I Love Mortgage Brokering

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 

589: What do racetracks and mortgages have in common?

What do racetracks and mortgages have in common? More than you'd think! Strap in, because we're going full throttle on how lessons from the track can turbocharge your mortgage game.
 
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:
Why the speed takes care of itself;
Why using video can be an unfair advantage; and
How expert coaching helps you rapidly improve 
 
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
This week, I’ll talk about the unexpected parallels between racetracks and mortgages. After a weekend at the racetrack with my son, who’s become an avid motorcycle racer, I realized there are crucial lessons that can be directly applied to your mortgage business. From the importance of focusing on the right activities to the power of coaching and video analysis, this episode is packed with insights to help you speed up your success. Buckle up, as I share how these high-speed experiences can transform your mortgage practice.
 
Here are the talking points we covered:
The danger of focusing too much on one deal.
Importance of maintaining a disciplined approach to prospecting.
Recording and reviewing key activities to enhance performance.
How coaching accelerates growth and skill development.
The value of staying open to learning and embracing guidance from others.
 

588: How Jassy Braich Added 25 New Files In The Past 2 Months

Want to know how a 2-year broker added 25 files to his business in the past 2 months? 
 
How a couple of tweaks helped him generate a list of over 100 mortgage renewals?
 
Today, we're joined by Jassy Braich, a 20-year banker who became a broker 2 years ago and has since mastered the art of client retention and business growth.
 
In this episode, we will cover:
A step-by-step DM strategy to reconnect with your network
How he was able to get 100+ mortgage renewal dates
His unique 4-quadrant planning for serving clients and generating referrals
 
To connect with Jassy Braich, 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

587: The Fastest Way to Eliminate Document Collection

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:
Why having a fulfillment person is the fastest way to eliminate document collection
2 ways to pay your fulfillment person and the pros and cons of each
3 different strategies for finding a great fulfillment person
 
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

586: Is Work-Life Balance A Myth? - Greg Williamson

Today, we're joined by Greg Williamson. He is the Chief Revenue Officer at Lendesk and my very first coach in the mortgage business. 
 
In this episode we will cover:
We discuss work-life balance;
We discuss the different forms of motivation; and
We discuss upcoming trends in technology and what brokers can expect to see in the future
 
To connect with Greg Williamson, you can check out his link below:
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
Is achieving work-life balance possible, and do you find yourself driven more by avoiding problems or seizing opportunities? In today’s episode, I sit down with Greg Williamson, the Chief Revenue Officer at Lendesk and my very first mortgage coach. Our conversations are always enriching, and I affectionately refer to them as “Zen and the Art of Mortgage Broker Maintenance” due to their somewhat philosophical nature. We delve into the concept of work-life balance and explore various types of motivation, likening them to different fuels that drive us. We also discuss the latest technological advancements and share insights into the current state of the mortgage industry. It’s a captivating discussion that I hope you find as enlightening as I did. 
In this episode, we will cover: 
 
Strategies for achieving true work-life balance.
Insights on whether motivation stems from avoiding issues or seizing opportunities.
Personal development habits, including reading and sleep routines.
How different genres of literature impact mindset.
Technological advancements in the mortgage industry.
The value of innovative tools like Ownwell, Spotlight Assistant and Finmo.
Predictions on how AI will shape the future of mortgage brokerage.