donut drop that led to a $1M+ client, we dive into how to make your gifts hit different—plus what to avoid if you want your gesture to be remembered, not ignored.
What We Will Cover:
Specific, Unexpected, and Timely – The 3 rules that turn a generic gift into a powerful impression.
The Donut Story – How one agent used a podcast, a donut shop, and perfect timing to win a dream client.
Giftology Principles – What the best givers do differently—and why it’s not about spending more.
What Not to Do – The 3 most common gift mistakes brokers make (and how to avoid them).
Real Broker Examples – A $20 Hawaii book and a pair of fuzzy handcuffs—why they worked, and what they teach.
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.

664: From Beer Sales to $10M in Mortgages: The System That Changed Everything - Thom Brow

How do you go from zero to $10 million in funded mortgages in your first year—without a database, brand, or past clients?
Thom Brow left a successful career in craft beer sales and started fresh as a mortgage broker. One year later, he’s built a $10M business from scratch— powered by focused prospecting, referral presentations, and his own custom-built AI tools.
If you're early in your career or need to get traction fast, Thom’s approach will give you a clear roadmap (and a reality check).
We’ll cover:
Turning Cold into Closed – How 50 referral presentations led to 25 active partners and $10M in volume.
Winning with Focus – Why Thom breaks his day into quarters—and always protects a dedicated prospecting block.
Practicing Like a Pro – The AI “driving range” that helped him conquer cold calling.
Scaling Smart – Why action beats perfection, and busy work always comes last.
Building Better Tools – How Thom created his own GPTs to write emails, sharpen messaging, and train for live calls.
To connect with Thom, check out the links below:
Instagram
Facebook
https://www.brxmortgage.com/agent/thom-brow
 
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.

663: Why This Top Banker Walked Away from a 6-Figure Bonus - Justin Chausse

What would happen if you stopped building someone else’s brand—and started building your own?
Justin Chausse went from running a landscaping business, to funding 185 files a year at a bank, to building a thriving mortgage business as a broker. In this episode, he shares why he left the bank (despite a six-figure signing bonus offer), how he overcame the fear of going independent, and what he learned about earning more by doing less.If you're a bank specialist or self-sourcing mortgage pro thinking about the broker world, this one’s a must-listen.
What We Cover:
Self-Sourcing Success – Why Justin's 70% self-sourced business made him realize he didn’t need the bank.
Doing Less, Earning More – How he replaced 185 bank files with 60 broker files—and made more money.
Profit for Clients, Not Shareholders – The freedom to put clients first without red tape or handcuffs.
Choosing Your Own Tools – How being a broker gave him control over the client experience and back-end tech.
Keep It Simple – Why most new brokers get overwhelmed, and how focusing on conversations builds a stronger business.
To connect with Justin, check out the links below:
Instagram
chaussemortgages.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/scott.

662: The Business Plan That Fits on a Sticky Note

What if your 15-page business plan is doing more harm than good?
In this episode, I break down why traditional business plans fail—and what to do instead. I share the “Plan Like Bezos” approach we teach in our workshops, including how to build a flexible, focused 12-month strategy that fits on a single sticky note.
If you’ve ever written a business plan and never looked at it again, this episode will show you a smarter way to plan, act, and grow.
In this episode, we’ll cover:
Why Most Business Plans Fail – The flaw in trying to plan 12 months out with incomplete info.
The Flywheel Model – How high-performing companies (like Amazon) use this approach to create real momentum.
My Personal Flywheel – A behind-the-scenes look at how we use content, coaching, and client stories to drive growth.
Sticky Note Simplicity – Why a clear, focused plan beats a bloated one every time.
The Debt Monkey Mistake – A story about building a business on spreadsheets instead of systems—and what I learned from it.
The world changes fast. Your business plan should be flexible, focused, and easy to act on. Build a flywheel—not a binder.
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.