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:

1. Don’t have a daily prospecting plan.
2. Don’t have any processes or checklists.
3. 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.

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

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:

1. How to set an Ask Frame on the first call
2. 5 Places you can easily ask for referrals
3. 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.